Habits have changed. I think it’s easier said if I share this 56 seconds of Gary Vaynerchuk for those that still need a sense of urgency when it comes to implementing a multi-media approach to marketing. One thing for sure is that you’re not going to just meet your prospects and customers at their mailbox and inbox.
You have heard it before “hey buddy the line starts in the rear”. Through the first half of my 53 years on earth I have to say I pretty much complied with that request, however something clicked one day and I thought not so fast should I conform to that line of thinking.
I get that if I’m at the movie theater, the department of motor vehicles, or waiting at the Doctors office I’m behind those in front of me and I patiently wait my turn.
On the other hand at work if I’m the last hired in my department or into my position I should not expect those ahead of me get promoted first.
At school if you just enrolled in classes you should not expect those a semester or two ahead of you taking the minimum full time class load or changing their majors to graduate ahead of you.
When you graduate and interview for that first “real job” your attitude should be the most recent person interviewed (You) should be hired ahead of those that interviewed ahead of you.
Elite athletes that trained longer don’t finish for very long ahead of elite athletes that trained harder.
In sales the leaderboard (rankings) rarely coincides with tenure.
The more I thought about it I came to the conclusion that the line that starts in the rear are for those that are comfortable in the back, but not for a front runner like me. I’m not looking for the easy path but I will take full advantage of a smarter shorter path. At my age I don’t have time to start at the back of the line when it comes to professional pursuits.
The warp speed version of my personal situation is in 2008-09 I got laid off from a great job at a great company in the not so great Economic down turn that hit the mortgage banking industry hard. Like others similarly effected I got some bumps and bruises before I landed back on my feet. The next path I chose was part-time healthcare recruiting while I pursued to further my education. I closed 3 out of 4 positions the first time I got at a real recruiting “at bat” with a client. I changed schools for a more accelerated degree program and graduated ahead of schedule. My most recent path finds me in the marketing automation technology space selling and consulting my friends back in mortgage banking. Not bad for someone that could have took it easy in the rear of the technology line.
Regardless of your age next time you are pursuing something worthwhile come join me at the front of the line.
When we LOSE the biggest challenge we face is not the NO, but it’s getting your prospect to tell us the real reason they said NO.
If you don’t get the truth as to why you won and why you lost you will have a hard time sustaining long term sales success and/or realizing measurable sales improvement.
It’s a lot easier and more comfortable for everyone involved finding out the main reason a prospect said YES than it is to receive the honest feedback from a prospect that said NO.
Most sales people don’t do a very good job of analyzing and documenting why they WON or LOST.
If you’re not already doing so start asking for the true facts of why you WON or LOST. The true facts in a WIN will often uncover a story and relaying a good story is a great way to sell. Uncovering the real reasons you LOST a sale might sting a little but there is not a better piece of intelligence that can help you or your team improve and WIN the next sale.
Networking has changed but if you are like me at some point you have come to realize as convenient and efficient as the internet has made online networking you still can’t afford to take live networking out the equation. When you decide to attend a live networking event you are fully aware it’s going to pull on the valued resource of time and take about $20 of gas money out of your pocket. Relationships that are initially formed from in person interaction have a much greater opportunity to start out stronger and move forward faster.
I recently came across Marc Wayshak’s 5 Steps to Networking like a Pro for Salespeople. I think Marc is right on target with these 5 tips and if you have not been going to networking events as frequent as you have in the past I encourage you to find one soon and give Marc’s advice a try.
1. Get warmed up. When you show up at a networking event, chances are that you’ll be low on energy and by yourself. Rather than immediately rushing for a drink at the bar, get social. Go up to the first three people you see and just talk to them—ask them how they are, what’s going on, and start a friendly conversation.
2. Ask “What brings you here?” This question will get people to open up about why they’re at the event and what they do for a living. Starting a conversation with this prompt will allow you to strategically decide whether you want to spend more time talking to the person at hand, or move on.
3. Learn about people’s businesses. Most people go to networking events to talk about themselves and their businesses. Don’t be one of those people! Learn about what everyone else is doing. By understanding other people’s businesses, you can quickly determine whether someone is a prospect for you, but you can also learn about who else at the event you might be able to connect them with—which brings us to the next tip.
4. Make connections for others. Once you’ve asked about other people’s businesses, you’ll soon learn who they’re looking to meet at the event. Use your new found information to connect different people at the event. Become a connector and you’ll create goodwill at the event and be the hit of the party.
5. Find connectors. It’s great to be a connector yourself, but you should also find other long-term connectors. These people are familiar with the networking group, know everyone and are very social. Find them and ask them for help, and whether they’d be willing to introduce you to some people. In all likelihood, they’ll be happy to walk with you around the room and introduce you to whomever you want to meet. Make sure to get their contact info and stay in touch with them. Networking connectors can become some of your closest allies when it comes to helping you develop your business.
You can see Marc’s full post at http://www.marcwayshak.com/5299/5-steps-to-networking/