Prospecting
Success
by Wendy
Weiss
I
spent my formative years in ballet class. While other kids
went
out to play, I went to ballet class. In high school while
others
attended after-school activities or hung out together, I went
to
ballet class. By my mid-teens I was taking class five or six
times a week or maybe even more. This was a habit that continued
till injuries sidelined my professional dancing career.
This
habit of taking a ballet class every day was not mine alone.
Every dancer, professional or those seeking to become
professional, take class every day. It’s a habit, it’s
a reality,
it goes with the job. It is impossible to dance professionally
without taking class. Even the stars, Barishnykov for example,
take class every day.
In
my late teens I had some personal crises that stopped me from
going to class everyday. At one of my rare appearances in
class,
my teacher asked where I had been. I told her what was going
on
in my life. She said to me, “That’s no reason
not to take class.
You have to take class everyday, no matter what.”
Sounds
harsh doesn’t it? But she was right. Not taking class
only
gave me something else to feel bad about.
When
I started my sales training business, I used that same “no
matter what” approach to prospecting. I prospected every
day. I
started out with absolutely no corporate or business connections.
I was a ballet dancer, I only knew other ballet dancers. I
did,
however, know how to prospect. On and off for years my “day
job”
had been telemarketing. I began to prospect the same way I
learned to take class, every day, no matter what. Five years
later I have a thriving business. Even today I continue to
prospect every day, while perhaps not for as many hours. Every
day brings some prospecting activity, no matter what.
So
how does the busy entrepreneur, busy owner or sales
professional find the time to prospect every day no matter
what?
The answer is simple, put it in your calendar. Schedule time
in
your calendar every day for prospecting activity. At the
scheduled time put aside what you are doing and prospect.
Do not
take other calls, do not work on other projects, do not allow
interruptions. Simply prospect. When the time you have scheduled
is over, stop prospecting and go on with your other tasks.
Schedule
appointments with yourself to prospect and keep those
appointments. We get angry and upset when prospects miss
appointments. Ask yourself: Why is it all right to miss an
appointment with yourself?
Prospecting
success (just like learning to dance) comes over
time. In order to keep your sales funnel full you must constantly
be on the lookout for leads and prospects. By keeping your
funnel
full you avoid the boom and bust cycles that so many
entrepreneurs and sales professionals experience. To be
successful you must engage in some prospecting activity everyday,
no matter what. It’s a habit, it’s a reality,
it goes with the
job.
 |
Cold
Calling College:
Double the number of appointment your use to get.
by Wendy Weiss,
The Queen of Cold Calling |
*Do
you break out in a cold, clammy sweat at the mere thought
of having to make cold calls?
*Do you ache with dread when you pick up the telephone to
call a new prospect?
*Do you hang up the phone after yet another rejection, feeling
like a failure?
*Are you worried that if you don't get new customers soon,
you may not be in business much longer?
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About
the Author
Wendy
Weiss, The
Queen of Cold Calling & Selling Success, is a sales
trainer, sales coach and author. She helps entrepreneurs,
business owners and sales professionals gain confidence, reach
more prospects, close more sales and make more money. She
started her business 15 years ago, representing clients on
the telephone and setting new business appointments. While
Wendy no longer “dials for dollars” (except for
her own business), all of her workshops, seminars, products
and individual sales coaching are based on practical, real-life,
hands-on experience.
Learn
more
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