Have you ever felt yourself being very busy and yet not very productive. Like spinning your wheels in snow, busy yet not productive. This I know first hand as my son and I plowed into a snow drift and stuck our front wheel drive Chevy Impala (rental) deep in the snow. While we where busy trying to get out (spinning the wheels), our productivity was lacking.
In your sales game, do not confuse business with productivity. I have seen many salespeople work so hard to generate new customers, do all the things to grow sales, only to end up frustrated because they made no progress.
Early in launching Brickwall Motivation, I was very busy calling associations and corporate prospects, trying to convince them that I was just what they needed in a professional sales trainer. Very busy, NOT very productive. Then, my mentor, Jim Jacobus, asked if I was open-minded enough to take some advice. I was, he offered, I tried his new method of prospecting, and BOOM, production was created.
Production attracts production as producers attract other producers. Here are 5 ways you can stop being busy and start being productive.
- “Don’t just do something, STAND THERE!” Yes, start with getting a perspective as to what is required for your selling day, week, month, quarter, and year. Perspective is critical to your success as you need to visualize what you want to accomplish.
- If you are in Business Development (prospecting) mode – make a list of how many people you want to connect with, in a day, in a week. Keep a record as to your progress. Leaving a Voice Mail or shooting an email does not count, unless the email created a true dialog. Connect with people, talk to people, meet people. That is production
- Continuous Education – What was the last sales book you read? Last sales seminar you attended? Last sales podcast you listened to? Productive people are educating themselves ALL THE TIME. When you feed your mind with the foundation of your career, you grow. Do not short change this key to sales success. If you need a list of books, email me. tueffert@aol.com
- Network – As iron sharpens iron, so one man sharpens another. This proverb is as true today as it was when written! Get out there and meet with people who are better than you. Meet with associations, groups, clubs. Get together with people who can offer you ideas, hold you accountable, get and keep you motivated. That is production!
- Appreciation Marketing – What is this? Simple, let the customers and prospects you have know that you appreciate them. How, write them a note, call them on the phone and just ask them how they are doing. Meet for coffee and ask questions only they can answer. Kody Bateman, the founder of Sendoutcards says that “Appreciation wins over self promotion every time!” Kody has built the #3 Greeting Card company in the world based on this philosophy. Believe me, it works.
This blog post is timely as we are all starting a fresh year. A new chance to grow, to try new things, to stop being BUSY and become PRODUCTIVE.
