What if it were not such a massive issue for you to have your cash register ring regularly or for sales to come in while you sleep? What if that was your reality? I have four P’s to help you get there.
The Four P’s
The first P is for patience. Stop treating yourself as a transaction. Developing new business relationships will take some time. You’ll need to be a little more creative in the way you attract new people and build those relationships.
If you are in it for the transaction, you’re just going to get that; you might get one or two sales from that individual. But if you’re willing to invest the value into that person or that company, you build long-term, generational relationships; they do business with you, refer you to their kids and their kids beyond that, their other friends, so on and so forth.
The second P is for persistence, for the same reason. Frequently, we want things to happen quickly, and when they don’t happen right away, we jump out of the process and hinder or stop our success. Be persistent. Create a multi-pronged approach to the way you were locating and qualifying new, ideal clients. Don’t get discouraged. Get data. Take the time to track what’s working, and don’t quit until you are positive that it isn’t creating momentum toward more revenue.
The third P is for professionalism. Don’t get bent out of shape when someone doesn’t call you back. You have to give them a reason to want to have you as an extended part of their team. If we’re not giving them a reason, we can’t expect them to respond.
Reevaluate what you are doing or not doing that is causing that disconnect between yourself and prospective clients.
The last P is, “it’s not personal.” Stop making it about you. If you care about the people you are called to serve, then you can’t take it personally when that takes longer than you anticipated. Stay in the process; stay in the game for the people who need the transformation you have to offer to them. Whatever it is that you do, make it extremely valuable. Make them want to click the button; make them want to take the call and respond to you. In some cases, they might want to even seek you out because of the value you’re bringing to the table.
Make Yourself Systematic
Lastly, make yourself systematic. That means you have to put some follow-up automation in place, so you put yourself at the forefront of their minds when they need what you have to offer. They’re going to call you because you have made yourself valuable and memorable. Remember to be persistent, consistent, make it about them, make it something they recognize that value in, and do it regularly. Systematic sales behavior can completely change your business.
Tish Times is the founder of Tish Times Sales Agency. For more than 10 years, Times has been empowering business owners to create revenue-generating business connections, shorten the sales cycle, and close sales with ease. You can find her at www.TishTimes.com.
