Finding New Sources of Business
Many of the salespeople I meet and coach initially come to me with only one or two sources of business. Perhaps you can relate. That’s just fine if these sources are yielding the business and income you need. However, if you need more business then you need to find new sources to add and new ways to expand what you do. As you consider your potential new sources think about the cost involved in pursuing them, the potential benefit, the time that will be invested, and your level of personal commitment to the project. Once you’ve locked in on a new opportunity, create an action plan and a predictable system for working that source. Then master the skills that you’ll need to conquer it.
Ask yourself, “What new sources or opportunities are you avoiding that you know if you just stopped resisting and pursued them, you would be even more successful?” Isn’t the pain of avoiding it worse than the pain of just doing it?
I find that most salespeople need to spend at least 2-3 hours per day or more aggressively prospecting for new business. Yet shockingly many spend less than 30 minutes a day prospecting for new clients.
Why do they avoid what will get them paid? Below are the reasons they often give me:
- It’s hard.
- I don’t know who to call.
- I don’t know what to say.
- I don’t like to be rejected.
- I don’t get enough results.
- I don’t have time.
- It’s boring.
Typically these are just excuses, the real truth is that they are avoiding prospecting because they have call reluctance.
Maybe they haven’t mastered the art of handling rejection.
Maybe they haven’t mastered the scripts.
Maybe they don’t have answers for the common objections.
Maybe they haven’t built a tolerance for dealing with the repetitious boredom of smiling and dialing.
Maybe they haven’t time blocked it into their schedule and made it a standing appointment in their day.
Any of these sound familiar? If you embrace the fact that as a salesperson your number 1 job is to prospect, and do it daily, you’ll find that not only will you get used to it, it’ll become routine and you won’t fear it so much. You don’t have to love prospecting, just love what it creates for you. Keep your goals handy and review them often, it’s your reason for powering through on the days you don’t feel like it.