Yep – I am a child of the 70s and 80s. And yep – I am music obsessed. And nope – I’m not sorry.
As I sat down to write this happy-new-year-now-get-your-ass-in-gear post, I was brainstorming about growth metaphors. And here is what is tricky about the truth about growth, especially now that we live in a ridiculously instant gratification society.
Success in sales takes TIME.
There are no shortcuts – there is very little winning that does not take a lot of blood and sweat and tears
There is nothing you can do about it.
Except that you can.
You can prepare. You can plan your days, and your weeks, and your quarters, and you can become a time management ninja that is rarely thrown off base by a last-minute request by a client, or a problem in the plant, or having to leave early to pick up your kid for tae kwon do. You show up every day knowing exactly what you need to do, you prioritize on the fly, and you can always answer the question, “Is this the BEST use of my time right now?” with this answer.
You can refine your message. Let’s talk about cultivating new business. As you plan for what you are going to say to that prospect on the other end of that phone line (or that email, or that tweet) you can put yourself in his shoes for a moment. Ask yourself
Would I listen to what this person (YOU) has to say?
Is there a compelling reason to consider doing business with this person (YOU)?
What does this person have to offer me that I am not already getting with my current supplier?
You are trying to plant a seed of curiosity, or doubt, or discomfort, or some other visceral emotion in this perfect stranger that you are trying to forge a relationship with. This is not easy. As such, your message cannot be boilerplate. He sees you coming. If you are boring and say the same thing as all your competition, you stand very little chance of being heard and responded to.
You can be creative. When it comes to landing new business, I say two things.
1. You have nothing to lose – You are not currently doing business with this prospect. He does not know you or your company. Or, if he does, the history is probably one of a few fleeting phone calls at some point in the past. Today is a new day. Make it count. Go for the gusto. Be bold. Be brave. Say something outlandish. The prospect is offended? Who the hell cares? For everyone one person that doesn’t like your style, there might be 5 or 6 who find your energy refreshing and exciting. Go for it. Be a weirdo.
2. There are no rules. Dude. It’s 2017. Text. Tweet. Email. Private message on Facebook. Send an InMail. Show up with bagels. Send candy. Do whatever the hell you want. Try lots of different things. Write exciting and funny and catchy subject lines in your emails. Make a video. Sing. I think I am beating a dead horse here. Feel me?
I can promise you this: If you show up every day, with a smile on your face and real genuine positive love in your heart for your clients and prospects, and for this industry.
YOU WILL NOT FAIL. If you set your sights on your success, very specifically, and know what you need to do to reach your goals this year, be they income goals or revenue goals or the goal of having the owner of your company tell you that you are a damn indispensable Rockstar, you will do it. Maybe not tomorrow. Maybe not this month. But after working your ass for 12-18 months, I can guarantee your status as a future legend of the game of sales. And if you need some help, or some further insights into the HOW of all of this, reach out to me, or to someone else who can help you. You are a warrior.
As a sales and marketing coach and consultant at Success In Print, Kelly Mallozzi advocates for graphic arts companies to start a revolution and fight to keep print relevant. She may be irreverent, but what she lacks in convention, she makes up for in smart-assery.