Tag Archives: business leads

I almost gave up…..

fdr

I was a few months into my first outside sales job. The first month was so exciting and I was ready to take on the world and then I had this serious breakdown about 90 days into the job and I got scared.  REALLY SCARED!  I had never experienced this feeling in other jobs.  In the past, if I was given a task I completed it and moved on to the next.   I always did as my boss asked and there were not too many variables to get in my way.  This sales thing though……was like something I never experienced.  I was doing everything I could and was not getting the Sale.   WHAT WAS WRONG WITH ME?!?! I had called hundreds if not  thousands of people.   The receptionists were starting to actually like seeing me stop by. I had attended networking events on a regular basis.

The worst part about my paranoia, was that my peers were bringing in new deals and they did not seem to be stressed.  At that moment, I was fortunate enough to work with someone that talked “some” sense into me and walked me off the ledge.  My coworker  explained to me what was going on.  She had been in sales for years and so had my peers.  They had built up their networks and contacts overtime, and their clients knew to call them without thinking about any other options.  I was the newest rep on the block and had just introduced myself to the world.  I needed to keep my head up and keep plugging along.  Eventually, I would see the rewards.  She explained to me that she went through the same situation when she started and told me you need to build a pipeline.  You need to find opportunities and stay on top of them.  I watched the pipeline like a hawk and stayed on every single opportunity no matter how big or small.

My coworker’s pep talk helped me a for a few weeks and then I was scared again….until one day I had a email message requesting a meeting to talk about services and pricing.   I had called on this prospect for months and finally I heard back.  I had stopped by, called, and emailed for months, and each time I reached out they were too busy to meet.  They were polite and busy at the same time.   I was getting used that from most of the prospects, so that day when I opened my email from them I nearly cried.  They actually wanted to buy something and FROM ME!  I quickly responded and we scheduled a meeting.  The day of the meeting I was so excited to go to their office.  I even brought my office manager so he could assure them we would handle their orders to the best of our ability.   We parked at a meter outside their office and I paid for an hour.  Let me tell you that was the best parking ticket I ever received because my meeting went over an hour and we sealed the deal.  From that day forward, I decided to never give up because the feeling you get when you win after you try so hard is the best feeling I have ever experienced in my professional career.

So on the days I feel defeated and I want to give up I remember that if I keep trying I will feel that win again if I stay the course! To earn a prospect’s trust and business is an amazing compliment and truly a win to celebrate!

Never Run Out of Prospects

lead generation

 

One of the most interesting questions I have heard asked many times in my life as a sales person and sales manager is “what do you do when you run out of people to call”.  That questions shocks me every time.  At first I stop and think they are not serious and then I realize they are serious.  Every sales person depends on finding new leads and opportunities to put in their pipeline.  How do you find those leads?  Here are a few tips that have always worked for me….and trust me I have never ran out of people to call on.

First, start thinking outside the box!

There really is no wrong way to find leads there are just better ways.  Go to where you customers are.  Join the associations your customers are members of, and get involved.   Go to events even when you think its optional.  I have dragged myself to countless events that I could have not attended and every time I go I end up thanking myself for the new leads or connections I gained.  Become a peer to your prospects and clients.  Show them you care about their business needs by supporting what they support.  Do things your competitors do not make time to do.  Offer solutions to your prospects.

Second, pay attention!

Read your local business publications.  Listen to the radio.  It sounds simple and it is all you have to do is pay attention to what is going on around you.  Also, when you are driving look out for billboards or signs for potential clients.  When you go to an office building pay attention to other potential clients that have businesses in that building or near.  Listen to your current clients.  You will be surprised what information and new leads can be generated just from listening to your current clients.  Perhaps they have a need for a service or product you sell that is not what you originally intended on offering.  Have conversations with people even if you think they do not have a need for your service.  It’s amazing how many new prospects come out of situation when you least expect them to.

Third, rework old leads!

Call back old leads and try a new approach.  Perhaps you called them in July and the person who took your call had a bad day, and now when you called back in December they are in great spirits.  Ask yourself a few key questions about prospects.  Why should this prospect meet with me over the other 20 people who called today?  Why do they need my service or product?  Is it important for them to meet me and if its not why am I  calling them?  Do I have a solution for them that I didn’t have 6 months ago.  Create follow up task while prospecting and make sure you go back to those actions items.   Never give up on your leads.  Business changes, people change, trends change, competitors change, and industries change.

Apply these 3 basic principles in your search for new leads and you should always have unlimited possibilities and a very busy schedule for prospecting!