Success in the sales profession, perhaps even in life, depends on how many shots you take. In other words, success is a numbers game. For example, if you’re looking for a job and you’re too embarrassed to tell your friends, you may struggle to find one. On the other hand, if you let everyone know you’re available, you could easily stumble on the perfect opportunity. The difference between great success and dismal failure is simply taking the shots. In sales professions, it’s a numbers game. For example, if you make 100 calls, and the industry average is 2 listings per 100 calls, you’ll end up with 2 listings. If it’s that simple, why doesn’t everybody just make calls to get new listings? The answer is simple. Consider the following.
- Fear of Rejection
- Bad Habit of Being Lazy
- No Plan
How much sense does that make? Think about it. I’m not going to have enough money to improve the quality of my life and provide for my future financial security because I won’t change a few simple things. That’s just silly. To make phone calls, you don’t need the money that direct mail requires, and you can make 50 calls in the time it would take you to drive over and meet someone personally. Because phone prospecting and relationship management is critical to success in business, consider the solutions to the 3 obstacles listed above.
- Fear of Rejection? – Get over it. Most people won’t even remember you called. It’s just a matter of sucking it up and taking action.
- Bad Habit of Laziness? – This one isn’t hard either. It just requires you to make calls every day to develop a new more productive habit. Start with a few calls each day and add more calls on the days you have more time to make them.
- No Plan? – Map out who you’re going to call, what you’re going to say, and when you’re going to call.
That’s all there is to it. Simple, huh?