Often times, when I’m on sales calls, people tell me their main issue is lack of leads. They say things like “If I could just talk to more people, I could close more business. I’m good once I’m in front of people.” and they’ve got themselves convinced it’s true.
The truth is, if you are good once you’re in front of people, then you spend all your time in front of people. People that say things like the above, are using it as an excuse for lack of production. Yep. I said it. You’re busted.
I’m sure there are a few of you reading this thinking “he’s nuts, I am good in front of people, I just can’t get in front of the right people.” STOP IT! Stop telling yourself that. You have no excuse not to get in front of the people who matter.
You’ve got the internet, social media and phones all around you. If you know who your target audience is, you can’t come up with BS excuses as to why you can’t find them. Again. Stop it!
Meanwhile, I’d be willing to bet you have a plethora of leads. You’re just not looking at them as leads.
As salespeople, we tend to get caught up looking for new business rather than mining and nurturing ‘dead leads” and old clients. Many times, these old leads can be the best.
I made this short video for you, explaining what you can do to turn your existing database into a ravenous pool of people sending you business. Yea, I know. Pretty cool huh? Just watch the damned video