I met with a local insurance sales manager this week. I always enjoy meeting with Jim because he is successful, loves what he does and is an enthusiastic and fun person to be around. As we talked about the challenges of developing new business, we got into a great analogy discussion.
You can't beat the laws of nature. Not in life and not in sales. Cultivating new clients is like growing a field of crops. It's a process. You have to plant seeds, nurture (fertilize and water), and then you get a good crop (results). Trying to skip a step goes against the laws of nature and may cause you to miss getting more clients and business.
1. Planting too few seeds. With only a few prospects, you expect (perhaps need) to have every one sprout into a new client. I hear consultants share they've met with a prospect once, didn't get the engagement, so they'll wait for the prospect to call them if they have a need. Not all seeds take at first because the conditions aren't right.
2. Planting the wrong seeds. You can't grow corn using watermelon seeds. Do you really know what a strong prospect looks like for you? Talking to the wrong prospect can take much of your time with little results.
Don't expect prospective clients to say yes with just one interaction with you. Sales statistics say it takes 8-12 times before a prospect buys, so don't give up too soon.
Use the right seed, keep planting lots of them, and cultivate and nourish those seeds. Use the laws of nature to help you grow your business.
If you're looking to cultivate more seeds in 2013, why not consider some private coaching time with me to jump-start your new year?
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