| Risks & Rewards |
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Are ya Chicken? Or Not? When I was growing up and experiencing a frustrating day, my mother would always spout out the age old "mommyism" that "Life isn't always fair." Of course I'm a mother now. When our daughter gets all up in arms about some missed opportunity, or a lying classmate, the same drivel ends up coming out of my mouth, too. Guess that's why these cliche's stay with us generation after generation. Hey, it doesn't require imagination to repeat what you've heard all your life! So when people start complaining about their lack of business, my wise mother's words always come to mind. ESPECIALLY if the person sharing their experience has been working hard to either generate business, close a deal, or secure a new job. Life ISN'T fair. We know it. But that's not an excuse. Just an hour ago, I ran into a friend who is a consultant. He was lamenting his work life, which is now negatively affecting his personal life. His business is down since his clients aren't hiring him. He's been looking for a full time position, but not having any luck with that either. Now, "John" and I have been friends since I began my business. 13 years, now. He's a positive, happy, and optimistic guy--most of the time. But he's having a hard time right now. I asked him some questions. Have you tried applying at XYZ college? Have you been networking? Where? Did you send your resume to ZYX? What about... Most of it he hasn't be doing. Why? It's a risk/reward/rejection cycle. If we take risks, stick our necks out, we may get a reward, but then again, we may have to suffer from rejection. As I said to a client earlier today, "Nobody gets up in the morning and says, 'OH BOY. I get to experience some rejection today!" However, we all know that if we don't TRY we won't GET. So regardless of where you are today--either flush with new business or paralyzed by fear (or somewhere in between), here are a few tips to get you going: 1. Your customers aren't thinking about you when they get to work. They generally don't care if you are hurting for business or rolling in dough. They want what you wish for--career enjoyment, job security, a group of professionals to work with, a future, respect. That doesn't mean they are difficult. It just means they have a life outside of YOU. That's OK. The sooner you understand that concept, the better. 2. Take the risk and make some calls. It's OK if you haven't spoken with this customer in three years. Ask him/her how their business is going. Share a bit of industry information or an article you recently read and thought of them when you read it. Believe me, your customer, regardless of whether he is in a position to buy or not, is typically happy to hear from you. However, you have to avoid sounding desperate in the call. You wouldn't want to say, "Tom, my business is really, really bad. I don't know how long I can hang onto this position. The boss is all over my back. The pressure is enormous. Please, please, won't you buy something???" It sounds as if Oliver Twist is begging for more porridge. Bad move. Instead, have a conversation. Give something away that has value to the customer. He/she will appreciate something that's free and useful in their business. 3. When you take the risk by making connections, realize that the rewards can be great. For example, in August, I called a client I hadn't spoken with in awhile. We chatted about his business and he said, "You know. I think you could help one of my reps with his appointment making skills. He's pretty good once he gets in front of a customer, but he has trouble with securing the meeting over the phone. Can you help?" I did. And after just one phone session with his rep, the guy turned his approach around and started booking more appointments. In short, the Regional VP's problem was solved with just one call and a small investment. His ROI was won dozens of times over. The VP gave my name to his colleague who manages a different group. He and I know each other. The other VP called me. Sure, it took me six weeks to close the deal, but it's FAR larger than the first one with his colleague. There was a risk of rejection from the first VP, but so what. That's what sales (and life!) is all about. I took the risk of rejection, secured a small reward, which led to a large reward. And there's more to come! 4. You've heard me say this before, but I'll say it again (at the risk of sounding repetitious), TRY something NEW. If you've been relying on email marketing campaigns, pick up the phone. If you've been using the same techniques for the last two years, it's time to change it up. Use your creative powers of imagination, combined with a bit of professionalism, and see where it gets you. (Help is for you at: www.salespeak.com) Maybe you need to take someone to lunch. Or utilize your social networking contacts to make some new contacts. Remember, try something new. 5. Network in a different place. Yeah, I know, you don't like to network. I've heard all of the excuses, "It's a waste of time", "I never know what to say", "Those people who attend are all a bunch of freeloaders", or "I don't know anyone, so I'm uncomfortable". Well, that's what networking is all about. Meeting strangers! Talking with people and starting conversations! Creatively finding out what you have in common with people! Helping others! If you haven't had the opportunity to network recently, find a place to go. Embrace the challenge and stop hugging the wall. This isn't Junior High anymore. So, if you are now thinking about risks and rewards, good! It's about time you start thinking that the world isn't coming to an end because you were rejected. We ALL get rejected. It's part of life. Remember what my mother used to say? So, life's not fair. That's what makes it fun. Because when you win, you not only earned it, but you have found that life, indeed, CAN be fair. Happy Selling! (c)Renee Walkup, All Rights Reserved, www.salespeak.com 678 587-9911 |
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