On Friday I interviewed a true hunter. I was struck by his mindset.
He was absolutely sure there was no substitute for picking up the phone and calling people. For him social selling, conferences and networking were all a means to an end. His message was to talk to as many of the right people as possible and as quickly as possible. Do this consistently and everything will work out. It’s no surprise he has a track record of consistent quota overachievement and numerous new business awards.
In sales mindset is everything. How badly you want to succeed, a conviction that you must ask the hard questions, knowing you belong, expecting a positive outcome (including no), demanding equality and calling things as you see them occur because you believe.
Along the way he said, "When I call people, I always get the names of at least two other people I can call."
This got me thinking about the simplicity and absoluteness of human connectively. In our technology abundant world, we take “connectivity” for granted, almost to the point of how we see electricity. When we are off grid or off network we notice. Behind the devices and the lights are an endless chain of connections, each talking to another in a very organized and predictable way.
Joe Girard credits his consistent practice of tossing business cards into the stands at baseball and football games for much of his success. It’s quite likely that someone who picked up a couple cards gave one to their friend. And so, everything leads to something, at minimum another fork in the road through which opportunity knocks.
Over the past two years I have had the great pleasure of working with thirty-five corporate clients, twenty-nine, or 83%, come via an introduction.
I’m going to give you a simple challenge for the next two weeks. All I ask is that you commit to it fully and see what happens.
- Identify and call five people from your social/personal network. Get together with three
- Each week, call five clients from a previous job, find out how they are doing, and tell them what you are doing
- Each week, identify five prospects in your Linked In network using second level search and ask your connection to make an introduction.
- Each week, call five current clients and check-in, ask how you can help and ask for an introduction
- Each week, find five people you can help and do something for them
- Talk to five people each week when you are out and about i.e. coffee or grocery line
Why do this? Besides getting out of your comfort zone which is always a good thing, you are practicing talking to people, asking for and offering help, and putting yourself in the flow of human connections.
Send me an email at the end of next week and let me know what has happened. Remember, you must fully commit. What’s the downside? Status quo.
What to find out more about what makes you tick?