I Don't Believe In Luck

Luck is when opportunity meets preparedness. The same opportunities are out there for everyone. Are you grabbing yours?

I am taking a little detour from the Road To Your Customer series today to issue a big virtual high five to someone that is EXECUTING and reaping the benefits.(See previous post on DK vs DE)

A few months ago all of the sellers in our company sat down and we calculated how many wholly new prospecting calls they needed to hit their personal goals for the year. Most where between 5 and 10 per day. Most of the sellers are attempting to get their numbers, but still falling significantly short. In order for this to work, you have got to be diligent and disciplined.

At the beginning of this month, we announced a sales contest for new business. Business that has not advertised with us for longer than 12 months. Winner goes on a tropical vacation. As I write this, one person has twice as many points as anyone in the company. Lucky? I think not.

Tara Quigley in Bloomington, Il has been with us about a year. She has embraced these prospecting goals fully. She makes 7 new prospect calls EVERY DAY. She schedules the time. She only averages 1 out of the 7 that actually turn into appointments. Just 14%. 5 appointments more per week than she would have had. Tara is ecstatic about it. She has closed two customers for $10,000 or more that she would never have called on. In the last month. Since starting the program, she has closed 5 of those prospects and has 3 more presentations pending.

When talking with Tara yesterday, she said,"This prospecting system is the only reason I am winning the contest. I am kicking (butt)."

Tara hasn't won yet, but there is a rumor that she has already started stocking up on sunscreen.

The opportunities are out there. Are you getting your unfair share?