You Must Work a Prospecting System
You Must Work a Prospecting System
You know about the 80/20 Rule, don’t you? In sales, you get 80 percent of your business from 20 percent of your customers. Well, the same rule applies to prospecting. Go to your local library and read "The Law of Compensation" in the book Emerson’s Essays. In one simple sentence, it says, "Give more, get more." If you spend your time every day looking for someone who will consider your product or service, you're working harder, but not smarter.
Top sales performers spend 80 percent of their time servicing their clients and customers, and only 20 percent of their time prospecting. You can only do that comfortably if you understand Emerson’s Law of Compensation.
I learned about Emerson’s Law while listening to a recording from an insurance salesman named Gandolfo. The recording was part of the collection that I sold at the time. Gandolfo explained that he was doing a mediocre job spending 80 percent of his time selling and 20 percent servicing his clients. Then he discovered the Law of Compensation. Gandolfo wondered what would happen if he reversed his work habits. What if he spent 80 percent of his time servicing his clients, and only 20 percent of his time selling? Once he made the switch and committed his time to his clients, he discovered that his clients started selling for him!
And that’s what happened when I stopped spending most of my time selling my product and started spending most of my time servicing people by teaching them reinforcement training. I was not satisfied by simply selling motivational programs. I wanted people to use the materials and benefit from them. But people told me that I was foolish for giving away my time. I disagreed. I believed in Emerson. I believed that by giving more, I would get more, and it happened. As much as 80 percent of my business was a result of referrals from people who benefited from my training and coaching.
Top sales performers get their clients and customers to prospect for them.
You Must Work a Prospecting System - To learn more about this author, visit Andrew Wall's Website.
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If you’ve been in sales for more than six months, and you’re still making cold calls, you’re on the wrong track. You're not going to reach the top. Traditional trainers might be proud of you for making these cold calls, but the top sales performers would tell you you're wasting your time. There’s a better way to get to the top.
You know about the 80/20 Rule, don’t you? In sales, you get 80 percent of your business from 20 percent of your customers. Well, the same rule applies to prospecting. Go to your local library and read "The Law of Compensation" in the book Emerson’s Essays. In one simple sentence, it says, "Give more, get more." If you spend your time every day looking for someone who will consider your product or service, you're working harder, but not smarter.
Top sales performers spend 80 percent of their time servicing their clients and customers, and only 20 percent of their time prospecting. You can only do that comfortably if you understand Emerson’s Law of Compensation.
I learned about Emerson’s Law while listening to a recording from an insurance salesman named Gandolfo. The recording was part of the collection that I sold at the time. Gandolfo explained that he was doing a mediocre job spending 80 percent of his time selling and 20 percent servicing his clients. Then he discovered the Law of Compensation. Gandolfo wondered what would happen if he reversed his work habits. What if he spent 80 percent of his time servicing his clients, and only 20 percent of his time selling? Once he made the switch and committed his time to his clients, he discovered that his clients started selling for him!
And that’s what happened when I stopped spending most of my time selling my product and started spending most of my time servicing people by teaching them reinforcement training. I was not satisfied by simply selling motivational programs. I wanted people to use the materials and benefit from them. But people told me that I was foolish for giving away my time. I disagreed. I believed in Emerson. I believed that by giving more, I would get more, and it happened. As much as 80 percent of my business was a result of referrals from people who benefited from my training and coaching.
Top sales performers get their clients and customers to prospect for them.
You Must Work a Prospecting System - To learn more about this author, visit Andrew Wall's Website.
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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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