Monday, January 25, 2010

Are You Picking Up the Phone?

In the networking I've done in the New Year, I've heard a lot of complaining that 2010 is no better than 2009. But I haven't seen a lot of behavioral change. Since we are now living in the "new normal," we'd better change how we're doing things if we want different results this year.

If you haven’t seen much change in the business you're doing this year, it may be time for a change in the way you're going about things. In "Lack of Progress on Your Goals" I talked about reasons you may not be achieving the best results in your marketing efforts. One of the points was "Not booking enough appointments – not picking up the phone."

Many new advisors are told by their managers to make 75 new contacts per week and book 15 or more appointments. While this may seem like a lot of busyness and activity, there is truth to the numbers game. The more contacts you make, the more prospects you have in your pipeline.

What I want for you is to have a "Fan Club" with a waiting list for new clients, all of whom would be more than happy to pay your fees. In order to have a fan club, you need prospects. So there is truth to the numbers game. If however, you meet people but you never touch them again, all your actions will be for naught.

Could it be that you're not picking up the phone? Could it be that are not talking to enough people and spreading word about how you help them? If this is the case, you may need a plan to talk to a specific number of people per day - Clients and/or prospects.

If you want more prospects in your pipeline, here are some Next Steps to pick up the phone:

  1. Take out your address book or contact management database right now.
  2. Identify five people you can meet for coffee within the next seven days.
  3. Call each one and arrange a meeting.
  4. At the meeting, LISTEN and ASK QUESTIONS about the person sitting across from you.
  5. Ask what THEY need and see if you can help them in any way.
  6. Use this as a jumping off point to getting new clients by GIVING and see what happens.

Growing a business is not just about closing the sale today, it's about building relationships that grow and flourish tomorrow. Don't neglect your business building activities. Get on the phone!
Grow Your Business and Prosper!
Suzanne Muusers

1 comment:

Unknown said...

Thank you for all the great posts from last year! I look forward to reading your blog, because they are always full of information that I can put to use. Thank you again, and God bless you in 2010.