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Consistently chasing after "now" business week in and week out can eventually burn you out. I don't care if you wear a cape and are the world's greatest salesman, if you're constantly prospecting vs attracting business, at some point, you will break. This is why you need to simplify your sales strategy.
Sales is a lot more than just finding people who are willing, able and ready right now. You need to stay in touch with leads, past clients, and then when you are working with people you need to impress upon them you're the right person for the job. All of this is sales. It's the way you stay in touch with people who aren't ready yet to the way you make them feel during the process.
Do you know what consumers think of getting cold called? How do you feel when you get a cold call from India? I seem to get three cold calls each week and I hate them. My cable provider, some car warranty company, and countless calls from real estate related internet paid lead service providers. Even though they may be trying to help me get a better deal, it still annoys the living shit out of me.
So the question you have to ask yourself is what kind of "sales" do you want to do? Do you want to spend 2-3 hours a day cold calling? Do you want to spend hours a week "popping by" FSBO's? Do you want to have to rely on "closing" people all the time on something they are unsure on?
OR
Do you want to create a sales strategy that has potential clients calling you?
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Do you want to run a business instead of being run by one?
