Doing My Prospecting, Doing My Laundry…My Process Seems To Be The Same

October 25, 2010 at 8:28 pm | Posted in Adrian Miller Sales Training, Adrian's Network, sales, Sales Training, small business | 1 Comment

I tend to do my sales prospecting in small batches. Rather than save it all up for one very extended time allotment, I prefer to space it out. An hour or so at a time, 5-10 telephone calls, and then on to the rest of my day (which is often out of the office and makes tele-prospecting difficult at best).

I do the laundry the same way. I don’t save up the piles and when there are no clean clothes or linens to be found anywhere in the house, make my way to the washing machine and begin the many loads.

Rather, a few smaller loads thrown in over the week seems to serve me better.

So what, you say. What does this have to do with anything.

Well, it’s really all about developing a routine and a process that works for YOU. Being “forced” to prospect in huge time allotments might be just the way you like it but if it isn’t, then each and every call will be painful and I doubt that you’ll accomplish much.

Figure out what works for you and then do it.

But don’t kid yourself. Just like you’re bound to run out of clean clothes if you let the laundry go for too long, you’ll also run out of clients, with all too few prospects in a very thin sales pipeline.

Next time you’re doing the laundry…or prospecting…reflect upon your personal style and then make a plan and work it. We’re still a few months in advance of 2011 but the best time to start working your plan is now.


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