When we talk about our BLITZ CALL® System for prospecting and
making cold calls we say that it is easy to learn, simple to do,
low key, repeatable, measurable, and effective. People seem to
understand each of those characteristics except the word
repeatable.
Repeatability is important in virtually every skill that you
practice. For example, in bowling, tennis, or golf you develop a
form or delivery that puts the ball in the exact position you
want it. Then you simply try to repeat that movement every time.
When you take lessons your performance is judged on how well you
do compared to that "perfect form." This makes life a lot easier
for you because you don't have to try something new every time.
We feel that the same rules should be applied to prospecting.
Develop a system for making the cold calls and then simply do it
over and over. When you have it down pat, you can then judge
your performance by that standard. If things are not working
like you want them to, you are probably not doing it right. You
just have to review what you are doing, compare it to the
standard and make the necessary corrections.
Or, you may have developed a prospecting approach that wasn't
exactly the right thing to do, so you will need to do some fine
tuning. Either way, by having a repeatable standard, you can
quickly and easily make corrections.
The alternative would be to try something new every time and
hope that it works. When it doesn't, you probably will have no
idea why and with no standard by which to judge, you won't be
able to find out. It is much easier to have a standardized,
repeatable system.
I was working with a salesman in Dallas who thought that BLITZ
CALLs were simply lots of very short prospecting calls. With
that thought in mind he would make the calls on his prospects
and simply hand over a brochure with his business card stapled
to the cover and say, "if you see anything you need give me a
call." I don't consider that a prospecting call.
I told him that an initial prospecting call my way, was indeed
designed to be brief and able to be done often, but that it was
to begin a relationship with a prospect, not simply let them
know you exist. You have be a proactive sales professional to
stir up the kind of activity most of you want.
By learning the wording and the goals of his prospecting system
he was able to make a very fast and dramatic increase to his
sales. He did it by simply learning his wording cold and then
repeating it over and over again to prospects.
When you are prospecting on a regular basis, I suggest that you
learn a BLITZ CALL or some other type of system for prospecting,
just make sure that it is something that you can do over and
over - repetition.
When you have accomplished this, you will see that any
weaknesses in your implementation can be quickly identified and
corrected. And now you can see the importance of repetition.
Sell Well and Often,
Bill Truax Bill@BlitzCall.com
© Copyright 2006 WJ Truax
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