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 |
