Today’s message may sound like a whack in the head. That is because it is.
Brian, Sara, Lauren, Megan, Will, Anne, Anthony, Mary, Cassidy, and Andrew.
Turning suspects into prospects into customers is the way the sales cycle works. And in today’s competitive sales arena, it takes a great deal of time and effort to see the cycle through to completion. It takes time. It takes effort. It take communication.
Once a prospect “raises their hand” and indicates an interest in what we are offering, I have always recommended that you place this “HOT” prospect onto your “A” List. Then, it is your responsibility to cultivate your “A” List until the prospect becomes a customer.
Your “A” List is made up of some very important people. Prospects come and suspects go. Customers renew and you will lose some to attrition. The business beat will go on. But wait a minute…
Just the other day, I was thinking about my “A” List., and then I started thinking about my real “A” List.
What were the names on my “A” List that I would give it all up for? No company was on that list. Business is a great game, but it is not “the” game.
The names on my real “A” List consisted of names of “little” people. (Some not so little) The people who I am position to really help. The people I want to serve as a role model. The names on this list were Brian, Sara, Lauren, Megan, Will, Anne, Anthony, Mary, Cassidy, and Andrew.
These are the names of my step-son, nieces, and nephews. These are the people that mean a great deal to me. These are the people on my “A” List.
Then I asked myself the same question I ask business clients:
“If these people are so important to you, then when was the last time you communicated with your “A” List?”
Today’s message comes as a question. “When was the last time you communicated with your real “A” List?“ And, how often do you plan to communicate on REGULAR BASIS? Not your business list. Your personal list — the one that really counts.
Now for those of you who are not knee-jerking with a bunch of 2-bit excuses about time and blah-blah-blah, select one name on your “A” list this week, and drop this loved one a “cold call.” They will not only be thrilled from hearing from you but you will feel like you have accomplished a great deal. I dare you.
Mike Marchev is the author of the sales book titled Become The Exception and is a popular speaker at industry events. You can receive a complimentary copy of his Special Report titled “Your 12-Word Marketing Plan.” Email Mike and put the number “12” in the subject box. Also, ask about his 3rd Annual Training Cruise coming in November. Mike@MikeMarchev.com.