Today’s message may sound like a whack in the head. It just may be exactly that.
Brian, Sara, Lauren, Megan, Will, Anne, Anthony, Mary, Cassidy, Andrew, and Mila.
Turning suspects into prospects, then 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 takes 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 that pays the highest dividends.
The names on my real “A” List consisted of names of “little” people. (Some not so little.) The people who I am in position to really help are not on my business-related list. The people I want to serve as a role model do not send me checks. The names on this list were Brian, Sara, Lauren, Megan, Will, Anne, Anthony, Mary, Cassidy, Andrew, and Mila.
These are the names of my stepson, 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?” With sincerity? With genuine interest?
Today’s message comes in the form of a question. “When was the last time you communicated with your real “A” List?“ And how often do you plan to communicate on a REGULAR BASIS? I’m not referring to your business list. I’m talking about 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 recognized for his down-to-earth, street-savvy and honest delivery of useful sales and marketing advice, suggestions, tactics and strategies. For a complimentary copy of his Special Report titled: 11 Sales Mistakes You Must Avoid send Mike an email with the word TRO-11 in the Subject Box. mike@mikemarchev.com
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