I hate when managers, coaches, and trainers tell you to “focus” on what’s NOT working, we should be focusing on what you need to improve on, but how about paying attention to what we know works?
We are more apt to spend time on what we know, and what we like to do.
I say when it comes to prospecting (which is hard enough), figure out which methods work best for you. You either make net new meetings from foot canvassing, phone calling, emailing, referrals or networking, that’s it. That’s all you can choose from. I say – figure out which one performs best for you and although you can’t stop doing any of the other methods, you can certainly lean more towards the methods you like doing especially if it results in quality meetings for you. Like a pie chart, graph out which methods are your money makers and slice up the pie in your favor.
Spend half the time foot canvassing if you love that or combine networking more often if you see more meetings coming from that approach.
Figure out what works the best and keep doing that!
Whatever makes you meetings, makes you money!
-Kate Kingston, The Kingston Training Group