Turn The Soil

Since sales is a never-ending challenge, and since all relationships have arcs, and since every new year needs to be seen as what it really is: "A monumental onslaught of opportunity, disguised as pessimism and reluctance to act" (that's since all of these make sense to consider at this volatile and crucial time of year) may I suggest that we look at sales with the idea that we can use a farming metaphor to have the importance of specific exercises make sense, and make cents.

So, enough cutesy phrasing, Klymshyn- "What's your point?"

Here it is: I was speaking with someone today who sells professional services in Miami. He told me that business was coming at him fast and furious (this is good news), but that it's all project work, and once each specific project is DONE, so is the revenue opportunity.

He bemoaned the fact that he has contacts and knows people, but that when business slows or dries up, he feels as though he must start all over!

Here's what I told him: "We are not in the position to reap a harvest unless we do the invisible, back-breaking, toil and sweat type of work." (Such as: making calls we know we should make, but can make the excuses that a current project is taking all of our available time!)

The harvest (I used the image of a nice red wine, because that's what I like!) can only be brought in after many specific and tiring steps.

What are we to do now? Turn the soil! 

Your prospect/contact group represents the seed. Before you can plant them and expect them to thrive, you have to move the dirt around a little bit, turning the dry caking topsoil underneath, and bringing the nutrient-rich dark, wet, wonderful soil to the top. This is what you need to prepare for planting.

Are you setting meetings that will forward relationships in the next few weeks? Are you reaching out to people you lost contact with? Are you asking for referrals? Are you wondering what kind of wine I really really like? :)

Or, are you wondering where to start?

Turn the soil. Start with the plot of land right at your fingertips, and work your way outward.

And send me a note, to let me know what sort surprises you experience.