Summertime Prospecting

“Summertime and the Livin’ is Easy” by Ira Gershwin

Our Summertime offering is back!!  We checked the archives and found that the first time we wrote about this topic was in July of 2001!  Looks like the issue is still relevant.

But first an idea, why not set up a Summertime Prospecting Project or Theme?

Set a couple of office-wide prospecting goals:

  • How many new business appointments will we have by Labor Day?
  • How many referrals will we ask for by Labor Day?

And set up an award’s picnic – call it the Summertime Summit Club or something like that.  Promote it with love and enthusiasm!

Now, to overcome your resistance to this, please keep reading.

The Top 10 True / False Thoughts for Summertime Prospecting

False: It’s summer, nobody’s around. Why prospect?
True: Who takes a three-month vacation?

False: It’s summer.  All of my prospects are out of town.
True: All prospects take vacation at the same time?  What are we in France?

False: It’s summer.  Who can prospect in this heat?
True: When it’s 90 degrees and 90% humidity, your prospects are in their air-conditioned offices waiting for your call.

False: It’s Friday afternoon.  Prospects close early.
True: The employees may leave early, the boss / decision maker stays around.

False: It’s Monday morning.  Prospects don’t want me to bother them now.
True: How do you know what your prospects want?  You haven’t met them yet.

False: I’m going away next week.  I can’t set up appointments.
True: In other words, you’re taking a two week vacation.

False: I’m just back from my trip.  I need to catch up.  I’ll prospect next week.
True: See # 6.  Now it’s a three week vacation.

False: My assistant is away.  I need to stick around.
True: Great! Make some contacts while you stick around. Digression alert: How did you manage to get an assistant?

False: My assistant is just back from vacation.  We need to catch up.
True: See # 6.  Now you’re up to a four-week vacation.

False: Last two weeks in August.  It’s vacation time. I’ll get going after Labor Day.
True: See # 6, 7 & 9.  Congratulations, you’re now up to a six-week vacation.  58% of the summer is gone and your receivables will be in the tank…

Summer reading recommendations:

  • The Compound Effect by Darren Hardy – multiplying your success, one simple step at a time.
  • Pick Four by Zig Ziglar and curated by Seth Godin.  The three incredibly difficult steps to goal achievement.
  • Living Beautifully by Pema Chodron.  Advice and insight regarding uncertainty and change in our lives.
  • Green Eggs & Ham by Dr. Seuss – the second best sales book ever written.

Some additional Recommendations:

  • This is RADICAL – attempt this for the summer – check your email only 3 times per day and that includes all personal communication devices.  Your productivity will skyrocket and you’ll likely have an enriched experience with those around you – unless they’re checking emails!
    • TOO Radical? – how about one day each week – start from the possible and move toward the impossible.
  • Your competitors are probably not making calls or new contacts for several of the reasons stated above.  So Summertime Prospecting becomes a strategic competitive advantage for you and your firm.
  • Your job is to relieve your competition of the burden of their accounts so they can take more time off in the summer!
  • Your prospect’s gatekeeper may be out of town.  This is a perfect time to turn this possible advantage into an even greater advantage.
  • Have you noticed that as major summer holidays approach like Memorial Day, July 4th and Labor Day that your prospects offer the objection “call me right after the holiday”?  A particularly great time to call is the days immediately after a holiday – your prospects are in and are waiting for your call.

Have a great summer and do take some time for yourself, family and community (and keep your prospect appointments up to your standards!)

Best wishes are flying your way,
Tom


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