Pinball Repair
Four Things Stupid Salespeople Do – Part 3
There’s a much dumber thing that salespeople do. If you live in a dense urban area, it’s even dumber. Driving. You know there are times of the day when Los Angeles has no traffic on the freeways? You can actually go the speed limit? Bummer it’s at 2am. And that’s only if there’s no night road work.
But during the day… why would you ever make an appointment across town first thing in the morning? You know there’s going to be bumper to bumper traffic. You know there’s a better chance of you being late. And you’ll look like a slacker. Being late is one of the best things you can do to discredit yourself.
A few years back, I had a real piece of junk car. My white Dodge Stratus. Wow. Total chick magnet. I had just got it out of the shop after $600 of repairs. Which was roughly one third the value of the car.
I was driving from Long Beach back to Orange County on the 405. Cruising at a good 75-80- MPH. When all of a sudden, the car turned off. Everything. Panel went dark, engine shut down, 04.7 The Wave silenced.
I was drifting. IN the middle of traffic, hundreds of card whizzing around me. I was quickly slowing and completely unable to pull to the side. Cars were blazing on both sides as I slowed to 50….40….30…20…dead stop. In the middle of five lanes. Other drivers swerving around me. Telling me I was #1. Terrifying.
Hundreds of vehicles quickly piled up behind me. I could see the line stretching into the hazy distance. Horns were blaring and my car refused to respond.
I couldn’t get out. Couldn’t start the engine. Couldn’t really do much of anything. So I called the cops. As I waited for my rescuers, traffic behind me got heavier. No doubt stretching back several miles by now. Helicopters thumping overhead, “Sig alert on the 405. We’ve got an idiot in a white Dodge, parked in the middle lane. Take alternate route.”
After what seemed like hours—probably only a few minutes—I decided to try again. I turned the key and the engine sprang to life! Whoops.
I put that sucker in B for boogie and took off as fast as I could. The road was wide open for some reason. And I raced down it to the nearest off ramp where I could hide in some bushes.
I never did find out what was wrong with the car. Or what happened when the cops got there and found a phantom holding up miles of traffic. Or that poor soul stuck right behind me the entire time.
What if that had been you? On the way to a sales call. A very important meeting. Worth thousands to your pocket. And some idiot in a crappy car makes you late.
Sure the prospect will forgive you and say no problem. But their thinking you’re unaccountable, unreliable, and make excuses. Not an image you want to portray.
“But I have to go meet prospects face to face,” you say. Okay, some people still feel that’s the only way to do business. To build trust and relationship. Maybe it is in your industry.
I see salespeople packed in their little cars zooming around town. Pinballing from prospect to prospect, client to client with no sense of organization or timing. They spend 4 hours driving for only 2-3 client and prospect meetings! What a waste.
This happens because those are the easy meetings. They were the “only ones that I could book.” No, you were too lazy to get others.
If you MUST go drive to an appointment, or fly to another city, spend time researching. You’ll find that a surprising number of prospects are in the same area. Birds of a feather. Find these prospects, setup appointments, or schedule one anyway.
Make an appearance. You should be able to meet with a dozen in a day. 30 minute appointments spaced 15-20 minutes apart. That’s a full day! What would your business look like? Chances are you would only have to go out once or twice a week. Leaves more time for phone work and playing.
I know several network marketers who setup a meeting in a hotel lobby or coffee shop and have 6-10 people booked to come. The prospects show up 30 minutes apart, the guy never has to leave!
That’s a nice position. How about making your prospects and clients come to you? If you truly have something great to offer, they will. If you are a sales schlep, forget it. They try to stay away from you!
How about an industry seminar? Make them show up for some great free information. You don’t have to drive around.
Or you could make a personal video introduction or presentation. Not quite as good as in person but pretty close. And very innovative. Again, saves you a trip.
My point is not to waste so much time in the car. In today’s selling environment, communication technology is advance and well-accepted. Use it. Mapping software and GPS are so sweet, you can plot out multiple stops and know exactly your schedule. See how many meetings you can book in a day.
There are a zillion things you can do to stop wasting your time on the road. But chiefly, it’s building strong relationships. Good relationships require less maintenance. You can sustain them with occasional phone calls and infrequent meetings.
You didn’t get into sales to practice driving. You do it for the freedom and flexibility. So, be intentional about your work and don’t put yourself at the mercy of junky cars.
About the Author
I’m passionate about sales, marketing, and business strategy. Nothing thrills me more than seeing people and businesses thrive. I spend a lot of time thinking, observing, and writing about my experiences in the trenches of the entrepreneurial battlefield. Hopefully, some of the stuff I’ve learned can help you!
~Robert Schneider | http://www.AccidentalSelling.com | http://www.VisionPipeline.com
Expert Pillage presents: Hank’s Pinball Repair Tip #6
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