I don’t know about you, but I’m excited about this New Year. It may be that I’m just getting rid of all my own issues that bogged me down in 2017 so now that those are behind me I’m feeling very motivated.
Last year was one of those years of turmoil on many levels for me. I had a broken waste pipe in my home that resulted in months and months of construction and distraction. Hurricane Irma hit and I was out of power for 11 days and then one of my key employees gave birth 5 1/2 weeks early! I wasn’t ready for any of it.
But I started 2018 inspired. I’ve hired a new Account Executive that starts at the end of January. I’m meeting with a company I hope to acquire this week and I’m on my way to getting back into a more personally healthy routine!
Prospect List Keeps Me in Touch
One of my most motivating tasks of the month so far has been updating and revitalizing my prospecting list for 2018. Do you have one?
My list is a simple spreadsheet that includes the company name, prime contact information, the projected 2018 revenue potential and then projected lifetime revenue potential and my latest contact notes. I’ve had it for years and it works for me. I know some people use more sophisticated programs or apps and I applaud that. Everyone should use what works best for them.
Time to Take Action
Yet, if you have nothing, something simple is a good start. I watched a quick video the other day from Jack Canfield (Success Principles – great book – highly recommend). And while he preaches for goals and daily affirmations and the like, in this video he basically said none of it is any good without ACTION.
So my simple spreadsheet reminds me to take action. Pick up the phone, send an email or a note or gift. Anything to keep us top of mind with our prospects. Remember. Out of sight is out of mind.
My prospect list is divided into categories by size of business. While I would love to have all large corporate clients, it’s unrealistic and holds the opportunity for disaster (the bigger they are the bigger they fall).
Understand Your Target Prospect Potential
My list is divided by the company’s potential annual spend. I use $25000; $50000-$99,000; $100,000-$250,000 and then $250,000+. That way I have some wins at varying levels and timeframes. I can secure the smaller accounts in a shorter time span and know that the larger accounts may take a year to even get that first appointment. I also have a better idea of how much of my time a prospect is worth to me.
I have ambitious growth goals this year and if I don’t stay connected with regular action then I can just forget about achieving them.
Commit Time to Prospecting
I have my prospecting time on my calendar in PURPLE. Why? Because the color stands -out among the others. It reminds me that the appointment (with myself) is extremely important to achieving my goals and that action is required. I now spend an hour at least 3 times a week on my prospecting list.
How much time are you spending on growth?
And guess what? Last week I emailed a prospect that had told me to “stay in touch”. Now they are about 5 hours away from me, but I happen to be heading that way soon so I figured – may as well let them know I’ll be in town and would love to meet and give them an update. I was disappointed at first that I didn’t hear back right away. But, three days later they responded and we have an appointment set!
Patience and Persistence Pays
I’ve been trying to get in front of this company (a very large corporate account) for almost a year. By having my simple system of being able to look at my spreadsheet at least 3 times a week and making regular contact I now have an opportunity to tell my story. Do I expect to walk out with a contract, no. I know this is just the beginning of the dance.
However, I know I wouldn’t be there at all if I hadn’t taken his advice and stayed in touch and then followed through. As I like to say I am pleasantly persistent and my spreadsheet helps me be just that. I don’t send emails or leave messages every week (this is where my spreadsheet comes in so I know when I last reached out) but I do make contact regularly.
I’ve been in business more than 25 years and I’ve tried all sorts of processes and programs. I’ve heard many recommendations and tried many of them as well. This is what’s working for me now.
This is what is inspiring me to reach for even bigger goals in 2018. Taking action and working my plan.
Do you have a plan? Do you have your goals and know the actions you need to take to achieve those goals? If not, it’s not too late to get them on paper and develop your own process for staying in touch with your prospects in 2018.
Danette Gossett is the founder of Gossett Marketing, co-founder of Promotions Rescource LLC and co-author of the best-selling book “Transform” with Brian Tracy. Danette utilizes her more than 30 years of advertising agency and corporate marketing experience to develop effective promotional campaigns and products for her clients. Visit GossettMktg.com or SalesPromo.org and follow us on twitter @MarketngTidbits.