A large majority of salespeople struggle to get in front of enough prospects to keep their pipeline full. As a result, they feel desperate, have a difficult time dealing with rejection, and often avoid asking the tough questions to find out if they really should be spending their time with someone. This leads to a long selling cycle, inefficient time management, and ultimately, failure.
The solution: Make prospecting a game. Here’s a great idea to prime your pipeline and put the fun back in prospecting!
The 20 Point Daily Activity System
- 1 point for a telephone contact with a decision maker.
- 1 point for a “customer service” call on an existing client.
- 2 points for forcing a decision to a “NO”.
- 2 points for setting an appointment.
- 3 points for getting a referral.
- 4 points for a face-to-face meeting.
- 5 points for a sale.
What makes this work is a management principal that says, “What gets tracked gets done.” Earning points gives you a target that lets you a reward. You can modify this system to fit your situation if you want, but don’t quit until you get your 20 points daily. Your goal becomes getting your 20 points not making sales. This takes all the pressure off of you. When you get your 20 points daily reward yourself. If you do this you will make more sales and feel better about yourself because you know you are doing the right activities.
(Thanks to our old friend John Condry, Career Success Seminars, for this idea.)