Talk to 10 People a Day
One of my early mentors was my father, Ed Garrison. He has been successfully selling for nearly 50 years. One thing he has repeated to me and two of my brothers (all of us have been in sales nearly our entire adult lives) is that ...
If you will make sure to tell ten people a day about your business, you will always be successful.
Of course, this "formula" was pre-voicemail and pre-internet, thus actually speaking with ten people a day is perhaps unrealistic. nonetheless, the philosophy is still sound and even profound.
Let's break it down. When dad said "tell" people about your business, he meant to actually have a conversation. What he didn't mean was to send letters. Today he would say that most e-mails don't count. Leaving a voicemail message does not count. Twitter does not count. Facebook does not count. Connecting on Linked In does not count. Even this blog post does not count.
Here's the point. All of these things are important "marketing" tools and they are great for becoming known, creating familiarity, and even building a trusted brand. However, in B2B sales, most of this good activity will not convert into paid business until you talk to people in real life. Don't get bogged down, distracted, and fooled by all it all.
As Einstein put it, “Everything that can be counted does not necessarily count; everything that counts cannot necessarily be counted.”
Finally, if you were to only track one sales metric. Only one number that would be a leading indicator of future sales. It would be ...
How many people did I TELL about my business today?