Hi everyone! I hope you’re all having a great day so far. Thank you for joining me for what’s going to be an awesome blog post. Before we get started, I’d like to encourage you guys to check out something we’ve recently launched called EntreResults Academy. I’m really excited about this program, it gives small businesses, solo entrepreneurs, and the like, an opportunity to experience the benefits of coaching for an extremely competitive investment. It’s an affordable alternative for people who want to enjoy coaching without breaking the bank. With that being said, let’s delve into today’s topic. We’re going to discuss something near and dear to my heart in business development, and it came to me during a morning run. While I was running, I started to smell something absolutely disgusting. As I ran closer I realized that there was a dead carcass on the side of the road, and there were vultures hovering around it. It was a foul odor, and it was horrible to run past, but it reminded me of the concept of being a vulture in sales. More specifically, it made me think of how to not be a vulture in sales.
Now this probably won’t be what you think in regards to being a vulture in sales. I’m going in an atypical direction, so just follow along with me for a bit here. So, you’ve got vultures just picking at this dead carcass, that’s what they do. And a lot of times in the sales industry you’ve got sales professionals, or perhaps people in the process of becoming professionals, focusing on dead leads and prospects, trying to pick away at someone who doesn’t really have the ability to invest in the product or service. There’s a level of frustration with this because the person is basically trying to revive a dead body in regards to a prospect and focusing too much attention on unqualified leads. From that idea, I thought of three steps you can take to avoid becoming a vulture in sales.
3 Steps to Avoid Becoming a Vulture in Sales
1. Prioritize
2. Categorize
3. Process
Let’s take a look at the first step, prioritizing. This is the first post in a 2-part series, so we’ll discuss the second and third step next time around.
Step One: Prioritizing
Prioritizing requires you to identify your prospects and figure out how you may want to organize them. You must then rank them based on timeframes and the amount of follow-up each prospect requires. Knowing your prospects in order of their importance will save you a lot of time in the long-run by automating the way you handle them. You won’t have to waste time deciding how you’ll handle a certain type of prospect, you will have already figured it out ahead of time.
That’s all for the moment. Please join me again for the next post, where we’ll discuss the second and third steps. Until then, have a better than amazing day!
