We all might have a little gambler in us, but do we all win?  The simple answer to that is no!  We don’t all win when we gamble.  As a matter of fact, some gambling can be bad for your career.

The gambling I am talking about is that the short amount of prospecting time that you spend cold calling is going to yield acceptable dividends and benefits.

I am guessing that prospecting may not be your favorite activities, although you might even agree that it is your most prosperous.  When you prospect extensively, every week is the spring season in terms of renewing hope.  Rejections have less impact on your momentum as you are consistently touching fresh and ready prospects that seal the wounds.

A Different Way of Thinking

First of all, we all need to think of it this way:

• If you are cold calling once a week, you are gambling.
• If you are cold calling twice a week, you are still gambling.
• If you only take out the time to cold-call three times a week, you are still taking a heck of a chance.

I am going to suggest that you cold call/prospect 4 times a week to achieve success. Cold calling gives you your edge in sourcing prospects.  It is an activity that gives you confidence when you have a good day, and keeps you grounded in the reality of this profession when you have a tough day.  Keep in mind that I am not talking about prospecting the whole day; I am suggesting a minimum of 2-3 hours a day, and certainly more if you are new in the sales professional.

Cold calling creates real work in the form of follow-up, appointment setting, and the preparation that goes with it. Between those activities the training, networking, and even preparing for other forms of prospect sourcing you will have your hands full, but not be lacking for qualified prospects to make your sales goals.

The Black sales professional even has more reason to cold call as it will take more prospects to fill your sales funnel. Many of the prospects will fall out as a result of preferences and other problems in the process.  Always have enough to work on and you always will be prepared

Cold Calling Creates Real Work

The best sales professionals are organized and systematic.  You may be correct that cold calling and prospecting (whether phone or in-person) is tedious and monotonous at times, yet you will not be successful on a long term basis without it.

Cold calling creates real work.  After you do it the most important thing is follow-up and organization.  Recording the conversations, cataloging the buyer and the responses is a must.  As a matter of fact, you can waste valuable cold calling effort if you forget important details.  Record and be specific and you will benefit.

Now, many sales gurus and advisors prefer you to do prospect for five days a week, yet I am being realistic.  If you do it right, and you do it with the gusto that you need to, you will deserve the 5^th day off.

Always vary the cold calling times for your cold calling regimen, as you will potentially reach buyers that you were not able to reach at other times.

The Best Use Of Your Time – Alternatives

You are tired of hearing sales managers, and people like me tell you that you should prospect frequently.  I certainly understand that, these comments and urgings have the smell of truth.  Your choice is to increase your prospecting or gamble…but there are a couple of alternatives that I have spoken of in the past, and will spend some time with in some upcoming posts:

• Networking for Success
• Finding Prospects in Seminars

Networking at a networking event produces contacts and prospects in volume.  It may appear more like ‘speed-dating’, but it does have benefits.  They are low cost, as you are only attending, and they are low-risk.  You talk to as many prospects as you can, then make your exit.

Seminars are work, but can deliver results in amounts that are amazing.  Putting people with like needs in a room and talking to them about an important or impending subject is powerful.  Participants ask questions and your responses give you a chance to be the expert that your customer needs.  Don’t miss that opportunity.

We will have more discussion on these subjects in upcoming posts.  You can still have the variety that you need in sourcing prospects to keep you engaged.  Never stop growing your prospect list.

Your comments are welcome.

A weak 2011 is behind us.  Factories are producing more, and buying more.  Businesses are projecting optimism and the market is responding.  I would note bet against a vibrant market for new sales professionals starting here in mid-2012. This post will help you get ready for the job hunting success that you are due.  Don’t forget that in sales you need a method to your madness.  This post will help.

Selling You! – Putting Your Best Foot Forward

I am going to give you some areas that you might want to focus on that could help you in this job search. Some of these you may have used already so this will take the form of a worthwhile reminder.  Some of these may be somewhat new.  From having hired sales professionals, I can tell you these items will enhance your chances!

I have broken this down to Stage 1 and Stage 2.  Stage 3 is negotiations for a job, and will be covered in another post.  There are items in Stage 1 which could be better relegated to Stage 2 so use your discretion:

Stage 1 of the job search effort (Discovery and Qualifcation):

1. Your Accomplishments
2. Your Sales Numbers/Statistics
3. Customer Retentions Statistics
4. Customer Testimonials
5. Special Skills or Areas of Expertise

Stage 2 of the employment effort (Proving Effectiveness):

1. Reviews/Appraisal ratings and documents
2. Income and Commission/Bonus Verification
3. Your sales agreement/contract

Be prepared! – Stage 1  Who are You?/Who are They?

Most of you have been through these stages before.  Few of us have ever been ‘gifted’ a job, so you had to work to get it.  You know they will ask for your resume and your sales numbers.  My suggestion is that you go in with all of them, neatly recorded and bound.  Remember, your competition is stiff and well prepared.

Your Accomplishments – A good resume featuring your accomplishments is the most solid method.  Dave G. a friend of mine and outplacement professional advises that “… the resume as an indicator of experience is lacking substance if you miss the opportunity to list bullets defining your accomplishments.” An example – “Opened new territory in Kentucky in 2010 – Exceeded sales expectations by 36%”.  If at all possible  be prepared to back up your assertion.

Your  Sales Numbers/Statistics - Gather your sales numbers and put them in their best light.  Whether it is by quarter, by month, or by product.  Know your numbers!  Be an expert on yourself! The numbers do not lie but may tell a special story. I believe you should know this story well.  Use numbers from the last two-three years, plus current, at least.

Customer Retention Statistics - In some types of sales these are important statistics.  Your retention of customers as a percentage of total customers, or retention of business in total as a percentage of total business tells a story about your ability to service and gain loyalty.

Customer Testimonials - Customers who take the time to reduce to writing your value and service to them are invaluable to you.  You should always maintain a file of these and use them appropriately. I would not solicit them, yet when offered I would gladly accept.

Areas of Specialties – Any evidence of specialities can be very important.  Volunteer evidence of your specialties and be prepared to show how this will give you an edge, and how that translates to sales and dollars for your new employer.

Take the Offensive! –  Stage 2 Proving Your Worth

Stage 2 is good ground.  I mention in the listing of items in Stage 2 that could ultimately be integral in getting the job.

Reviews/Performance Appraisal ratings and documents – I would advise that these can get personal. It is a truly a personal opinion as to whether you want to use them, although face a basic fact that they give insight as to your standing with your employer.  When you play this card, it is presumed that you have nothing to hide, and you are serious about a job.  You would only want to use this if you felt comfortable that the information that was in your review is not proprietary regarding the activities of your employer.  You may have an agreement or contract which outlines this, honor it.

Income Verification – In this noble profession, income verification is important.  No one wants to pay you significantly without knowing that you deserve it, and can get it elsewhere.  Be prepared to share an indication of salary and bonus/commission position.  This can be done in a few different ways including W2s, wage stubs, and commission/bonus reports.  Any combination of these items will probably suffice in showing income.

Sales Agreement/Contract - This document is fairly simple.  It will give confidence to anyone that you can work for them and are not restricted.  No new employer wants to be tied up in a legal swamp over the fact that you have agreed to protect materials, client lists, customers, and otherwise in an agreement you signed willingly, then violated.  You may present this in Stage 1 if asked.

Obviously the provision of these items do not guarantee success, but they can increase the probability immensely.

One last important note. I believe that you should protect your employer in terms of the sharing of proprietary information.  Any activity that results in you sharing proprietary information will result in the new employer wondering if you would do the same to them. Plan to pass that test.  Important Stuff!!!

Let us know how you feel about this….send us a comment.