Winging it versus… You’ve done it…

Winging it versus …Planning for it

When we’re preparing for the upcoming week, how many of us include an updated list of targeted prospect calls we’re going to make? And by targeted we’re talking about named potential accounts, not a vague reference to making a few calls on “some” prospects.

Nope we’re talking about very specific calls on targeted accounts and that are to occur on specified days. That idea of course precludes the existence of a list of those prospects.

In the absence of having that list we’re left with the chance of stumbling on opportunities. That’s a bit like the saying, “Hope is not a strategy”.

While hope and aspirations are certainly positive, they’re also vague. As such they’re unlikely to generate outcomes that achieve our goals.

To do that (achieving goals) we need targets that are sufficiently defined. And if we do, those clear goals can allow us to target them in a way that naturally leads to creating real plans and that are therefore more likely to be executed.

Next up: Spur of the moment calls.

You’ve done it…But now when?

We’re actually about to close that new account we’ve been toiling on for a month. But are we actually ready to do it?

Perhaps more importantly when we do, are we ready to move fast before the supplier that you’re relacing throws a “hail Mary” to try stopping you in your tracks?

If you’ve been around long enough you’ve had the unbelievably frustrating experience of showing up for what you thought was an installation only to be told that they’re giving the old supplier “a second chance”.

So when it comes to doing that installation, the rule is the sooner the better. If they’re okay with it, do it tonight. Of course that requires actually being ready to get it installed. And that means having the dispenser and all the necessary tubing, conduit and especially the product to get it done like now!

Next up: Insulating against that hail Mary.