By experience, I believe that it’s vital to be in the trenches to always know what’s going on and to always have my finger on the pulse. That’s where I have my biggest insights and that’s where I learn the most. Usually, people usually book a phone appointment with us to have a conversation about growing their business. Before the call, we get them really prepared so they can really benefit from the call and know what we do.
I remember when I started doing sales calls in my business in 2008. I was 22. I was calling our customers who were interested in more products or services. At this stage of the business, I currently have a sales team that handles phone sales, but I still do some calls myself because I love the interaction with customers. Today (June 2015), I personally had 2 no-shows. When I was starting out in sales, I would generally be a bit disappointed by 2 people not showing up because it’s lost revenue. It’s also lack of respect because when you schedule something, you owe it to yourself and to other person to show up.
Dealing with Disappointments
I used to be a bit disappointed when I was younger. But now, I have so much on my plate with running my companies and planning the next few months and years with where we’re going in business. There is so much going on that when the second no-show happened today, it literally cleared an extra half hour of work I could put in to do other stuff with the team. It wasn’t a big disappointment at all because I could use that time to do something else that was on my to-do list.
If you have a lot of stuff going on, the small things won’t disappoint you anymore. For example, if you have another 3 or 6 calls that day, 2 no shows don’t really matter because you have new opportunities on the table. It really doesn’t matter much because there’s always stuff going on.
Creating a Momentum for Yourself
Try to think about that. How can you put yourself in a situation where there is more going on? It’s not about faking being busy just for the sake of being busy. It’s really about creating momentum for yourself because the more things you have going on, the less you’ll be disappointed. I love the quote and it says, “If you’re disappointed, that means you don’t have enough going on”. Add more opportunities to your sales pipeline and you won’t be disappointed by flaky people who don’t show up.
What are your thoughts? I would love to hear from you! 🙂