The Quest for $200K "Prospecting is Good Medicine"


Yes, it's Thanksgiving here in the United States and yes, after eating my fill of turkey, mashed potato's, cranberry's, stuffing, turnips and small piece of cherry pie, I felt the need to get back to work.

Many years ago, when I would bring in an awesome order, my former dealer principal would state, "the harder you work, the luckier you get".  That statement is so true!

Today, I had a text from a friend to go fishing this Saturday on a head boat about of Belmar. Now, I like fishing, I like eating fish, however I promised my-self that I would put in a couple of hours on Saturday to send about twenty emails to prospects and existing clients to get a leg up on next week.  Thus, I'm opting out of the fishing trip.

The Day Before Thanksgiving

Yesterday was one of those interesting days of the year.  The day before Thanksgiving can be boom or bust. However, one thing I can tell you, is that everyone you will speak to is in a good mood.  Thus it's a great day to make the some calls, right.

I spent the first couple hours of the day reviewing all of my opportunities and making notes (yes, I use an old fashioned pad of paper that lists every opportunity, the revenue and the percentage of close, it's good for me since it's right there on my desk for a quick look when needed) about the next step for each one. 

It was then off to my CRM to cherry pick who I was going to call today.  My goal was for twenty calls, five emails and five Linkedin researches. 

By The Numbers

I ended up with twenty-one calls, five emails, two Linkedin researches and added one client to my constant contact email list.  That's good, but what's even better is how the numbers panned out.  Three appointments (one net new), and from one of the emails I had a response from an existing client that wanted to move forward with a wide format device.  Yay!, this order was not even in my pipeline for the end of the year.  I'll finish this up on Monday.  Hey, the harder you work the luckier you get!


I also found three opportunities, one account for both black and color, and another for color.  These opportunities were not immediate but can be labeled as 2018 business.

Oh, one other item that was pretty neat. All of my calls to existing clients was to wish that person and their family a Great Thanksgiving.  That was it, no mention of copiers or any thing else unless they asked.  Two appointments off of those calls.

Yeah, I was very happy with the results.  My method of madness till the end of the week will be to outwork and out hustle everyone else.  Because if you're not working hard then your competitor is.

-=Good Selling=-

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