What do wearing swimwear and revenue generation have in common?
Today is the first time since what feels like last summer that we have had sunshine in Melbourne, and I must say, it defrosted my heart out somewhat. The cat and I even lay out in the late afternoon sun reading and pondering life. Well, I did while the cat stole my spot each time I moved and looked at my phone.
It got me thinking about what wearing bikinis and revenue generation—namely through prospecting—have in common.
Being the ripe young age of 41, my body takes a bit more TLC and nourishing in the form of daily well-being habits to keep in shape these days. These include working out, 7–9 hours of sleep, a reasonable bedtime, stretching, foam rolling, drinking 2–3L of water a day and really thoughtful & mindful eating—all consistently—to slip into swimwear with relative comfort. I've never been genetically blessed to be able to eat what ever and look good, and as I age, it does take more thought and effort.
But the number one thing required? Consistency!
Generating revenue is much like this, regardless of whether you're a freelancer, entrepreneur, startup, scale-up or established business. There are so many things you should be doing with relative consistency to keep your pipeline full, generate new business and take care of existing clients—no matter your business model—to create predictable revenue.
The goal for every business.
Here are 5 Ways To Get Prospecting with Consistency.
Have a dedicated time on your calendar dedicated to revenue generation, sales, customer success or prospecting activities, and don't allow interruptions.
The most successful salespeople are those who commit time and stick to it. Saying you'll start prospecting (or doing other rev gen activities) as soon as you've taken care of everything else is not a strategy — it's an escape tactic to avoid it. Instead, have time locked in your calendar and stick to it. The best time to call prospects is between 4–5 pm, followed by 11–12 pm (according to research by Callhippo).
Having prospects in your pipeline that take up your time but never become customers is a waste of time. Think quality, not quantity.
Believe you can help others.
Why should anyone else believe in you if you don't believe in yourself?
Top-performing salespeople are successful regardless of what they sell. They know their objective is to help others, and they know exactly how to add value by understanding their prospect's pain, needs, wants and desires.
Follow up promptly.
It sounds simple, but more opportunities are lost due to the failure of the salesperson to follow up fast when leads, customers or prospects indicate wanting to move forward. Make a commitment, and stick to it. Whether it’s one hour or within one day is up to you.
Make the prospecting process about your prospect.
It's not what you sell that matters; it's the outcome you can help the prospect with—the challenges, pain and frustrations you can solve that will get you the high-value prospects you want. If all you're doing is telling others what you do and what your product features are, you'll be like most other businesses out there and get ready to compete on price rather than value.