Can you get to many sales?

I’m interrupting our current series because I had a question about getting lots of business in a short time.

The question more or less was what’s the downside to doubling your sales in half the time?

Let me give you three quick problems with getting too much business without some preparation.

First Problem:

Let’s say the stars and the moon line up perfectly and everything you’re doing all of sudden nets you more sales and presentations than you can keep up with.

One of the biggest downsides to spending all of your time presenting and selling is you forget to continue your prospecting program.

One day you’ll wake up and realize there’s no one to meet.  The reason there’s no one to meet is you quit prospecting/marketing for new business.

Believe you me it can happen!

The solution is to treat your prospecting like a faucet and turn it down a little but don’t shut it off completely because if you do you just might wake up one morning with no one to see.

Second Problem

Spending all of your time making presentations.  See my posted articles on time.

It’s really important to time block your schedule and even more important to balance your day with other activities besides closing.

I realize the goal is to close sales but see my first problem above.

Spend your time wisely and always do something that brings you closer to a sale besides getting the sale.

Third Problem

It can make you lazy about getting referrals.  Now, if you tell me you’re getting referrals from all of those presentations/sales you’ll hear me tell you. “YES”.

Way to go.

But, don’t develop bad habits.  Remember to continue to get referrals. 

You’ve got to continue to bring in new leads.

Fourth Problem

Infrastructure.  Recently, I’ve been so focused on prospecting I’ve gotten behind in sending my notes.

I send a note to every new customer.  And, ask for referrals in that note.

In fact, I spend the first 30 minutes every day working on paper work, including notes. 

Yesterday I spent several hours on notes because I allowed my schedule to get out of whack.  I’ve been spending more time meeting with prospects and blew off the paperwork portion of my time-block. 

All of a sudden I found myself behind on my note writing.  I ended up getting up a couple of hours earlier than normal to make up for it.

Getting a lot of sales in a short time can mess up your routine and overwhelm your production infrastructure.

Finally, remember what got you there.

When things are clicking and everything’s working great stick with your time schedule, 

Stay disciplined.

Continue doing the things that get you in front of prospects but don’t ignore everything else because you’re on a presentation roll or you just might wake up one day and discover you’ve got no one to  see.

Happy Selling!

David….

P.S.  Be sure and take a look at the catalog as I continually add new items.  If you’re a member hang in there as I’m updating some new stuff and will email you a note when its ready.

For the rest of you….click here

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