“I didn’t have time last week to call my Referral Source.” That’s a direct quote from an advisor who made the commitment to referral selling. Or so she said.
What do you mean you don’t have time? Make the time.
You make time to meet with your clients, conduct seminars, invite prospects and clients to lunch or to dinner. But you don’t have time to nurture your referral sources or proactively ask your network for referrals? That’s an excuse, not a reason.
Multiple priorities consume our time — too much time. We complain that our days get away from us, hour by hour. We never find enough time to complete everything on our list. Want to get your life in order? Start by ordering your life.
Establish priority. That’s priority, singular. Decide what’s most important
See also: Take Back Your Time
Priority No. 1: What’s closest to cash?
How can you choose only one priority when many tasks loom urgent? Here’s how: Act on “closest to cash” activities the first thing every day. What does “closest to cash” mean?
Closest to cash activities include:
- Call a client to advise him on his portfolio
- Contact prospects to arrange a personal meeting
- Ask for referrals from your circle of influence
- Obtain quotes and prepare a tailored presentation
- Meet with a referred prospect
Activities that move your sales process forward count. Nothing else matters. If you neglect other activities on your to-do list, they don’t matter. Another day dawns tomorrow, and with it, another priority. So make your list, set your priority, and do it.
See also: Time is Money
Define your sales process
Can’t figure out how to get everything accomplished? Do you follow a step-by-step process to attract new clients and stay in touch with existing clients? I’m not talking about a complicated, multipage, exhaustive, must-apply-to-everyone process. I’m talking about an intelligent, flexible, simple process to save you time. Trust me, I am the first person to run screaming when people start talking about “process.” As a salesperson, all I want to do is to be with my clients. Please don’t make me memorize a process that doesn’t fit with my clients. Don’t make me fill out a lot of paperwork. Just let me do my job.