I’ve had a revelation. I don’t get too many of them, but I find myself saying something in my classes, over the phone to agents and when I’m musing to friends about my business: The concept of dialing your way to success is no longer true.
I wish it were. For many of my managers, it would be easier to just stick to what made them successful. And for many of them, it was their persistence and their consistent dialing.
I have in my classes some really tough people who are willing to dial 300 people a week, even 100 times a day. But I am now questioning them about their willingness to do that.
Someone called me for help yesterday. I had trained him at a national program and he called to ask me about gatekeepers. He wanted to call CEOs and didn’t remember if I had ever given him a written out version of the gatekeeper script on my audio CD.
I promised to email it to him, but in probing the problem further, we got into a nearly one hour conversation. I started asking who he was calling, why he was calling, the benefit of the idea he had, etc.
By the end of the call, I had convinced him to not make 100 dials a day (which he was committed to doing) and instead redirect the time commitment towards another idea.
He wants more business clients and is passionate about tax-advantaged ideas.
I get it. I know that it is a good flag to fly and reaching business owners is hard. Reaching CEOs is harder. So our conversation evolved into how he could maximize his time by rethinking his marketing and calling plan. The first line of thought is usually to cold call. But he is a two-year producer and needs something more immediate.