(Related: 4 Ways to Create Your Own ‘Random Luck’)
Babe Ruth is widely regarded as one of the best baseball players who ever lived, boasting a .342 batting average for his career. Although impressive, he still had to walk back to the dugout after nearly 66% of his plate appearances. Consistently returning to the plate after striking out in the last inning requires a special mentality, and you should adopt the same mental fortitude to help you succeed as an advisor. Instead of focusing on a single pitch to save the business, remember that you have future opportunities to achieve your goals.
Failure makes us forget about the opportunities that lie ahead. Failure is demoralizing, and that demoralization makes it difficult to step up to the plate for your next at-bat in the sales process, whether that be with a revised approach to your sales calls or a new strategy for touching base with referrals. We know this pain all too well at The PT Services Group as we occasionally swing and miss. Recently, we received dismal results from our new newsletter campaign. We tried to launch a campaign with a specific technology test group, but this small pilot program failed to gain the kind of traction we expected based on our research. Although the setback is frustrating, business goes on. There’s no time to stop.
Jumping from sales call to sales call can be equally draining, especially when you strikeout. Fortunately, you can use every bit of data from your overall sales strategy to improve your performance. Here’s a three-part approach you can use:
1. Review your sales technique and data before your next at-bat.
The best baseball coaches and players regularly review data as part of their overall approach. They review their game footage and practice film, study opponent statistics and behavior, and alter their strategy from game to game. In your sales efforts as an advisor, you should do the same: reevaluate how you prepare for each sales call, review the techniques you use during your conversations, and analyze the strategies you use in following up with prospects. Gauging your metrics at every level gives you the data necessary to make better decisions during your next at-bat. Reviewing your performance also helps you hone-in on your technique. Remember: The best hitters spend a lot of time in the batting cages without fans to cheer them on. They constantly work, refine, and grow.