It’s the Doing That Matters

There’s a school of thought out there that states, “The hardest part is just getting started.”  To a point, I agree with that, but I don’t want to gloss over the gentle pressure or exertion that still needs to happen to “keep things going.”

To that end, I want to talk specifically about the ongoing process of prospecting and how it relates to organization, systems and processes.

Over coffee at my recent monthly accountability meeting, my fellow business owners and I were talking about cold-calling.  Roger wanted to know how many of us engaged in the anxiety-inducing act of the cold-call regularly. Only two of us raised our hands.

It was the next question, though, that really got me excited. He asked, “Have you noticed that the very act of doing cold calling regularly creates a stream of business from other areas you wouldn’t expect?”

I vigorously nodded my head in agreement.  It’s a phenomenon I’ve noticed for several years and one I hadn’t talked about much with others.

In a nutshell:

The simple act of reaching out, showing up, sharing, and asking for business actually creates momentum in ALL areas of your business!

It works like this – network regularly and the phone will start ringing. Send out an e-zine regularly and the phone will ring. Start making cold calls and suddenly people in your networking groups will start asking for one-on-one meetings to learn more about your business.

The art and practice of keeping continuous, gentle pressure (forward movement) on the prospecting and marketing aspects of your business creates results!

No kidding!  Ask any successful business owner. They’ll tell you, “The act of showing up – by phone, in person, and through thoughtful and impactful marketing – will continuously feed that pipeline for future business.”

If you don’t have a schedule to keep you on track and on task that includes some or all of the following, you’re missing out on some BIG business opportunities.

• Cold calling
• Referrals (warm calling)
• A system to follow-up on emails and calls from prospects who contact YOU
• E-zines or newsletters – sharing information/adding value
• Participation in Social Media (LinkedIn, Facebook, Twitter, Foursquare, others?)
• Postcards and letters via snail mail
• Handwritten correspondence
• Joining, attending, and being involved in targeted networking groups
• 1:1 meetings for coffee, lunch
• Volunteering in the community
• Advertising with a clear and compelling Call to Action

Other suggestions? I’d love to hear your thoughts!

So, my questions for you are:

1. What systems and processes have YOU implemented in your business to create a steady stream of customers?
2. How do you organize your time – and does it include time blocks for prospecting?
3. And most importantly, how are YOU showing up regularly to let others know you’re ready to do business with them?

If you don’t have a schedule, feel inconsistent, or don’t even know where to start, let MBS, Inc. get you organized for a reason – in this case, to load up your pipeline of current and future business opportunities! Call (704) 553-8082 or email [email protected].