From the course: Consulting Professional Weekly Tips

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Make time for sales

Make time for sales

From the course: Consulting Professional Weekly Tips

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Make time for sales

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- Consulting can be a boom/bust cycle. When you're on a project, things are great. Cash is coming in the door. But, when the project ends, you may realize you haven't been selling. There are no projects or revenue in the pipeline, that's a terrible situation. Structure time every week for sales activities. I recommend 15 to 20% of your time being blocked for selling. And block that time on your calendar, hold yourself accountable to performing those sales activities when it comes up on the calendar. There are a few tips you should keep in mind as it relates to sales activities. Create a tracking system for your leads. You can use lead-tracking software or something as simple as a spreadsheet. I like to use calendar reminders. I set Ticklers on my calendar for my selling activities. When I talk to a prospect and they say, hey we're not ready, Mike, give us a call in three months, I will put a calendar appointment on my calendar to call that person in three months. And when that…

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