Join Jeff Bloomfield for an in-depth discussion in this video Set goals, part of Sales Prospecting.
- In sales we speak a lot about setting goals, and it's no less important in our prospecting. We have long-term goals for our lives and our careers, but in prospecting, it's also important to make sure that we have small, achievable goals on a daily basis. It reminds me a little bit about the metaphor about how do you climb a mountain. One small step at a time. When we start our day, and we know we need to do a bunch of prospecting, especially telemarketing or cold calling, the task can certainly feel like you're standing there at the base of the mountain.
This is especially true when we might be a little behind our number for the month. This is why small, manageable goals are so important. A number of years ago I read an article about distance runners who compete in those 100 mile races. Sometimes called alter runs, that can involve running for 15 to 24 hours straight. Those runners talk about focusing on small, incremental goals, the next mile, or a certain distance marker, or possibly even just putting one foot in front of the other. Take that same approach to your prospecting.
To start the day off thinking, I'm going to set five new end user appointments today, might be a great goal, but the reality is that a lot needs to happen before you're going to hit that goal. Thinking that way is like focusing on a finish line that's still miles and miles away. Like many runners in those endurance races, you may end up quitting before hitting the goal, because it starts to seem unattainable. Thinking in terms of bite-sized goals is what will like produce much more successes. For example, make a goal for how many calls or prospecting emails that you'll send out by 9:00 a.m.
or maybe before you pour your second cup of coffee. Then make a goal to hit by lunch, and again before you leave for the day, and so forth. If you get an email from someone other than a prospect, tell yourself, I will make three calls, then I'll answer that email. What this is doing is prioritizing your prospecting in your brain and helping you stay focused on the task at hand. You may be saying at this point, "What about the goals my manager has for me?" Great question. Obviously, you need to follow the targets that your manager has for you.
As a sales leader for many years, my suggestion would be to discuss your plan of attack with your manager. They will actually appreciate your proactive approach and will likely be very supportive. Talk to them about your various goals throughout the day. Chances are that your small, bite-sized goals will add up to a number greater than they were asking for to begin with. If not, you might need to make a few adjustments so that they do. What if your daily or weekly targets are company-mandated? Well, you follow the same methodology and break those targets into smaller chunks to achieve those goals.
To be able to achieve goals throughout the day can be very rewarding and actually serve to keep the brain focused on the task at hand. There is no doubt that prospecting can be one of the toughest parts of a salesperson's job, but breaking down the day into manageable goals is a sure way to keep your day progressing and help you achieve greater success.
In this course, author and Fortune 500 sales coach Jeff Bloomfield helps you cultivate the right mindset for prospecting: showing how to shut off distractions so you can focus on your prospects and their objectives/concerns and how your service or product can help them in a unique way. He also provides insight on setting up your schedule for success and rewarding yourself to stay motivated.