Got Milk? Don’t Wait For The Cow!

Herd of cows grazing at summer green field


“People who want milk should not sit on a stool in the middle of a field in hopes that a cow will back up to them,” is something I heard a long time ago. It makes a lot of sense.
Are you sitting on a stool in a field, or in front of your computer, checking out what everyone else is doing, sending out emails or scrolling through social media, waiting for clients to come to you?
Don’t get me wrong – computer work is essential when you need to refine your client list, or develop a killer email blast. But that’s passive work, and cannot replace the active work of getting yourself out there.

Whatever is holding you back put it aside and focus on active goals to get you out the door.

1) You are an expert and have a gift to offer people. Decide what those gifts are and make a commitment to them and your business. Don’t be the best kept secret.

2) Don’t know where to start? Work backwards – create an ideal client and decide how best to target them. If they are foodies then get yourself to the local farmers market and talk to people about what they need and want. Hang out where they hang out.

3) Feeling paralyzed? I get it – sometimes you just don’t know which direction to take. Usually, it’s as simple as putting one foot in front of the other. Do something. Do whatever it takes to up your energy level – turn on the music and dance in the dining room, go for a walk, meditate – then get back to work.

4) Reward yourself – after you’ve accomplished some goals. For example, treat yourself to an episode of Real Housewives once you have made two sales calls and signed yourself up for a conference, vendor event, or local product show.

5) Make sure you are focusing on revenue generating activities – track them. There is no such thing as just being “busy” – you have to be busy focusing on the right activities.

6) Attend conferences and local vendor shows such as the Home Show, Business Expo, or Health and Wellness Fair – as long as they relate to your business and offer networking opportunities. Polish up your 30-second promo pitch, your website — and your shoes! Walk the conference, talk to attendees, check out vendors – potential clients are everywhere. Consider taking out a booth the next time around.

7) Don’t let a lack of programs hold you back from getting out there. Start with one, and focus on just that one until you fill it, then move on to the next. A confused mind doesn’t buy.

8) Remember grass is always greenest where it’s watered most – so serve your existing clients. That’s almost more important than growing a new list, but we both know that we always need to be growing.

9) The fortune is in the follow-up. Women, especially, have a bad habit of giving up too soon because they don’t want to seem like they’re bugging someone. Research suggests that it takes seven encounters to make a sale – only 2% of sales are made on first contact, 3% on second contact, 5% on third, and 10% on fourth, with 80% if sales made on fifth to 12th contact. In other words, it’s all about follow-up. So take a look at your list, and zoom in on some people you’ve spoken to in the past — and pick up the phone.

10) Track your revenue every day and compare it to the financial goal you set at the beginning of the month. If that doesn’t motivate you to get out there, I don’t know what will.

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