Getting Ready for Winter Calls

Look at the video included in this month’s newsletter. I find the sight of that vehicle ploughing through the flood amazing and it makes me think that they have used the same 3 P’s that I use when getting ready for my winter calls;

PREPARE – I am guessing they made sure the windows where closed and that someone knew the road ahead. They moved items higher in the cab and made sure they knew the road ahead.

For me it means focussing on less calls and increasing my effectiveness by spending more time doing the research and homework. If I do not think I can add value, I have stopped approaching a prospect. This sounds like I pre-judge quickly – not so. I consider slowly and thoroughly.

• Time to do your homework – all the usual areas and ideas here. I am spending more time inside the company by calling on different areas and gathering intelligence, which all adds to the next call until you sound like you belong there. This can take a week if needed.
• Stop and think about what their challenges could be.
• Decide if I can help (or know someone else that can as a recommendation to a solution stands you in good stead).
• Decide to go ahead or not.
• If I proceed, is there someone in my network that can help with a warm introduction? You have probably worked out by now I am a bit of a fan of this!

PLAN and PRACTICE - The crew that drove through the floods knew what their machine could do and had also drilled on how to do it and what to do if something went wrong. Do you put that much effort in?

Time to work out the details of my approach.

• What challenge will I address? Or will I be showing them something that they have not yet realised is a challenge? As a speaker, how do I fit into their conference or training schedule and with what subject?
• Can I be sure that it is a burning issue and that what I present will be relevant? I need to grab attention quickly. Then prepare the approach with all supporting material if needed. (Confession – I do a lot with little in the way of material and plenty of experience and conversation).
• Be prepared to break the mould. I often win business with discussion documents instead of presentations. This means we are discussing the contents together, which is a much more cooperative position that justifying my position.
• Practice. Do not make the first roll out the one you do in front of your client.

PROCEED  – Time to go! There is no point in doing all this if you do not pick up the phone and make the appointment.

If you have done the first two steps correctly then you can gain their interest in the first two minutes and proceed to the appointment.

Good luck this winter. Be like the fire fighters and get through to the other side.

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