CEO and Founder of Gary Tilkin Consultants, Inc.
The great Tom Hopkins (Sales Trainer Extraordinaire) used to say, “do what you dislike most first”. Most sales consultants don’t like to prospect or keep in touch. That is a shame, however it is what it is. Therefore a sales discipline needs to be established that is the “Unbreakable Rule”. Every morning, each and everyone of us needs to send out a minumum of five e-mail correspondences. They don’t have to ask for anything or sell our products or services. They can be an interesting thought or politically correct joke. The purpose and objective is simply to let people know three things: 1) Who we are; 2) What we do; and 3) Where to find us when THEY need us.
If we do as Tom Hopkins suggestion and do it first thing. It always gets done. This activity can be very fun and does not need to take a long time. One hint, even if you send the same joke to all your recipients, attempt to make the e-mail personalized in some way. it makes all the difference in the world. Remeber to always be a “Professional for Life”.