When I work with people building their sales businesses, I hear this question all the time: Ive run out of peoplewho else can I possibly talk to? Heres the three-step approach I would suggest you take to keep this thought from ever entering your mind:
If You Think Its Difficult, Its Going to Be Difficult
Remember the Golden Law: what you think, you will create. If you think youve run out of prospects to talk to, then you have. Dont be surprised that all of your contact leads have dried up and blown away. It is, after all, what you keep saying and talking about.
Before we do anything else, lets create a positive affirmation, a sentence that captures the vision you have of the kind and number of prospects you are already attracting and easily converting into clients. Then write this sentence down, starting with I am so happy and grateful now that .
Although it might seem a silly exercise, the simple act of repeating this sentence will begin to shift the energy around you. Every time you begin to talk about the no prospect issue or even think about it, stop yourself and repeat this new affirmation. Repeat it out loud, even shout it out loud if it helps shift you out of that negative mindset.
Stop Beating Your Head Against the Wall. Theres Another Solution.
Then, open your eyes to new prospecting opportunities. In his marvelous book You2, Dr. Price Pritchett observes a house fly that continues to frantically beat itself against a closed window in vain hopes of escape. Were the fly to pause and simply turn in the opposite direction, it would discover that nothing stands in its way to a wide-open outdoor patio.
Albert Einstein once said, The definition of insanity is doing what youve always done and expecting different results. If you are doing what you have always done and its not working, stop what youre doing! Take a deep breath, open your eyes and look for new opportunity.
Youre not going to have to look far. The opportunities are all around you; theyre like radio waves bouncing around your head all the time. They cant help but veer in at you from every direction, because this world of ours is in a constant state of creation and expansion. Its how it was designed to be.
If you havent seen the opportunity out there, its simply because you havent been standing in its frequency. Radio waves are always around us, but we dont hear those waves until we purposely turn on a radio to enter into that frequency. Recognizing opportunity is a similar action. Each morning, as you swing your feet from the bed to the floor, mentally picture yourself clicking on a radio knobonly this knob is marked Phenomenal Opportunity. You will be amazed at what you begin to hear.
Dont Hesitate Just Jump
Then, of course, you must take action. You must act on the new ideas that come your way, the different avenues for prospecting that suddenly come to mind.
Does this mean you will always win? No. And when you dont win, does that mean you have failed? Of course not.
The Wright brothers didnt get that plane up in the air on the first try. In fact, it took a couple of thousand tries, with jeering crowds of people all along the way. Edison worked for years on physically connecting us to electricity and he couldnt even see what he was working with. Former football coaching great Vince Lombardi described this phenomenon of winners beautifully: he called it The Second Effort Concept. The winners tried again when others shrugged and decided that walking everywhere instead of flyingor living by candlelight through eternitywould be just fine.
If you fail, does this mean you just dont have the smarts or enough experience to make it work? Heavens no.
There are hundreds of networking professionals who make six-figure incomes and more. If they were actually making 300 to 400 times more income than you, would this mean that they are 300 to 400 times better or smarter or harder working than you? Of course not. You are every bit as good and as powerful as anyone you see, know or even hear about. There is only one difference between where you might be and where they are: these people learned how to look for and act on opportunityits what I refer to as the razors edge in my book You Were Born Rich.
Consider the job you are doing presently and ask yourself the following questions,
How good am I at doing it?
How much better could I be?
People who act with the razors edge have simply made slight adjustments that have created a rich world of difference. They act where others do not. They might have pushed past fears of Internet marketing to create an online prospecting system. They might have invested in a web cam, vastly expanding their ability to have face-to-face meetings with anyone, anywhere in the world. They may have pushed themselves to start attending local Chamber mixers, attend Toastmasters or start giving short talks at community events.
These are not big moves. Most success stories arent. The people who succeed at attracting an ongoing supply of prospects are positive minded, always on the lookout for opportunity to maintain their razors edge, and always committed to the end result they envision.
What are you envisioning?
Bob Proctor is Publisher of Networking Times.