Don’t Chase

For some of you, the current marketplace is tightening up a bit. Proceed with caution and stay calm. Don't chase prospects or scurry around in search of leads. Instead, focus on what you can control. Be vigilant about these three things, right now.

1. Your ideal client profile

Revisit your profile. Tighten it up. Be specific about where you do your best work and for whom you are a good fit.

2. Clearing your pipeline

Move stalled deals back into your pipeline or move them out (not forever but for now). When we get a little tight, we tend to get too attached, filling our pipeline just to make ourselves look and feel better. Resist that impulse—stalled deals need to move in or out. Get real with yourself.

3. Refining your sales process

Especially consider your processes for the first and second conversations. What are the bits of info you need to uncover? What pain points or compelling reasons to change are you looking and listening for from your prospects? Be vigilant and disciplined about pinpointing their compelling reason to change, not just their “nice-to-have.”

Simply put, don’t get frantic when leads are harder to come by—take measured steps to control what you can.

Onward.

Tom

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