REFOCUSING - PART TWO
Monday, July 25, 2022
Sorting out priorities is not new for me.
I think most people in business – and in sales mainly, do this regularly, as we keep our calendars, call lists, files and follow-ups organized, so we stay in touch with everyone we can on a regular basis. We boast about our extensive databases and long mailing lists as if they were merit badges. Not to put myself or anyone else down – for these are tried, true and traditional things as part of our marketing processes, but there’s a lot more to it than some simple equation of mailings and clever hooks, lines, ‘n stuff.
The first is that business is part of credentials and capability and, to a greater degree, reputation and relationships. But that doesn’t necessarily get us to our goals or to be poised for the seizing of great opportunities, and for that, I think there are two common failings – and I’m pretty familiar with both.
The second is the innocuous meeting/introduction, the query letter that doesn’t get a reply, the call out of the blue from an auld acquaintance, of a chance meeting in coat room …
Some of my best relationships, clients and projects have been rooted in those ‘not from marketing’ connections. As time goes by, I am grateful to recognize that and wish I’d been so much smarter about this lesson when I was on the treadmill chasing opportunities like trains that had already left the station when I was much younger.
The second is also a profound lesson, to go fishing where the fish are.
I know that sounds a little hokey, but no fisher expects to come back with his limit after fishing in a creek in the middle of a farm. They go where there are fish and a high likelihood of catching some …
We hunt for things where they are, and when we don’t, we come up empty-handed whether we are hunting big game in a city, elusive wild mushrooms in the winter, or the perfect mate/partner in a bar – it’s a futile effort …
But if we practice ‘doing things right’ and putting our best ideas in front of people who matter and can connect/collaborate with us. We keep our wits about us, keep our eyes and ears alert for cues, for clues, and connections, then magic can happen.
It’s not ever spontaneous and never guaranteed no matter how long the timeline, but that magic can never happen if we aren’t looking to fish where the fish are.
Can hardly wait fir part two, Mark!!, SF, Lethbridge, AB