You Need To Dig For It
If gold were found lying on the surface, everyone would pick it up. The fact is that you need to dig for it, sometimes deeper than you may want to. The same is true whether prospecting for gold or for new business. There are two kinds of people in the world; there are those who get what they want, and those who take what they get. Guess which one gets the most.
Customer prospects (and gold) are everywhere.
Put On Your “Prospecticles”
The good prospector is always on the look out for new business. Regardless where you might be, chances are there are some good prospects within sight, but you must be looking for them. I have a term; DBWA (Doing Business Walking Around). It is amazing how many people you can meet if you have your “Prospecticles” on while you are anywhere.
W. Clement Stone
Like many people I have walls of framed mementos in my office. Perhaps the most treasured of them all is this 1975 photo of me and W. Clement Stone (May 4, 1902 – September 3, 2002) taken in my Hollywood office (very faded), along with the one of him wearing an oversized “Do It Now” T-Shirt that I had made and sent to him.
“Clem”, as he was affectionately called was a prominent businessman, philanthropist and self-help book author. “Do It Now” was Clem’s motto. While in my office that day he told me this wonderful story.
As Clem was getting into the elevator to go up to his office at Combined Insurance Company of America, a man stepped in and said, “Hey Clem, I’m ready to buy that policy you have been talking to me about.” Clem said, “Okay, I will drop by your office later today to write it up.” The policy was for a million dollars.
By the time the elevator reached the top floor Clem had an idea. He called a spontaneous meeting with his top salespeople and announced, “Just a few minutes ago a man in this building told me that he is ready to sign for a million dollar life insurance policy. I told him that I would come down today and write it up. I’m kind of busy today, and was wondering, would any of you like to go take it?” Of course they all raised their hands enthusiastically. Clem then said, “Great, go find him.”
Clem told me that they sold well over a million dollars of insurance that day, in that building, and never found the man. Think about it! This story has stayed with me for the last 37 years. All of those “prospects” were in that building all along while his salespeople were sitting on their hands drinking coffee, or doing something other than prospecting. The business was right there under their noses. All it took to get them out there “prospecting” was the assurance that someone would buy. That assurance is always the case.
“I start buying when I run into someone that is selling.”
-J. Paul Getty
Clem died at the ripe old age of 100. I hope you will take the time to click and read this story. If you don’t find it inspiring, have someone take your temperature.