Look Behind the Milk
By Bryan Flanagan
Cyndi and I recently celebrated our 39 year wedding anniversary – it’s been the best twenty-nine years of her life! After all these years, Cyndi knows me very well. She knows that I can’t find a thing in our house. She may not know where some items are either, but she looks until she locates them. I take the easy way out by asking her to find them for me. But she’s smarter than that. For example, when I open the refrigerator, she knows that I am going to ask her, “Where are the pickles?” or “Where’d you put the grape jelly?” I know these things are somewhere in there. Each time I ask she has an automatic response: “Bryan, it’s not going to find you. Just look behind the milk!” And each time I move the milk and look behind it, I find the item I’m searching for. I just hate it when that happens!
Isn’t this a lot like prospecting for new customers? Our future customers are out there – we just have to “look behind the milk.” We can’t wait for the prospects to find us! Oh, we can make sales when the customers find us, but that doesn’t happen enough to make a livelihood! Therefore, we must move the milk, or pick up the phone, or knock on a few doors, or join a networking group in order to find our prospects.
How are you identifying your future customers? Are you making a set number of prospecting calls each day? Are you telling your barber, the owner of your dry cleaner, or your fellow Little League parents to recommend you to their contacts? Have you asked your current clients for referrals?
Your customers aren’t always going to find you. You may have to “move the milk” in order to find them.
Now, go sell somebody something!
Are you in sales? Know someone who is? Then we have exciting news for you! Ziglar has a newsletter that is specifically for salespeople! Click here to register and begin getting the twice-monthly Ziglar Sales and Motivation Newsletter.
Bryan Flanagan is the Sales Ambassador and the premiere sales trainer for Ziglar. With over 40 years’ sales experience, Bryan has just about sold it all, seen it all, and done it all! He shares his wit and wisdom in books and audios. See him in action!
Cyndi and I recently celebrated our 39 year wedding anniversary – it’s been the best twenty-nine years of her life! After all these years, Cyndi knows me very well. She knows that I can’t find a thing in our house. She may not know where some items are either, but she looks until she locates them. I take the easy way out by asking her to find them for me. But she’s smarter than that. For example, when I open the refrigerator, she knows that I am going to ask her, “Where are the pickles?” or “Where’d you put the grape jelly?” I know these things are somewhere in there. Each time I ask she has an automatic response: “Bryan, it’s not going to find you. Just look behind the milk!” And each time I move the milk and look behind it, I find the item I’m searching for. I just hate it when that happens!
Isn’t this a lot like prospecting for new customers? Our future customers are out there – we just have to “look behind the milk.” We can’t wait for the prospects to find us! Oh, we can make sales when the customers find us, but that doesn’t happen enough to make a livelihood! Therefore, we must move the milk, or pick up the phone, or knock on a few doors, or join a networking group in order to find our prospects.
How are you identifying your future customers? Are you making a set number of prospecting calls each day? Are you telling your barber, the owner of your dry cleaner, or your fellow Little League parents to recommend you to their contacts? Have you asked your current clients for referrals?
Your customers aren’t always going to find you. You may have to “move the milk” in order to find them.
Now, go sell somebody something!
Are you in sales? Know someone who is? Then we have exciting news for you! Ziglar has a newsletter that is specifically for salespeople! Click here to register and begin getting the twice-monthly Ziglar Sales and Motivation Newsletter.
Bryan Flanagan is the Sales Ambassador and the premiere sales trainer for Ziglar. With over 40 years’ sales experience, Bryan has just about sold it all, seen it all, and done it all! He shares his wit and wisdom in books and audios. See him in action!
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