Face-2-Face With Check WritersGO GET THE MONEY: When you start a business, your job is to go out and bring in the money. You don’t have a business unless you have the ability to bring cash in the door. Without paying clients, all you have is overhead… with no resources to cover it. Profit Leaders are focused on customers and cash… and there is a direct correlation between the two.

FACE-2-FACE WITH CHECK WRITERS: As salespeople, our job is to get out in front of customers who have the ability to pay for the things we sell. We call these people Check Writers… because they are the ones who write all the checks in our business. Your business will never achieve its potential if you are not constantly focused on being in front of customers and prospects.

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NOT CLICK-2-CLICK: You can’t build meaningful relationships via email… or on the phone. They are PART of the communication process. They are not designed to be the whole process. Email and phone are very efficient for transactional type communications. But you need F2F to build a relationship. And business (and sales) is all about relationships.

UNCOVER PROBLEMS: Your job when you are F2F with check writers is to uncover problems. The more problems that you can uncover – and solve – the more you will sell. Once you have uncovered a problem, you must then compel the prospect to take action.

6 SEEN… 6 DONE: If you are wondering how many people you should see each week… this is a good target to aim for. In the next 5 days you (or your sales people) should have 6 meetings booked in the diary. And you should have seen 6 more in the previous 5 days. If you do that consistently… your sales will predictably increase within 90 days. These targets are per individual.