Do you have enough time? Does any sales rep have enough time to get it all done? And how about our customers? How many of them have enough time? How often are they just too darn busy to meet with us? Maybe even more significant, how about the whole network of decision influencers within each of our customers? They wouldn’t have enough time to meet with us even we had enough time to meet with all of them!
Embed your knowledge in an electronic archive!
Invest 30 minutes, 3 days a week for the next 6 weeks.
- Week 1
- Day 1 – Created a list of the 5 “pitches” you run through most often including bullet points for the key items
- Day 2 – Revise and rewrite the above
- Day 3 – Revise and rewrite the above
- Over the weekend
- Week 2
- Day 1 – Record pitch #1 (…and re-record and re-record until you’re proud of it)
- Day 2 – Re-record pitch #1 (Trust me, it’ll sound better this time around.)
- Day 3 – Post pitch #1 on your blog including both the bulleted list and the audio
- As appropriate from now until you retire: E-mail links to the post to customers and prospects
- Week 3
- Day 1 – Record pitch #2 (…and re-record and re-record until you’re proud of it)
- Day 2 – Re-record pitch #2 (Trust me, it’ll sound better this time around.)
- Day 3 – Post pitch #2 on your blog including both the bulleted list and the audio
- Weeks 4-6: Ditto week 3 for pitches 3-5
The whole time, obviously, you’ll be e-mailing those links out as appropriate. You’ll also be thinking of topics for then next 5 pitches you want to write, record and post. You’ll also realize how easy, effective and time-efficient it can be to get your knowledge about the basics embedded into an electronic archive for repetitive use. You’ll also realize how easy, effective and time-efficient it is for your customers and the decision networks in each to absorb your messages.
S-T-R-E-T-C-H your day!
S-T-R-E-T-C-H your customers’ day!
Finally, in week 7, get back to me with some of the additional selling ideas you’ve discovered. This e-Rep thing has legs…