Getting Out in the Field

I think everyone reading this article has enough confidence in their own sales ability to believe they would generate new accounts and increase their commission if they really got out in the field for several hours a day. So, how do we actually convince ourselves to get out in the field? Here are a few tips:

1. Schedule a three hour block of time. Don’t plan to go out all day to brand new businesses; it is exhausting and stressful! Start with a three hour block of time where you are going to do nothing but visit new businesses.

2. Plan for failure in general but success at each location. Let me explain what I mean. Too many agents, think, “If I get out there, I am going to do so amazing that I will probably sell everyone!!!” Strangely enough, this thought process creates a “Fear of Failure” which keeps you from going out in the field. After all, if you get out there, you might not do as well as you think. It is better to have the mental image of success than the reality of failure. Plan on the three hours going terrible! If you get one person interested, you had a great day! Lower your expectations so you can get out in the field. And then as you walk into each store, have this attitude: “This might be the one who is going to be interested!”

3. Don’t try to “fix your pitch” in the field. The temptation after that first “No” is to sit in the car and think about everything that went wrong and how you can fix it! Don’t do that! Just go to the next business. Keep track of each stop and a general note about what happened. At the end of the three hours no matter how wonderful or terrible your experiences were, you can analyze. While you are out in the field, just go from one business to the next.

4. Don’t judge a business before you go inside. There are only a handful of businesses into which I don’t walk when I am prospecting: attorney’s offices, huge corporate stores, etc. Everybody else gets a visit. Don’t sit in your car for ten minutes wondering whether this business might buy. After the thirty seconds spent to walk inside and get a quick “No,” you will know not to go there again.

5. Don’t let big deals or interested prospects slow you down.  You may walk in and hear, “We are corporate; you would have to call our main office.” Get the phone number; walk out; and call them while you are walking to the car. Watch this video for the best pitch. Take some notes and move on. If you get a good prospect who gives you a statement, schedule a follow up appointment; take notes; and move on. Keep going. Sometimes you will have a really good day when you get four or five good prospects in three hours. But you need that great day to make up for the terrible day that is coming when you get only one person who is interested. Make your good days as good as they can possibly be in the field!

6. Bring on a telemarketer and have him or her call city by city.  The great thing about a telemarketing lead is that it gets you out in the field! Ask your spouse or a good friend to spend a couple hours a day calling for you; this will create accountability. Once you’re out in the field, you should walk into at least five businesses for each one lead you get. If you get a lead in a mall with eight other stores, walk in to all eight stores. I hope this article has encouraged you to get out in the field!

Feel free to ask me any questions that you have. james@ccsalespro.com