It has been hot, hot, hot on the West Coast of the U.S. Here in the Pacific Northwest, four days of temperatures in the mid-to-high 90’s are finally breaking for cooler weather. The big box stores have run out of air conditioners and fans, they say…. after stocking 12 foot high shelves with cooling devices.
So people figure out in the moment how hot they are… then purchase fans or a/c. It makes sense then, to assume that people do other things “in the moment” – rather than plan ahead – and needing delivery now.
Think of the services and products you sell. If people don’t see the need until they really appear to need it – then don’t take it so personally if they don’t accept your offers initially to learn more when they don’t feel that need. Timing is everything. I once had the gatekeeper to a prospect tell me “no – don’t ever call here again” – and they became a client three months later. At the time, this non-decisionmaker did not see a need and didn’t want to be bothered.
Learning is like that. We may make several attempts to get something right, then try to find a better way to accomplish a goal – like improving our prospecting results, forecasting sales numbers better, or bringing more deals to closure.
Thinking ahead about what you need for your business to excel is a valuable exercise. How do the numbers look, and how are events and activities tracking?
Don’t wait for the heat to soar “through the roof” in business before you plan your cooling strategies – make time now.