I was honored, and surprised, that after my fitness bootcamp at F45 this weekend, I was recognized for completing 100 classes. Photo op, signage, the whole shebang.
No easy feat for an old man like me. Like Rocky, I’m old and brittle. Be that as it may, in each class I push, sweat, and achieve. It’s all about doing the reps consistently and getting better.
In fact, if I wasn’t registered for a class ahead of time and didn’t have workout clothes set up the night before, I’m not sure I would make it to the gym as often as I do.
Fitness accomplishments are a great metaphor for business accomplishments. Positive results always come from doing the reps with proper form, the right resistance, and regular frequency. Think of Malcolm Gladwell’s 10,000 Hour Rule.
In your business, if you had all the time in the world (all day every day) to do what was needed to generate more business to your pipeline, what would those reps look like?
Here are some that come to mind.
NETWORKING EVENTS
You can’t attend everything and join everything. Simply pick a networking event or group that aligns most with your values, budget, and target market. Then get the events that matter on your calendar at the beginning of the month. And guard those timeframes with your life. Remember, sales and client meetings can almost always be scheduled at another time.
SPEAKING ENGAGEMENTS
More sales professionals like financial advisors, attorneys, and bankers should absolutely be speaking at events about the value of the philosophy that they’re promoting. If you’re a financial advisor, share 10 best practices on how to best manage your money. If you’re an attorney, the 10 ways to minimize liability specific to your discipline. And so on. Of course, not everyone is a good speaker but there are plenty of resources like Toastmasters out there to help you get better.
MARKETING CALLS
Hopefully, not cold sales calls. Your calls can be in the form of targeted emails, LinkedIn direct messages, and in some cases, texts. I’m referring to outreaches that don’t sell your product or service but instead make a connection to your target market either directly (potential client) or indirectly (potential referral source). Remember, marketing calls are best if they’re positioned as a win-win. How can we help one another?
REFERRAL MEETINGS
These are regular meetings with referral partners that are focused on working in the same industry and profession as you are without competing with you. Scheduling regular meetings with referral partners (bi-weekly, monthly) is a great way to keep up with industry trends while providing introductions and qualified referrals to one another. I refer to these meetings as a business Foxhole – those that would have your back no matter what.
SALES CALLS
Of course, without sales calls, there are no sales. A sales call should be with economic buyers that are decision makers interested in your products and services. The best sales calls are usually as a result of an introduction or referral. The more networking reps you have in the books, the more sales calls you will have.
POSTS AND BLOGS
Like this one! Writing regular posts and blogs will continue to get your name and content out into the world. If you provide good content, you’ll develop a following and they will expect your information every Tuesday or whenever you post your stuff. Posts can be blurbs, short articles, newsletters, pictures, or videos. It takes time to create content, manage comments, and follow up on the opportunities that may result.
PODCASTS
Hosting podcasts are a lot of work. If interviewing interesting guests is your superpower and you can monetize your efforts through sponsorship or business opportunities, it might be an excellent strategy for you. It has certainly worked out well for Joe Rogan. I prefer to be interviewed on podcasts that are followed by my target market.
Of course, you don’t have to do all these things, just figure out what you want to be doing more consistently with your goals in mind. Remember, less is always more.
It’s up to you whether your reps are daily, weekly, or monthly. You might develop a system that organizes your reps into Daily Reps, Weekly Reps, or Monthly Reps. The key is consistency and proficiency.
And the only way to get better is to get your reps in.
Whew, done!
