Restriction or blockage?

This week has been fraught with challenges. We have bitter cold temperatures and lots of snow to deal with, but it is winter, after all! An additional challenge came in the form of a massive plumbing problem. The main sewer line, from our house to the street, was so restricted by invading roots that it was nearly blocked. The result, of course, was unpleasant water backup all over the house. Five hours of heavy-duty effort by the Metropolitan Sewer District crews finally cleared the drain, some 110 feet from our house almost all the way to the street. Now, the drains are running free and clear¾hooray!

Sometimes, in our profession, we encounter a restriction. It seems like our system is blocked and is backing up making a mess of things. For many, it is the age-old problem of prospecting. We can’t seem to get in front of enough qualified prospective new clients. The first cure for this restriction to success is to know, exactly, who you are looking for. In other words, develop an accurate profile of your ideal client. Next, form the habit of prospecting only for those who meet your criteria. Remember, prospecting is defined as any attempt to initiate a business related conversation with another person. It is not marketing, rather an action you take with the expectation of gaining an interview with a prospective new client.

We all know what to do and how to do it. Our restriction or blockage is the result of not knowing how to make ourselves do the things that we need to do to become successful. Few of us like to prospect, as a result, we find many ways to avoid it. The fact remains, however, that we must form the habit of prospecting each and every day. Set aside two solid hours of time for prospecting, at the same time, every day. Do not let anything (except fire or flood) dissuade you from this self-imposed ritual. You will soon have the restriction rooted out and business will be free flowing once again.

For more about client profiles, see some of my previous posts.