Are your appointments que’d up for the new year?

If you haven’t connected with Ken Thoreson of Acumen Management Group yet then you need to.  Ken is a very success entrepreneur on many fronts and works with sales management teams at powerhouse companies like Microsoft.  When it comes to sales, and other things, I heed Ken’s input.  You can find out more about Ken here.

Recently he wrote a blog post titled “How does March look?”.  In the post Ken is pointing to the fact that you had better have your activities in place such that you can already anticipate sales opportunities well in advance of next month alone.  I couldn’t agree more.

Ken’s comments got me thinking about how sales people need to have their networking activities planned in advance as well.  Now I won’t go so far as to suggest that you should have months of appointments already scheduled.  I will tell you that if by Friday you don’t know who you will be meeting with next week there is an issue.

These appointments don’t necessarily have to all be for the purpose of selling something.  Certainly if that is your role then some should be with qualified prospects (not suspects).  But it does not mean that your week will not be profitable if some of those appointments are with qualified referral sources.  On the contrary I argue that in fact that would be a better use of your time.  Why?  Referral sources can help you reach hundreds while qualified prospects are one shots.

Of course prospects can always turn into referral sources if done correctly.  Maybe you should take them to lunch and discuss :]


About Jonathan Patrick connects like-minded business professionals over face to face, one on one appointments based on each member's preferences.

Posted on December 30, 2010, in Networking and tagged , , , , , , , , , , , , , , , , , , , , , , , , , , , , , , . Bookmark the permalink. 1 Comment.

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