I know it sounds like a ridiculous question, but it’s true.
Before I explain, let me tell you a story:
As I’ve written previously – and to the astonishment of many of my fans – I used to be a cold calling monster. I’d cold call all day, every day, and forget that I was supposed to be selling something, not just prospecting all day long.
That reality would hit home every time my commission check arrived. The old saying, “Too much month at the end of the money” was all too often the case.
Eventually I figured out how to get leads without cold calling – in other words, I worked out the system that now forms the basis of the strategies and techniques I teach today – and before I knew it, I had an endless supply of hot, qualified leads!
The problem was that the novelty and thrill of being flooded with so many people who were ready to buy right now was almost like an addiction. I kept pushing my lead generation systems more and more and more.
Once again, despite my success in lead generation, my commission check would reflect the fact that I had all the leads I could ever want and more, but never got around to closing most of them.
The Law of Cosmic Habitforce
Napoleon Hill coined that term. Later in life, when he wrote Success Through A Positive Mental Attitude with W. Clement Stone, he explained that it was his 17th law of success – the one missing from the original The Law of Success and Think and Grow Rich.
It took a lifetime of experience and “hard knocks” to learn it.
Likewise, I found myself falling into old habits very recently.
I’ve mentioned that after relocating early last year, I turned into a networking machine in my new city in order to make new business connections as well as friends. I was so successful at it that I even did a webinar on it.
The trouble is, I was having a lot of fun networking. Way too much fun. So much so, that I spent far too much time out of my office going to networking events and speaking at local organizations, that I fell way behind on my work! (And in the process, I picked up even more work through my new connections – pushing me even farther behind.)
I’ve now whittled my schedule down to two groups that I’m a permanent member of, and will occasionally drop in on the Chamber where my company is a member, but that’s it.
The Trouble With Having Too Many Leads
I know I’m not the only person who does this – many people have bought the Never Cold Call Again system, flooded themselves with hot leads, and then continued to fail because they were either having too much fun racking up all those leads, or lost the sales because they never had enough appointments in the past to develop any real selling skills.
If I’ve said it once, I’ve said it a thousand times: We’re not paid for prospecting. We’re not paid to go to appointments. We’re not paid to go to networking groups, or spend drive time in our cars between meetings.
We’re only paid to make sales. Period. That’s it. End of story.
So MAKE SURE you convert those leads into sales - only then are they worth anything! And if you have lots of leads but not enough sales, re-prioritize your time so you're spending it closing the leads you already have instead of endlessly chasing down new ones!