Create Momentum

Steven Spielberg once remarked, “The faster I work, the better I work.” He said that when he is making a movie, the quicker he can get it done, the easier it is for him to see how it is coming together. When he can start to see several scenes at one time and they are fresh in his mind, he has a better idea of where he needs to go. When I said this to a group of salespeople as part of a presentation on value, a number of them shook their heads in agreement.

When it comes to cold calling, it also pays to work quicker and to create momentum. It’s not likely you’re going to get much in the way of results from making an isolated call. But when you make calls consistently, over time you will start to see results. As you see those results, they reinforce the importance of making more calls. Success builds on itself.

The more people you are in front of, the more opportunities you’ll have. Keep getting in front of people and you will find those who need and want what you have to offer. Your marketing efforts to make yourself known will pay off. It’s a matter of finding the right customers, and the more customers you are in front of, the greater the chance you have of finding the right ones.

Three Steps to Overcoming Procrastination

• Realize that you pay a dear price when you put things off: worry. When you do the thing right away, the worry goes away.

• Because one of the reasons people procrastinate is perfectionism, practice every day doing one small thing that can be done incorrectly without consequences, such as placing a stamp on an envelope crooked.

• Do it now! Just get started. Take the first step! Once you’ve mastered this, the second step will come more easily.