Have you ever read the book, Three Feet From Gold? This story is familiar to many of you, but to those who have not read it, it is about a Darby, a miner, who gave up just 3 feet from gold. He missed his fortune that had been well within reach had he known what to look for.
The junk man Darby sold his machinery to hired experts to look at the mine and, being knowledgeable, they found the fault line that showed gold should be within three feet...which it was.
Darby had that same fault line sitting in front of his eyes, but he did not know how to read or use it to lead him to gold. Someone else did.
What kinds of gold mines are sitting in front of your eyes every day, yet you do not realize it?
Look at your database, for starters. How about those DEAD leads from a year or two ago? What are you doing with them? Are you continuing to reach out to them? They obviously wanted or needed a product or service at some time or another, but then why did they never buy?
Think of the economic times of the past few years and how it affected people's minds, the uncertainty of everything during election time, the lack of funding from banks, and so on. Maybe they just didn't want to part with their money; maybe they figured they can do the job themselves; maybe they settled for less than best.
Could those times have possibly affected your customers' decisions on whether or not to sign a contract with you? Now that times have settled down somewhat, have you gotten back in touch with them to see if they might be wanting to do something today?
If, over time, you have tracked all your prospects, customers and the status of each lead, even DEAD leads, you should be able to pull them up and start to mine the gold just three feet from your chair.
I challenge you to call back 10 DEAD leads a day for the next week at least. Renew acquaintances, send cards, go for lunch.
I promise you, there is someone waiting for your call!
"WINNERS KNOW THEIR NUMBERS!"
Susan
