Super Bowl of Client Development Tips
Legendary football coach John McKay In response to a question about his team's execution said - "I'm all in favor of it."
We are just in the 1st quarter of this year but is momentum wearing your teams colors or are you already playing a couple of scores down?
I had a manager fresh out of college that was a Tennessee grad and spoke almost exclusively in football clichés. Was a great manager and still good friend. Although some of them were a stretch, they rattle around in my mind when thinking about client development and sales opportunities from time to time. Here are some of my favorites that I hope you will enjoy:
Getting a deal comes down to blocking and tackling: How are you on the fundamentals of planning. How are you executing on each move? What is your plan for the 1st hour of the day? Who are you calling? What are you doing? Look at successful people and are they executing the little things all day or relying on a big play to pull them through.
Goal line stand: Protect your brand. Protect your name. Protect what you are about. When it gets down to there it is who wants it more.
Punt: Risk/ reward. Sometimes the best deals are the ones that you never make.
Matriculate the ball down the field: If the goal is to score and ultimately win, what does everything that leads to that look like? It’s the actions that set up other actions, deliverables that lead to the final result. What measurable events (10 yards at a time) are you planning and executing on to get to your goal? How do you identify areas where you can do better the next time you have a chance?
Calling an audible: When faced with competition that has you matched well, change the play in your favor.
Executing the 2 minute offense: When the pace is picked up and time is not on your side, where does precision come in? It comes from preparation, teamwork, communication. Everyone has their role and everyone is dependent on each other to do their job.
Nose for the football: Know when a play is about to be on, anticipate, and make your move. Always be looking and listen for opportunities. Be in position to capitalize.
Don’t be the quarterback with happy feet: When the pressure is on, questions are flying at you, you may not have as much time as you think, slow things down in your head and rely on your ability.
Pin your ears back and go after them: When your competition is back on their heels a bit, aren’t executing, and you have momentum, go after them. You do them no favors by letting them believe they are better than what they are.
Hand the ball to the official after a touchdown: Scoring touchdowns are what you are supposed to do. Winning, growing business, executing, is why you are hired, and what is expected. Act like you been there before and just hand the ball over..
Gut check time: I’ll never forget what my manager said on a low day in his office. I had produced a few excuses for a bad sales month and he said, “Whatever problem you think you have, you will own it. If you think people won’t buy because of this reason or that, they won’t. Use any excuse you want, they all work..” If you think you can’t develop clients because you are an associate or never have before, you won’t. You have to see yourself above your plan. Everything you do from that point on is an exercise in getting there.
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