Page 44 - Social Media Marketing

22 Walk Like a Giant, Sell Like a Madman

I broke my goal into milestones and then I broke up my work-
load by inventing new ways of doing things and then delegating
the work.

Suppose your goal is to sell 240 cars this year. If you look at it that
way, it sounds like a monumental task. So break it down to just 20 per
month. That sounds a little easier, but it's still somewhat daunting.
So let's break it down further to one car per day if you work a five-
day week. One car per day doesn't seem too difficult, but take it a
step further. How many prospects do you have to approach to sell
one car? For the sake of this example, let's say that, on average, you
need to have 18 quality presentations to prospects to sell one car.
That means you have to meet with just two prospects each hour of
each day you work. How's that for getting you focused? If you meet
with just two prospects every hour you work, you can put yourself
on pace to sell 240 cars this year.

Making your goals as simple as possible makes them more at-
tainable. It also helps you realize whether they are realistic. Maybe
your current systems allow you to meet with only one customer per
hour; maybe you're on pace to sell only 120 cars this year. But what
if you could hire a part-time assistant for $1,000 a month to han-
dle administrative tasks and paperwork? Would that allow you to
meet with two or even three customers per hour? Would it be worth
$20,000 a year to double or even triple your business? Do you see
the power of planning, goal setting, and simplifying? It's the only
way to get a clear picture of where you are and, more important,
how to get to where you want to be.

Choosing a Reward

Employees often become discouraged when their hard work and
expertise go unnoticed and when their company fails to compen-
sate them in some way for their sacrifice. As an entrepreneurial
salesperson, you are responsible for rewarding yourself. Whenever
you set a goal, choose a reward to give yourself when you achieve