Page 151 - Paulisms: Gold Nuggets for Small Business

That’s what sales are about – throwing those boomerangs out, knowing they’ll come back to you one day. The sooner you start throwing those boomerangs out – seeing or contacting people in regard to creating some sales activity – the sooner you’re going to get a return. Yes, you have to carry on and persevere, and know you are going to get some knockbacks. But throw those boomerangs out and they’ll come back to you one day. It took seven years of perseverance from our initial sales call on Housing NZ to when we won a contract. Seven years. But it’s a good example of boomerangs. It’s funny how sales develop by simply getting out of the office and calling on people.
From experience, it is important to throw boomerangs continuously, even when you are madly busy. You have to be proactive to smooth out the quiet times in view of the lag time from initial exposure to the prospect to