You Have Time to Sell
Written by Dave Lorenzo on October 8, 2018 / Video
The most common excuse I hear for not developing relationships is:
“I don’t have the time.”
Entrepreneurs say it because they make lots of decisions and they like to feel like they are on top of things.
Sales professionals say it because they are too busy wasting time trying to find shortcuts that don’t exist.
Lawyers say it because they feel like their entire existence is based upon the billable hour or producing a work product.
All of those reasons, are of course, garbage.
They are excuses.
We all find time for things we believe are important.
When you say: “I don’t have time,” you really should be saying, “That is not important to me.”
Here are the three things you must do right now to remedy this situation FOREVER.
First: Decide if you really want to take control of your life. If the answer is “YES,” you need to learn how to develop relationships. Period.
Second: Do something to develop a relationship first thing in the morning. Write a handwritten note to a colleague or client. Send an email inviting an evangelist to lunch. Write an article and email it to your list of prospects.
Why first thing in the morning?
Well, it starts your day off by reinforcing your relationship development priorities. It also gives you the momentum you need to focus on this throughout the day. And, if the rest of your day sucks, at least you did something positive at the outset.
Finally: Keep track of your activity. Keep an action list on top of your desk. This can be something as simple as a legal pad. Each day write down what you’ve done to develop new relationships. Review it right before you turn off the lights in your office and go home. This will give you a sense of accomplishment and it will also help you build the habit of relationship development.
Look, I’m not here to pester and nag you but I am here to tell it like it is. Unless you develop and deepen relationships you are stuck. This is the pinnacle of your career. Maybe that’s okay with you, and if it is, you can stop reading. If you want more from life, if you want the future you deserve, if you want to take back control, stop making excuses.
Here’s a link to a one-minute video I made to drive the point home. My 9-year-old was my camera operator on this one. I think he did a good job. Let me know what you think.