When thinking through the ways salespeople find leads, most things that come to mind are incredibly structured. You think of networking events and telemarketing dials and LinkedIn messages and the like– and rightfully so, as this is the way it is most often done. When a salesperson is taught to prospect, they are taught incredibly structured, process-oriented methods. However, what they hardly teach is prospecting in daily life. Now, I don’t like always talking about work, but sometimes it comes up naturally and what you have is exactly what the person you are talking to is looking for.
This last summer I was chaparoning a church youth retreat as one of the male couneslors. However, one of my co counseors and I couldn’t get off work and so we had to sign in remotely for a few hours. So the kids were off doing an activity and he and I stayed back and worked at the cabin. Once we were done it was getting kind of late and we knew the kids would be back so we drove into town to find a coffee place (a full 15 minute drive). We got to a coffee shop and walked up to the door to find that the place was closed. The owner came out and we started talking. Eventually conversation shifted to what each of us did and I mentioned that I sold cake pops wholesale. He got this weird look in his eye and invited us inside. My friend and I looked at eachother, wondering if we were about to get murdered in some back woods coffee shack. We talk through the door and he threw two cake pops at us and said “taste them and tell me how they compare.” We did and after he and I started talking shop. While we did, he made us coffee and gave it to us free! Free coffee, cake pops, and a lead. How? Simply because I was willing to talk shop off the clock.
What’s the takeaway? Any interaction could turn into a sales connection. You never know when a person you meet could be looking for what it is you sell. Don’t be afraid to talk shop off the clock.
BoweryJE22
This is a great point. I think one of the reasons people hate dealing with salespeople so much is because it feels like they are just talking to a script. Worse yet they always to be in some kind of rush which makes the situation even more uncomfortable. Getting rid of the time element, talking to people, and getting to know who they are what there needs are creates a genuine bond from which sales can sprout from.
You highlight an important point that is often overlooked when it comes to prospecting and finding leads in sales. While structured, process-oriented methods are important, it is also important to be open to opportunities in daily life where a conversation can turn into a potential sales connection. The author’s experience at the coffee shop is a prime example of this. By being willing to talk about their business outside of work, they were able to make a valuable connection and potentially grow their business. It’s a reminder that sales is not just about following a process but also about building relationships and being open to opportunities in unexpected places.