Blind Spot – The Need Of Approval

In yesterday’s blog I talked about Business Building Activity can take 1 – 3 years to gain a yield vs. Appointment Building Activity can take just days.

So what is the Blind Spot that causes our ego to convince ourselves to spend 90% of our marketing activity on Business Building Activity and 10% on Appointment Building Activity?

The ego doesn’t like rejection and in its search for the need of outside approval, rather that taking what appears to the ego to be the hard road associated to the calls and conversations that are related to Appointment Building Activity, the ego convinces us to take the road with the least amount of resistance.

So the ego convinces us to invest 90% or more of our time into creating; web sites, e-newsletters, blogs, cds, strategic alliances as well as; brochures, flyers and public speaking where the ego doesn’t have to face the volume and rejection related to Appointment Building Activity.

Again, creating; web sites, e-newsletters, blogs, cds, strategic alliances as well as; brochures, flyers and public speaking are essential to marketing systems to multiply our efforts for the longevity of our business and they often take 1 – 3 years to gain a yield.

What is really sad about this, sooner or later we begin to realize that our sales are dropping and the Business Building Activities that were supposed to support our sales are quickly absorbing more and more of our energy, time and bank account to get them completed.

Instead of celebrating the Business Building Activities we actually begin to curse them because they are not yielding business quick enough to replace our lack of Appointment Building Activity.

Worse yet, we have lost our momentum of our Appointment Building Activity.

We are in what feels like a rut. If fact, you probably have heard that old joke “What is the difference between a rut and a grave? 6 feet!

So what to do to get out of and what to do to stay out of this rut?

– Make a list of all of the Business Building Activity and write about what is good and great about the investment that you made. Write down what you intend to have happen as a result of this activity.
– Make a list of all of the prospects and quotes that you have. Prioritize each one by the “expected closing date” and the “size of the sale”. Beside each, write down the action that you must take to take the sale to the next level.
– Get back to Appointment Building Activity to 60% or more of your marketing activity
– At the end of every day, acknowledge yourself by writing down all the action that you took that day towards your intended goal.

Stay tuned tomorrow when I will talk about the Blind Spot that can cause us to not;

– At the end of every day, acknowledge yourself by writing down all the action that you took that day towards your intended goal.