Let’s look at two salespeople. Both have the same job, the same commission structure, and the same opportunity to succeed.
One of them has a huge personal network, seems to know everybody, and wins all the awards. The other is constantly buried with busywork, is always under quota, and only has a handful of strong contacts.
The difference between these two salespeople, the success and the failure, is only 15 minutes.
Schedule Daily Digital Networking Time
One of the most common reasons we hear why people don’t send out thank-you notes, email newsletters, and personalized e-mails is they “don’t have enough time."
We all have the same 24 hours in a day. Some people are able to fit in time to send birthday cards, and some people aren’t. Why is that?
I’ll give you two big reasons: Priorities and Efficiency.
People who plan for the long term prioritize what’s important, and they take action efficiently.
If you want to have the time to send out an email newsletter, then make the time. Just don’t make a lot of it.
Work is Expanded by Parkinson’s Law
In 1955, Cyril Northcote Parkinson published a funny essay in The Economist, where he posited: “Work expands so as to fill the time available for its consumption."
Parkinson’s Law, as it’s come to be known, simply means: if you schedule an hour to write a newsletter, it will take you an hour.
If you schedule 15 minutes, you will have it complete in 15 minutes.
It may not be perfect, but in a high-paced world, “done" is better than “perfect."
Which do you think would benefit you more in the long run?
-A perfect newsletter that never got finished, because you were busy? Or,
-A quick note to tell everyone in your address book “Happy (insert holiday)"?
Done. It’s better than perfect.
Your Most Valuable 15 Minutes of the Day
Spending just a few minutes every morning to reach out to your network is like planting five seeds, day after day, in your backyard.
After a few weeks, you will have a garden.
After a few months, you will have a jungle.
After a few years, you will be able to pluck the low-hanging fruit that successful salespeople are reaping.
You know how they became successful: by implementing regular habits of success.
Do what they do. Schedule your fifteen minutes for tomorrow, right now.