Each "90-day Plan" I create is generally two or three pages long, comprising a list of clearly stated bullet points with relevant dates. The idea is not to make creation of plan my end game, but rather to have a simple, action-oriented tool in place that keeps me focused.

3. Every month I then create a simple list of items that I need to accomplish within roughly next 30 days. I call this list my "Monthly Milestones" and it's usually nothing more than verbiage I cut and paste from my current 90-day plan, arranged in sequence.

4. Lastly, at start of each week I create a "Weekly Task List" of what I need to do so that progress towards my goals continues. This is akin to a "to-do" list and I simply cross off each task as I get it done. Some weeks my list is loaded, other times there may be only one or two items. What's key is that there's always something to do . . . and that something always gets done.

Of course, in all that you put on paper or commit to your computer screen, be sure to maintain an element of flexibility. Create your plans and follow them knowing that from week-to-week and month-to-month your objectives can--and most likely will--change.

~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~

Copyright (c) 2004 by Matt McGovern--All rights reserved.

Blair Singer in his book Sales Dogs says “The more marketing you do, less selling effort you have to deal with. Prospects put up their hands and come looking for you instead of your having to sniff them out. It’s art of having sales opportunities come to you” In effect what he is saying is more effort you put into cultivating your orchard, less time you have to spend out looking for fruit in other people’s orchards. The challenge for Cultivators is to make sure they call on prospect once they’ve raised their hand.

If you’re a Harvester how can you develop cultivation skills? ·Implement activities to develop awareness that allow you to reach many potential customers in less time than it would take you to reach each one individually . For example send out a predetermined number of letters each week to prospective customers you have not met and that may not yet be aware of your product or service. ·Develop systematic ways to stay in contact with prospects that are not currently ready to purchase such as a regular newsletter. ·Develop credibility through active involvement or a leadership role in a trade association or organization that your potential customers are involved in.

If you are a Cultivator how can you assure you are harvesting rewards of your work? ·Initiate one-on-one follow-up when someone expresses interest. Don’t expect even very interested people to follow-up with you. ·Don’t approach initial meeting as a “sales” meeting. Rather than trying to sell, use initial meeting as an opportunity to really learn about prospects, their problems and their needs. ·Learn to love objections. If someone has an objection to your product or service at least they have an interest. An objection is easier to deal with than a lack of interest any day. ·Rethink your attitude toward closing a sale. Think of it as gaining commitment for an action.

If you are a Cultivator, harvest will never be your favorite time of growing season. If you are a Harvester you will never relish work it takes to grow and ripen fruit. However, successfully building new business requires both.

© 2003 STRATEGIES-BY-DESIGN May be reprinted with credits and contact information.