by Joe Bonura, CSP
Never Too Young To Learn
Last week, I took my eight-year-old grandson fishing in the lake
behind our house. After his second cast, he caught a small bass.
Many casts later he complained that he was not catching many fish.
The Fun Is In The Failures
I told him that the fun of fishing is as much the anticipation
of catching a fish as it is in actually catching a fish. I told
him that if he caught a fish every time he threw a line in the water,
fishing would become very boring.
Morning Till Night
A few years ago, I took my two sons on a fishing trip to Canada.
After four days of intensive fishing from morning until night, we
caught only thirty fish.
3000 Casts And Counting
Just for the fun of it, we decided to see how many times each of
us cast a line in the water before catching a fish. It turned out
that we made over 3000 casts each, resulting in our success ratio
of one fish for every 300 throws.
You Never Know
But that is what made it fun. We didnt know what result we
would achieve when we threw the line in the water. We did know that
if we did not throw the line in the water, we would have zero results.
Get Your Line In The Water
OK. This is a fact: The same is true of selling. If you don't have
a line in the water, or if you are not on the phone calling prospects,
you will get zero results.
The Pros Have It
I have watched several fishing tournaments on TV over the years,
and some fishermen will always do better than others. Why? Because
they have better fishing skills.
The Three Great Rules
Those of you who have heard me speak, or who have read my book,
know that my three great rules of selling are: 1) Make Calls 2)
Make More Calls, and 3) Make Many, More Calls. As simple as that
sounds, it works. The more you have your line in the water, the
more opportunities will come your way.
The Three Great Rules Refined
Over the years I have added the following to my three great rules.
Make targeted, focused, skillful calls.
Are You Willing
The question is: Are you willing to keep going when the fishing
hole isn't yielding any fish? I was tempted to give up, but I decided
to cast my line in the water one more time.
Strike It Rich
Sure enough, I had a strike. It was a big one too. What would have
happened if I had decided to call it a day? Sometimes it is that
last call, the one I really do not feel like making, that delivers
the biggest return and the greatest thrill.
Start Fishing Now
At the end of the day with my grandson, he remarked, You
know what, Popsy? Fishing is a real adventure. And so it is
with selling! So get your fishing pole (your phone) and start casting
(dialing for dollars).
Click here to read my article on phone
© 2008 Joe Bonura & Associates, Inc.