29 It’s All About You

The mind of man is capable of anything. Because

everything is in it. All the past as well as all of the future.

—Joseph Conrad

Here we are at the end, and guess what: Prospecting is still not

your favorite thing to do. On the other hand, we hope we have

persuaded you that it’s something you can have some fun

with. It doesn’t have to be as joyless as a trip to the dentist for

a root canal.

If you follow the suggestions in this book, prospecting will

be a lot more rewarding, too. You’ll be successful far more often.

Here are a few final words of advice.

Make It Routine

Incorporate these tools and techniques into your everyday

prospecting and cold-calling routine. The more you work at

them, the better you will get. You will remember less than 15

percent of this book’s lessons if you don’t adopt them into

your daily routine in the first twenty one days.

Set Goals

Write down some goals and post them where you have to see

them daily. Yes, every self-help book tells you to do this—because

it works.

From the tools and techniques we have offered, pick out

the ones you like best and write them on Post-it_ note—one

technique per note. (Hey, you spent a few hours reading this

book. Now make your time investment pay off.) Put the notes in

your office where you’ll see them. Scatter them on your bathroom

mirror so you’re reminded of them every morning. Make

a bet with yourself that you’ll incorporate X number of techniques

into your routine each week until you’re using all of

your favorite ones. Maybe your goal is just one per week. The

important thing is to get started and build some momentum.

Fight Change Resistance

Did we say that prospects hate change? Everybody hates

change, and that includes you. If you want to get better at

prospecting, your toughest opponent is inertia—the tendency

to slip back into old habits. In the end, you will be the judge

of whether you gave these tools a fair shake. Will you adopt

them and adapt them to turn your prospecting efforts into art?

Or will you read this book, say, “Yeah, I’ll bet that would work

for me,” and then go right back to doing the things that made

you hate prospecting in the first place?

Habits are hard to break. But don’t give up the fight. The

winner or the loser will be you. It’s your choice and your effort

that will determine what you take away from this book.

Really want to knock their socks off? Then go do it.

The mind of man is capable of anything. Because

everything is in it. All the past as well as all of the future.

—Joseph Conrad

Here we are at the end, and guess what: Prospecting is still not

your favorite thing to do. On the other hand, we hope we have

persuaded you that it’s something you can have some fun

with. It doesn’t have to be as joyless as a trip to the dentist for

a root canal.

If you follow the suggestions in this book, prospecting will

be a lot more rewarding, too. You’ll be successful far more often.

Here are a few final words of advice.

Make It Routine

Incorporate these tools and techniques into your everyday

prospecting and cold-calling routine. The more you work at

them, the better you will get. You will remember less than 15

percent of this book’s lessons if you don’t adopt them into

your daily routine in the first twenty one days.

Set Goals

Write down some goals and post them where you have to see

them daily. Yes, every self-help book tells you to do this—because

it works.

From the tools and techniques we have offered, pick out

the ones you like best and write them on Post-it_ note—one

technique per note. (Hey, you spent a few hours reading this

book. Now make your time investment pay off.) Put the notes in

your office where you’ll see them. Scatter them on your bathroom

mirror so you’re reminded of them every morning. Make

a bet with yourself that you’ll incorporate X number of techniques

into your routine each week until you’re using all of

your favorite ones. Maybe your goal is just one per week. The

important thing is to get started and build some momentum.

Fight Change Resistance

Did we say that prospects hate change? Everybody hates

change, and that includes you. If you want to get better at

prospecting, your toughest opponent is inertia—the tendency

to slip back into old habits. In the end, you will be the judge

of whether you gave these tools a fair shake. Will you adopt

them and adapt them to turn your prospecting efforts into art?

Or will you read this book, say, “Yeah, I’ll bet that would work

for me,” and then go right back to doing the things that made

you hate prospecting in the first place?

Habits are hard to break. But don’t give up the fight. The

winner or the loser will be you. It’s your choice and your effort

that will determine what you take away from this book.

Really want to knock their socks off? Then go do it.