This Labor Day weekend, I took some time to put together a new plan to bring in business. The plan is easy and it's perfect for me. My sales should go through the roof compared to the last couple of years. The most interesting part of working this plan is that it has brought about a few unexpected surprises.
Part of my plan is to contact 10 prospects a day to get information from them as to whether what I have to offer would be good for their organization. Earlier this week, I had two responses from the same organization (different locations). One woman, we'll call her Ann, was very excited and very helpful after I first contacted her. We went as far as setting a date for me to come and speak to her group - I did this because I wanted to make sure I had the date open on the calendar.
The other woman, we'll call her Tina, also went as far as setting a date, but she had no personality and no excitement. In fact, she was almost borderline rude. She was very blunt with me - which I like, by the way, because it rules out any misunderstandings. I didn't expect to get any information out of her at all.
Well, when it came to discussing my fees, surprisingly, things shifted. They were assuming that I would come and speak to their groups for free. I suggested that they find a sponsor to pay for my travel expenses and my fee so the organization would not have to pay for it.
The response from Ann was this: "I have no desire to find a sponsor to pay your fees. However, if you know of any other speakers in our area, please send them to me." Yes, I am serious. That is what she wrote back. Remember, I said she was the one who was so excited about what I had to offer.
The response from Tina was this: "Here is an email from the president of our organization. She suggests you communicate with her about speaking at the regional level or at the national level." Tina went to the trouble of contacting someone with authority in the organization to help me out. I was surprised at this because she did not seem to be interested in what I was offering, except to have a free speaker at her meeting.
When I first read the response from Ann, I started to write an email back to her stating that I am a professional speaker and that I would not speak for free any more than she would work at her career for free. Then I stopped myself and thought that this is not about being right. This is about putting my energy where it matters - in booking speaking engagements for a fee. (The interesting thing about that is a few hours later, I was listening to an interview on a CD we got in the mail, and that exact comment was made during the interview.)
As far as Tina goes, I am thinking of sending her a gift for helping me. That is how much it means to me.
The lessons that I learned were twofold:
1. Whether the prospect is excited or not, that doesn't matter. The bottom line is whether they are willing to help me in reaching my goals or not.
2. It's not about being right. It's about putting my energy where it matters most - in getting the business.
Expect the unexpected and you will surely learn something new. I hope this helps you in all of your endeavors.
About the Author
Wendi Moore-Buysse is a professional speaker who works with businesses that want to market to women. She speaks professionally to, coaches, teaches, and consults with women who want to develop problem-solving skills and leadership skills using intuition, self-talk, and the belief system. Her books, e-books, and Life's Little Cheat Sheets(TM) blog are available on her website www.wendimoore.com.
This Labor Day weekend, I took some time to put together a new plan to bring in business. The plan is easy and it's perfect for me. My sales should go through the roof compared to the last couple of years. The most interesting part of working this plan is that it has brought about a few unexpected surprises. 
