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Youve been told that sales is just a numbers game. If you just make X dials youll talk to Y people and hold Z appointments that will result in S sales. Wow, hows that working for you? Ill bet you just love spending hours dialing the phone to speak to about 3 people if youre lucky who in no way want to talk to you.

How well do you respond when a stranger calls you unexpectedly and wants you to meet with them? If you are at all normal, the answer is not well at all. Your goal is to get off the phone with this intruder as fast as possible, and the last thing you want to do is meet this person face to face.

Yet, dont you need to sit down with people in order to get them interested in what you have to offer? Of those that you somehow wrangle into an appointment, how many are receptive and really interested in meeting with you and learning about how you can help them? Maybe 1 in 100.

If youre ready to give up on the myth that sales is just a numbers game and learn how to predictably obtain appointments with real prospects you may want to keep reading. You see your potential customers think and feel the same way you do, so instead of beginning what you are hoping will be a life-long relationship on the wrong foot, spend a little more time on the upfront so you are a welcome guest rather than a bothersome pest.

To earn the status of welcome guest requires that you gain your potential customers attention and interest. now that isnt an easy task because there are hundreds of other agents and advisors in your very neighborhood fighting to gain appointments with the same people you are. That means you have to be able to communicate what makes you unique in the market place. And I did mean you not your company because your customers have to buy you before they will ever do business with you.

Knowing what is special about you and generating interest in knowing more about what you do is a first step. The problem is that you cant articulate this because you havent taken the time to think things through and dig deep within yourself to discover what you bring to the table that is of value to the people you want to work with. plus you are so scared of excluding a potential customer that you think you have to be everything to everybody.

The simple truth is that as long as you insist on being everything to everybody you will continue to be nothing to anyone, and you will continue the daily drudgery of fighting for the scraps that fall from the tables of the specialists. A generalist will never financially outperform a specialist. Think about it. When you visit your general practitioner is the cost of the visit the same as the cost of visiting a pediatric orthopedic surgeon?

If you are new to the business you are thinking that you dont know enough or have enough experience to be a specialist. That simply isnt true. The first step is selecting a target market that is large enough to financially support you yet small enough for you to become a recognized expert. Then involve yourself in the lives of those in your target market so you know their business, you know their problems and challenges, you can speak to them in their language, and you know how to help them with the challenges they face through your service.

Proper planning today will enable you to make more and better sales tomorrow. All of this is part of your marketing planning process. Effective marketing enables you to communicate to people in your target market who will reach out to you wanting to know more about how you can help them. This eliminates endless hours dialing the phone trying to connect with people who dont want to talk to you, spending your time with people who cant wait to get away from you, and helps you to make immediate sales because you are meeting with ready buyers.

business coach Cheryl A. Clausen will help you to get results in your real estate, insurance, or financial services business. Coaching works and my clients results prove it. If you would like to Give Coaching a Try click here. To find valuable articles, book reviews, and other information visit http://CoachingMegaAgents.com/ To contact Cheryl directly: call 402-926-1134 or email Cheryl@CoachingMegaAgents.com