Man I am so guilty of this. The siren song of sending an email to a prospective client then kicking back & congratulating yourself on a job well done is very strong. The truth is people buy from other people. You have to get up close and personal and make things happen. It isn't easy. It's not always fun. But it's absolutely critical to the survival of your business.
My message to today’s sales people? Those who are listening but failing because of your dependency on email. Pay attention. I had a mentor once tell me, and he was right, EMAIL IS NOT YOUR FRIEND. Pick up the phone. Call outside of normal hours – not when you know you will get voicemail. Send a hand-written letter. Network hard. Walk into the office and sit for hours until someone will see you. Hunt people down at shows. Do not give up after one attempt, after 3 attempts or even 5. It can take 10 or 15 consecutive attempts over a short period of time for someone to turn around and say “ok, what do you want to say to me?!?” Develop a shark’s mentality and a thrill for the hunt. Those skills will pay off for the rest of your career.