We have all heard the expression “The money is in the phone.” Or “The money is in the follow-up.” So true, and I know, as an entrepreneur myself, that following-up is an easy thing to put off. Most of us would prefer to be doing the fun stuff in our jobs that brings the money in directly.
My friend and colleague, author of The Wealthy Spirit, and Financial Stress Reduction Expert Chellie Campbell, calls it “sending out ships.” If you recall from your history studies, the European royalty would fund New World exploration by sending out ships with brave captains. Sometimes these ships came back with treasure, some never returned, and everything in between. This is where we get the expression “I’m waiting for my ship to come in.”
Chellie recommends sending out ships daily in the form of (yes) follow-up phone calls, emails, direct mail, speaking engagements, social media posts, blogging, networking, and more. Some of the returning “ships” are tugboats (one new prospective client), some even paddleboats (a returned phone call), others are ocean liners (landing a huge sale), frigates (a major media appearance), etc. They all count.
This works with any business, especially for those who feel at the mercy of others. It allows actors, e.g., who feel like they must wait for an audition to be in action and create “heat” by writing, producing, attending workshops, etc. During a slow economy, what can you do to make some waves? Can you send out more ships? Build your own?
You will very quickly find your formula for success. For example, if you make 10 sales calls, you will make two sales. Very simple to double your salary. Just make 20 sales calls! You will come to trust this. It never fails. They may not all return immediately or exactly when you want them to do so, but believe me, ships happen. And the more you send out, the more return. I personally send out 10 per day, and I make it fun. I created the attached Ships Log and check it off daily. It’s a self-hypnotic technique that allows my business to be fun and creative vs. drudgery.
See you on the open seas…
SHIPS LOG
Week of: _____________________________________________________
Monday:
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Tuesday:
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Wednesday:
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Thursday:
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Friday:
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SHIPS HAPPEN!!!!!