As I was getting my first cup of coffee this morning, I was thinking of all the things on my Evernote To-Do list:
All sound important right? To me they did too...Until they didn't.
I was suddenly reminded of a very on-point segment of a Tom Hopkins CD I was recently listening to. If you're not familiar with Tom Hopkins, he's considered one of the top Sales Trainers in the World. Hopkins talks about the phenomenon of salespeople (and I believe you can include fundraisers here as well) often FEELING like we're doing Real Sales Work when in fact, we're not. For example: You get up in the morning and get dressed. Feels like real work. You review your calendar and top leads. Feels like real work. Respond to a few emails. Feels like real work. You get the point...Do enough of this stuff and there goes your day. Boy were you busy!
It's so easy to get caught up in action and activities while never getting to the meat and bones of what our key role is: Getting in front of decision makers that can say YES and making a personal connection. We (and I include myself) can find it incredibly easy to fill our day with actions that seem like Sales/Prospecting Activity when in fact, they're not.
The Test for Sales/Prospecting Activity: Are you unique or IRREPLACEABLE in the interaction? For example, when you pick up the phone to call someone new, knock on a new door or personally connect with someone before, the only one making that happen is YOU. YOU are IRREPLACEABLE.
Please don't misunderstand. I'm not saying that everything else we do is pointless or doesn't matter. It absolutely does. I'm simply encouraging you to double-check that you're doing the all important work of personally connecting before you do the other stuff. A few suggestions:
Remember, there's only so many hours in a day. Make them all count!
Robert Grabel is the President of Nonprofit Now! You can find his posts here and at www.robertgrabel.com
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