Whether you’re a seasoned sales pro or a newbie, there’s nothing that can match the unparalleled high of a winning streak. And let’s face it—sometimes, luck has a lot to do with the way things turn out in the sales space. One day, a tough prospect’s good mood might make her particularly receptive to your elevator pitch, while the next, a CEO’s instantaneous dislike of your necktie might compel him to turn down what you thought was an offer he wouldn’t be able to refuse.
But while we may not always be able to control which way the winds of fortune are blowing, it is possible to tilt the scales in your favor with a few savvy tricks and techniques. Here are some tips that can help you learn how to be lucky.
Warm up a cold call. Nobody likes to be surprised. Before you unleash your pitch, give your prospects a heads-up with a brief note or letter of introduction. That way, you’ll be establishing a friendly business relationship with each target—making it that much more likely that your overtures will be met with enthusiasm.
Tune into serendipity. Some people say that luck is all about being in the right place at the right time. If that’s true, you can help synchronicity along by making it your business to be around when there’s a good chance that lightning might strike. Make it a point to show up at functions, conventions, and gatherings where industry heavy-hitters should be congregating.
Play up your firm’s PR. Is your firm in the news? Have you won recognition in the industry? Has your product line earned accolades in the press? Don’t be shy about pointing out your company’s accomplishments when you’re chatting up new prospects.
Promise them the moon and stars—and back it up. Bottom line: guarantees work. Position yourself as an industry leader with a comprehensive pledge that goes above and beyond the boilerplate legalese and weakly-worded caveats that most guarantees offer.
Never stop networking. The next time you spend time with a sales superstar, take the opportunity to watch them in action. Top performers are never really “off”—they frame every chance encounter as a way to connect meaningfully and to drive interest and business to their company. Make nonstop networking part of your everyday life.
What role do you think luck plays in the sales process? How have you made your own luck in the past? We look forward to hearing your best tips in the comments.