The Last Boy Scout

Prepare to win, or lose to someone who is.

For over a century the Boy Scout motto has been "Be prepared!" Why don't we as business professionals gather the proper resources before engaging a prospect. When you show up to a networking event, how prepared are you? When you go to some kind of connection meeting, either business or social, how prepared are you? In order to become a success at sales or at life, the first thing you have to master is homework and preparation. I've provided a list and excerpt from Jeffrey Gitomer that will help you prepare to win.

1. Do your homework - Don't just look up a potential customer's website, find articles via Google that provide important information that could be useful in your meeting. Read the prospects literature, which may talk about shifts in emphasis and market coverage. Try seeking out current suppliers who may have valuable information for your particular call. Use social media (LinkedIn) to find people in your network who might have an inside angle. Contact someone from their sales department because salespeople will tell you anything.

2. The workday starts the night before - Cut back on watching TV and prep for the next day's presentation or sales call. Throw away the clicker and stop drinking during the week.

3. Work while others sleep - Gitomer wakes up early every day and begins to write on his computer. He's been doing this for 12 years and in turn has written five books and given over 1,000 presentations. From 11pm to 1am, things are quiet, so he surfs around looking for business ideas. The point is that he takes those extra three or four hours a day and earns more in that time, when most people are asleep, than they do when they're awake.

In closing I read a quote made famous by Woody Allen that states, "Ninety percent of success is showing up". He almost had it right. The principle is: Ninety percent of success is showing up prepared. Preparation is the key to success. Luckily for you, most people are either under prepared or unprepared. There's no such thing as being over prepared.