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To Sell, You Have to Take Action

As a sales professional, you face a simple choice.

Stay put or go out and do something. Believing that “if you build it, they will come” is a fallacy.

Planning is essential, but without conversations, it won’t lead to success. It’s time to take action and start having those conversations.

Shake hands and create familiarity with your voice, face, and message. This way, when people see you, they will recognize you and remember your message. This is where serendipity happens.

The key message of David’s new book, Do It! Selling is that without action, there will be no results. Leads do not come out of the blue. Sometimes these leads may seem serendipitous, but they actually result from the actions you take to create an environment conducive to generating leads.

If you consistently put in effort, the universe has a way of rewarding you, but it won’t reward you for simply waiting for success to come to you. Waiting around for leads to come to you is a reactive approach.

Instead, you need to be proactive and actively seek fresh targets on a regular basis.

The 3 PR Game Plan: Personalized, Professional, Public Relations

For those who are a bit reluctant to sell, David presents a new mobile phone number data updated 2025 definition for sales: ‘Are you sending enough invitations to a conversation with enough of the right people about how you can help them?’ This conversation may not always lead to a commercial relationship, but results in an introduction or referral.

Sometimes, the person may not be the right fit at the moment, but they may come back in the future with an opportunity to work together. Therefore, it’s important to put fresh prospects on your radar daily by sending enough invitations to a conversation with real people whom you can help, with the intention of opening a conversation and seeing where it goes.

Enter the Three P. R. Game Plan, which stands for Personalized, Professional, Public Relations. This is not the same as traditional public relations involving press releases and media interviews. Instead, it consists of three content marketing or content production components: speaking, publishing, and social media.

Speaking

Speaking is the first leg of the Three P. R. strategy, which involves generating leads and sales through speaking engagements. This can include speaking in person to groups, participating in podcasts, live streaming, or creating short video emails to send to prospects.

Publishing

This doesn’t mean publishing a book, but rather creating articles, blogs, cheat sheets, and other content that is relevant and valuable to your target market. These pieces help establish credibility and expertise.

Social Media

Being active on online platforms where your target market is already china data engaging helps raise your visibility and shareability. This can include social media platforms, blogs, portals, communities, and forums.

By implementing the Three P. R. strategy, you can generate more leads and increase your visibility, credibility, and shareability. Remember, it’s important to put fresh targets on your radar every day to keep the momentum going.

Targeting Your Ideal Qualified Prospect (IQP)

Every salesperson, whether you are a consultant, solopreneur, or work for a big company, faces the challenge of identifying their target audience and the different layers of people to target within that audience. we are living in a time of insane volatility and uncertainty, so The target audience is constantly moving and changing. Your ideal qualified prospect (IQP) is not static. Finding the money is a problem in a world where everything is changing.

Here are three frameworks you use to identify where the money is in a changing landscape.

  1. You need to define the niche or target market that you want to focus on. The mistake many people make is trying to target everyone, assuming that everyone needs their product or service. However, not everyone has the need or resources to purchase your product or service. If you zero in on exactly the right people that you want to serve, where you have some track records, experience, and expertise, you will have a high degree of confidence that you can help them. This makes your life so much easier because you know where to speak, where to network, and where to build relationships.
  2. To build a universe of influence, it’s essential to focus on a narrow and deep market. Establish credibility in one industry, then expand into adjacent or different markets. If you keep working with a variety of customers and clients, you’ll never gain momentum or a track record within a specific industry. Without a track record, repeat business, referrals, upselling, and cross-selling become impossible.
  3. To get started, consider where you’ve done your best work and who you can help the most. Identify the people who have given you the most significant results and gather testimonials, testimonial clips, and testimonial videos. These individuals are your target audience, and you should focus your efforts on them. Determine where to publish, speak, network, post, and participate in blogs, portals, forums, and communities to reach this audience. Once you’ve established yourself, the snowball effect will kick in, and you won’t need to bounce from one market or target group to another constantly.

It’s Simple Economics

As you go through this process, keep in mind that not only must your prospects have the ability to pay, but they must also be eager to pay for our services. It’s not enough that they have a budget; they must have an urgent, pervasive, and expensive problem that they are willing to pay a premium fee to solve.

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