Closing the Sales Experience Gap Requires Forced, Predictable Behavior

Just about every day, 321 Biz Dev LLC encounters situations with white-collar small business owners that present opportunities to offer better training. Of course, I do not mean training about performing legal, accounting, dentistry, plastic surgery, insurance or real estate duties. All white-collar business owners have already received that training. The training I’m speaking about is the type where business owners take actions to acquire new clients. Do you know that insurance agents and Realtors have the most time to identify new sales opportunities? About 70% of the total time to find and close a client is available for contacting and prospecting. The remaining 30% is the time spent completing life insurance applications for insurance agents or driving buyers around the community looking at properties, or doing open house for people selling homes. As tasks become more complex such as is for attorneys, CPAs, dentists and plastic surgeons, time to find new clients drops to as low as 30% with 70% of the remaining spent performing legal, accounting, dentistry and surgery tasks. So, it may be clear already how the sales experience gap exists. What are white-collar small business owners doing if they are not performing tasks related to fulfilling client orders?