Building Business Relationships With Out The Manual Labor - Part 1

Is it possible for people to communicate adequately and bond with people, without having to do manual labor? How can that be possible? How does someone do that?

Before I answer that, I’m going to tell a little story. We found this video clip on the Internet. The guy in it is talking in Portuguese. I don’t know what he’s saying.

He’s in a boat fishing. There’s a guy with a camera. He’s got a spotlight, and it’s at night. All of the sudden, a fish jumps into the boat. They keep going. I kid you not; there are hundreds of fish flying. The guy’s sitting there, talking in Portuguese, laughing, and he has this belly laugh going.

He’s getting pelted with these fish. The cameraman is looking down, and these fish are just flopping in the boat, just hundreds of fish. I like to use that analogy, because that’s really what we’re trying to do is automate a follow-up. Picture the average salesperson out there with a fishing pole, burning up in the sun. Compare it to the guys who have the proper follow-up in place.

The goal is to have the prospect, the fish, so ready to go he essentially flops up on your plate and you just stab him with your fork. You’ve got to figure out the cooking part, but you know what I’m saying.

The problem with the way that people have had to do it in the past is that that type of follow-up really has relied, just like you’re saying, on human intervention.

We are horrible at following up consistently. We may do it for a week; we may do it for two weeks, maybe a month. The fact of the matter is we get busy. Life gets hard. We come in, we have a bad mood, and it’s just so easy for the follow-up not to happen.

So, to answer the question — absolutely. That type of automated follow-upn— the results of that automated follow-up — can happen without the sales people having to really be involved.