It's Monday, the start of a new week and I am preparing to go through an exercise I call "walking the fence". The term comes from a habit I read that rancher's and large landowners used to do. Every now and then they will walk their fence, which basically means checking out the current state of their property.
You need to do the same thing in sales.
Over the next three to four weeks I will be traveling throughout my entire territory to evaluate the current state of my business. Some of my objectives are as follows:
- Visit with my current customers and dealers
- Identify potential new customers and dealers
- Discover who is up and who is down in the current market
- Head off any potential problems
- Identify new opportunities
I like to do this at least 3x a year, which for me, with a very big territory...3 States, is more tahn sufficient. Next time, how to plan for walking your fence.
9 comments:
Steve,
I like this train of thought it is something that is very important to stay in the eye of your client.
Great post
Focus Your Energy
We walk the fence, literally, about once a week -- it takes quite a while since it surrounds over 400 acres. But, the cedar rails fall down and are sometimes torn down by inconsiderate trespassers.
Great post
www.SueCrutcher.com
I'd have an awful long walk. I'm trying to make the whole USA and eventually the world as my territory! Hope you feel better Steve!
good idea to review
Dr Helton, making your skin beautiful without surgery, nationally renowned Cosmetic Dermatologist
This is good advice. There's no better way to keep things in check than being on the ground yourself.
Yann Vernier - Personal Coach
Having grown up on a small farm, I knew exactly what you were talking about.
Scott A Bell
The Road Warrior
Good analogy, Steve. It's important to stay abreast of what's happening in your territory.
Jennifer Skinner
www.jenniferskinneronline.com
Mark your territory to keep it yours.
Good advice.
'TimBirch –Can it be better?
Like others have said, sounds like a long trip, but I think the face time is critical. The Baltimore Sun just did an article saying that for a lot of products, people do research online but buy in person.
Aaron
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