Sales Techniques | Jim Donovan's Blog

Business Tips I Learned From My Cats

January 12th, 2010 by Jim Donovan

Study your prospective target carefully
Sometimes, I’ll sit and watch one of our cats tracking its prey. Since they’re indoor cats, it’s usually a bug that found its way into the house. The cat will sit and watch, tracking the bug’s every move, studying it carefully; waiting. We can do the same thing and learn everything we can about our prospect before making a move. This has become a fairly simple task using the Internet and social media. Look at the person’s Web site, read and follow their blog and connect with them on Facebook or Linkedin. Follow them on Twitter.

Wait for the perfect moment
The cat will wait until all the conditions are just right then, and only then, it will make its move. Too often, we go in shooting from the hip and blow our only opportunity. Before you make the first contact, make sure you have everything you need and are armed with the necessary facts about your prospects business.

Make your first shot count
Cats rarely get a second chance at their target and neither do we. A cat stalking a bird or mouse either gets it on the first try or goes hungry that day. We usually get only one chance to make the right impression. Make it count. Sometimes it’s simply a matter of asking the person if now is a good time to talk. If the telephone people who call during dinner learned this, they’d make a lot more sales.

Learn to relax
You never see a cat frantically running around looking for something to eat. Why then do you fuss and worry about where your next client or customer is coming from? Set your goals, plan your work and take consistent, inspired action. The rest will fall into place.

Expect the best
In ancient Egypt, cats were considered royalty. Cats have not forgotten this. They expect to be treated like kings and queens. They expect the best. We should expect the best too and expect things will work out favorably for us.

Stretch yourself daily
Stretching keeps a cat limber and quick. We can stretch ourselves too. Make a habit of doing something each day that causes you to stretch out of your comfort zone. Maybe it’s making a cold call. Perhaps it’s going up to a stranger and getting to know them. Whatever makes you stretch, go and do it. Everything you desire is out of your comfort zone. If it was not, you’d already have it.

Ignore rejection
Have you ever told a cat no? If you have, you know it’s a waste of time and energy. Cats have mastered the art of ignoring people. When you hear a no from a prospect, just say, “Next” and move on to the next person. Pay no attention to it. It’s part of the game. If you can overcome the fear of rejection, you’ll be on your way to success in business.

Stay alert to new opportunities
Cats are always hunting, looking out for whatever might be around the next turn. You can do the same. Pay attention to what’s going on around you. Learn to listen to what people are telling you. You never know where an opportunity is going to come from.