IT IS NEVER TOO COLD OR TOO
Joe Bonura, CSP
It Is Too Cold.
It is January, and I am in my sunroom watching a great
blue heron perched on a log in the lake in my back yard. He has
been sitting there for the past hour; I am amazed at his patience.
Doesn't he know that it is too cold for any fish to pop to the surface
for his lunch? He keeps focusing his attention on the water.
What Do I Know?
He just dipped his head in the water and came up with
the morning's meal. His patience and his instincts have paid off.
He did not fly up and down stirring up the water; he did not peck
at the water in hopes of catching a fish; he knew that if he sat
there long enough, something would swim by. He knew his territory.
It Is Too Hot
My reaction to the Heron reminded me of earlier this
summer, when my grandson Isaac asked me to go fishing. It was a
hot summer day, and I knew that the fish were not going to be biting,
so I told him that if he wanted to go for a boat ride, he could
come now, but if he wanted to go fishing, we had to wait until the
sun went down and the water cooled off.
Do It Now
When he insisted that he wanted to go immediately,
we went fishing in the 90-degree temperature. I was concerned that
he would be disappointed. Sure enough, ten minutes after we cast
our lines into the water, he said, "Popsy, I think my lure
is caught on a log." When the line started to move past the
front of the canoe, I said, "Isaac, logs don't swim; I think
you have a fish on the line." Five minutes later he reeled
in a six-pound, large-mouth bass -- larger than any fish that I
have caught in the lake!
Do Not Prejudge the Outcome
The lesson I learned from the heron and from Isaac
is to not judge the outcome before making an attempt. If the heron
had given up, he may have eventually starved to death. Similarly,
you as a sales person, might prejudge whether or not you should
"throw your line in the water."
Yes, You Can
Recently, I was with a media sales representative,
and we passed a dry cleaning establishment. I suggested that we
might call on them to which he replied, I don't think that we can.
I asked why, and he said that someone else from his company might
already be calling on them. I recommended that we call on them anyway,
and he ended up with a new advertiser.
Fear of Rejection
Why are sales people always looking for a reason not
to call on a prospect? It is fear of rejection. It is better to
be rejected while trying than to do nothing, and to be rejected
by inaction. When you at least try, there is the possibility of
success. When you do nothing, there is the possibility of nothing.
A friend of mine once commented that he would rather be doing something
for nothing, rather than nothing for nothing.
I am now watching a squirrel chomping on a nut as
he sits on a branch. The squirrel is eating a nut that he buried
during the fall. If he had not gathered the nuts when the time was
right, he too would not make it through the winter. We learn so
much from observing nature, and the practical applications are endless.
Harvest What You Plant
Most of the business that I have today comes from
seeds that I planted in the past. When someone says yes, it is because
of the many times that I have followed up. Just as the heron was
vigilant, you must be patient and persistent, and just as my grandson
was ready, you do not have to wait until the timing is perfect.
It may never be perfect, so some action will always lead to some
result, hopefully, a positive one.
Sit patiently and cast your line in the water.
© 2013 Joe Bonura & Associates, Inc.