It’s the start of the fourth week of the new year.

How is your proactive activity going this year? Are you pleased with your outreach so far?

Reactive communication puts the inquiries in control. We are pinball bouncing around from one incoming request to the next. If the right requests come in, you might sell more this year. But if the wrong requests come in, you’re out of luck. Because you’re just reacting.

Proactive communications put us in control. If you want to grow sales, make a few more calls. If you have more than you can handle, back it off a bit.

This is true because we know this simple law: the more that customers and prospects hear from us, the more we will sell, and the less they hear from us, the less we will sell.

That’s the sales profession in a nutshell. Want to sell more? Call some more customers and prospects.

If that sounds, as my clients say, “stupid simple,” that’s because it is.

By the way, do you know how many calls three calls a day are?

It’s about 800 phone calls over a year.

Because the approach is to call people you know, and who know you, you will connect with on at least half of these calls. Between people who answer the phone, and those who will return your call (because, yes, you should leave a voice mail), you will connect with people on at least 50% of your efforts.

That’s 400 sales conversations.

In three calls a day.

That’s how easy this is.

It’s Monday.

The year is still brand new.