inPurpose
Big Fish, Small Water
You can toss a cast net in the ocean and see what you pick up. Or you can strategically pursue a Big Fish in small water. Which is most likely to yield the results you want?
Whether you’re fishing or selling, the same principles for achieving success hold true. Sometimes you may want the sheer surprise of what comes up in the net. If you want impressive results worthy of the effort, however, you’re much more likely to catch what you want if you Prospect, Prepare, Place and then Present your appealing lure in just the right way and in the perfect spot.
If you think of the market as the ocean, you can cast a net all day long and drag in what floats by, most of it to then be picked through and tossed back. The alternative is to focus your efforts down to the market segment and prospects — down to the “small water” — that lets you clearly see what you want to catch. Then it’s a matter of working that spot to maximum advantage. They don’t all bite, but you can clearly tell if what you’re Presenting is a match for what they want. And when they do hit – Wow!
The thrill of catching a Big Fish in small water is unlike any other. Enjoy the Fishing – and the Journey!
Whether you’re fishing or selling, the same principles for achieving success hold true. Sometimes you may want the sheer surprise of what comes up in the net. If you want impressive results worthy of the effort, however, you’re much more likely to catch what you want if you Prospect, Prepare, Place and then Present your appealing lure in just the right way and in the perfect spot.
If you think of the market as the ocean, you can cast a net all day long and drag in what floats by, most of it to then be picked through and tossed back. The alternative is to focus your efforts down to the market segment and prospects — down to the “small water” — that lets you clearly see what you want to catch. Then it’s a matter of working that spot to maximum advantage. They don’t all bite, but you can clearly tell if what you’re Presenting is a match for what they want. And when they do hit – Wow!
The thrill of catching a Big Fish in small water is unlike any other. Enjoy the Fishing – and the Journey!
Photo courtesy of Charles Angle, fishing the Pier Marquet in Baldwin Michigan for the King Salmon run, 2011
3 Comments
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Michael paradise
9 years agoYour like today from star wars Bill. Very wise. I totally agree with what you are saying. Your not going to fish for snook the same way you fish for catfish. To catch the elusive snook you need patience,determination and experience to know how to land one but when you do land one at that moment there is not a better feeling in the world. Catfish you can catch all day and it’s not meaningful like catching a game fish. Like I said before Bill. Your a rock star. Keep on keeping on my brother.
Christina Checchi
9 years agoThere’s a huge ocean of candidates out there! Always fun to narrow that down to the small water and find the Big Fish to join our team! Thanks for sharing!
Jim Sivils
9 years agoCoach has trained our sales team well.
We are going to need a bigger boat.