Snowing? Again? 5 Crafty Ideas to Keep Your Sales Funnel Flowing

As I stare out my window and see the beautiful Colorado snow falling, I'm not surprised that half of my appointments have rescheduled and several others have closed their offices early. I've looked for stats, but even Google couldn't help me find how many of us whose livelihood depends on our sales effort peril as a result of inclement weather. It's 4:22pm Mountain time, and since my schedule is now clear the rest of the day, here are 5 things I've done to keep selling, despite the weather.

1. Buy 20 snow scrapers and go knocking on doors.

I've done this a few times, and looked like a knight in shining armor. Cold calling with a special gift that's no doubt going to come in handy means two things. The gatekeeper is going to be impressed and let you pass, and the person you either came or mean to see is going to know you're there. Personally, I don't opt for a crappy dollar store variety...you can bargain shop at Wal-Mart for some really good ones on clearance. Remember, it's not who you know, but who knows you...and you'll be remembered for this.

2. Roll up your sleeves and go to town with your snow shovel.

This requires some real effort, but it's not like you have to do the whole parking lot. Carving a path from the office door (especially if your client doesn't pay handsomely for a service) to the boss's car can pay off in a big way. Simply finish up with your scraper (#1) and leave your business card on the windshield...I like to write a note on the back - "Please drive safely on your way home!" - I guarantee you'll receive a call back in the morning. Who knows? The news might even find out and post a story...just like this one.

3. Show up with instant warmth.

Perhaps a little less original, but still effective. Have you ever experienced a warm and toasty office building? Me neither. I used to type as long as I could before I had to run - literally, run - around the office until feeling came back to my fingers. Some donuts and coffee (they're cheap - you can spring for the whole office) go a long way to show you care. Worried about the impact of calories? Don't be. I've found clients to be a little less concerned about the mid-section when a perfectly comfortable surprise is presented. But, if you must, leave these helpful calorie cuts behind on the table...maybe just not front-and-center.

4. BE EXCITING when confirming the appointment.

If you're considering your odds while preparing to call a client that they'll try to bail on you, you're wasting your time. They don't want to meet with you...they don't even want to be there themselves, and the sooner they rid themselves of you, the sooner they can go home. It's time to sweeten the pot. Do this instead.

Assuming this is someone you actually want to sell to or service, you've done your homework. If not, take a look at their LinkedIn profile. Scroll down to their hobbies and interests. If they like golf, for example, get your hind parts over to Sports Authority or Dick's Sporting Goods. Buy a sleeve of balls, a the newest driver they have, and a Home Range Hitting System (stay with me here). Snap a picture on your smartphone and e-mail them you've got something awesomely fun to do when you arrive promptly at 2pm. I've yet to meet a business owner or high-level manager that would rather sit through your boring presentation than to swing the best equipment on Pebble Beach instead. When you're done, hand over the slightly used balls as a gift, fold up the rest, shake a hand and BRING IT BACK. Stores today let you return everything, and return it you shall.

5. Bring out the heavy artillery.

This one takes a good relationship with the client, but what an unforgettable experience it'll yield. Everyone fits like someone we know. If you live in beautiful Colorado, you've got at least 2 pairs of snow pants, 3 winter jackets, 4 sets of mittens and gloves, and two pairs of winter boots. So do all of your girlfriends.

Following the same logic as #4, show up with all this stuff in your car, and invite the prospect to coffee, just as planned. However, a left here, a right there, and all of a sudden, you've arrived at a sledding hill (if you don't know of one, Google it...I've hit just about all of the local spots over the years). Now, in all likelihood, she'll have a confused or terrified look on her face, so she may need some coercing. But I'm here to tell you, even being dragged up the hill yields the most surprising, childhood-loving fun known to winter. Last week, my kids dragged me out against my will, and I had one helluva time. This bonding experience will NEVER be repeated by any vendor she knows...and you'll never be forgotten.

So keep on selling...I'm willing to bet no one else is, and you're going to be laughing all the way to the snow bank.