Diamonds

from the TalkingMediaSales blog:

In the early 1900s, Reverend Russell Conwell* earned $5 million by giving the same speech, which he titled “Acres of Diamonds,” more than 6,000 times to audiences across the country.

His speech told the story of a farmer who sold his farm so he could travel overseas searching for diamonds. After a lifetime of searching, he returned home penniless, having never found treasure.

In the meantime, the man who purchased the farm noticed one day a sparkle in the stream running through the property. He waded into the water and found – a diamond!

Turns out, the farm was sitting on one of the world’s largest diamond mines, which made the new owner rich beyond his wildest dreams.

The point of Conwell’s speech: you can find a fortune literally in your own backyard, if you just take the time to look for it.

The reverend concluded his talk by telling listeners: “Your diamonds are not in far distant mountains or in yonder seas. They are in your own backyard if you but dig for them.”

Isn’t this so true of salespeople? The pursuit of new clients, day after day, when the real ones are actually right in front of us.

Lapsed clients, clients who have been neglected by reps who now only work with just a few of their clients on their list, leaving literally millions of dollars sitting there waiting. If only we were to approach them.

This lesson was taught back in the early 1900’s and is still true today.

So go and check out your diamonds.

Good Selling

PHOTO CREDIT - jurvetson

* Source – Wikipedia

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