Some people will tell you that luck makes the difference between one guy making the sale and another when the deals are very close. I will tell those people that they are full of it. Luck does play absolutely play a role in life sometimes – but not in sales.

• Being the first person they find on google for your services isn’t luck – its hard work and good SEO.
• Being the first person to call them back when they send out a mass email isn’t luck – its committing to the effort.
• Being the most compatible person when you meet with them isn’t luck – its good research and preparation.
• Being the best price isn’t luck – its building the value up in what you do from the first minute right up until you give them your price (hint: you’re not going to be the lowest).
• Providing the best delivery they’ve every had isn’t luck – its working hard with your team to make sure it happens.
• Running into someone at a conference who just may happen to need you is luck – but following up, being prepared and actually working that lead isn’t.

Still there are things that are pure luck, like your phone service going down right when you are expecting a big call – but if you are truly prepared you can overcome most bad luck even (hint: give them two numbers to reach you on – or use something like Google Voice). Leave nothing to chance and luck will have nowhere else to go.

“I’m a great believer in luck, and I find the harder I work, the more I have of it.” – Thomas Jefferson