When NOT to Give Up

When do you NOT give up? When you're hot...when you've sold something. When you're not hot...when you're not selling anything. Whether you work at home as a writer, photographer, artist, designer, baker extraordinaire, it's advice that could likely save you from wondering why incoming projects have dried up. It's advice I learned the hard way...

For quite a few years, I was a television account exec for a CBS-affiliate station. My territory took me to parts of three states. I cold-called on businesses in tiny towns, mid-sized towns, and a few bigger towns.

I loved one town in particular, a rivertown, population 17,000. The people there were genuine, and had a lot of town spirit. I met the businessman who was the center of influence, and through him, rolled out the campaign idea that 126 businesses signed into. It was one of the best campaigns that had ever hit that part of the state. I poured extra effort into it. For five straight weeks, I thought of little else. I met with 126 businessowners, wrote most of their copy, snapped all of the photos. I was passionate about my purpose there. Sure, the money would be nice. More importantly, I wanted their advertising investment to pay off, help their businesses prosper.

Over and over, my sales manager patted me on the back. A couple times, the station manager congratulated me, even smiled at me (something he rarely did). I couldn't spend the kudos I received, of course, but they were a nice affirmation of my work.

I was a hot commodity. But one who'd forgotten a key element to future success: Don't stop when you're ahead. No one had taught me that part of sales, to live not just for the moment but for the next one, and the one after that.

I never repeated that success. I'd lost my momentum.

Something good did come from it, though. I've never repeated that mistake (others, just not that one). Now when I get a pat on the back, I thank God for the success...then return to the page.

Working at home, it's especially important not to get caught up in the successes. A better approach is to do what Tim, my sales manager, told me once: Keep those balls in the air. Translation: Produce, produce, produce.