Pre-Sales Day Calls
When I ask, “Why aren’t you selling more?,” one of the top three answers is, “I simply don’t have enough time in the day.”
Okay, so, that answer is subjective, I suppose. We waste a lot of time doing things that Steven Covey might consider neither urgent nor important in his famous priority quadrant.
But, for whatever reason, a day ends without any — or enough — sales calls having been made.
And then it happens again the next day.
And the next.
Let’s put a simple end to that trend …
In my life, anything that I really, really want to do — be it business or personal — I have to do first thing. Whether it’s exercise or selling or writing a proposal or making the sales tips, I’m just as bad at procrastinating as the next guy. So, here’s my thinking for you:
Set an alarm on your cellphone to go off at 8:30 a.m. every workday. Then, make either 5 sales calls or 15 minutes’ worth of sales calls, whichever comes first.
Imagine it being 8:45 a.m. and you have 5 calls behind you. Remember, even if you leave 5 voicemails , you have still moved the sales needle.
No matter what happens the rest of the day, you will have accomplished one fundamental of sales success: Diligence.
In order to accomplish this simple but effective task, you will need to be organized enough to have prospects ready to call on. This might take a little set up.
5 calls a day.
25 calls a week
100 calls a month.
Now, it’s important to note that this tip is in addition to other calls you get done. These are pre-sales day calls. Try it for a week and see what a few extra calls does for your sales momentum.
Oh, and check out The Sales Vault for additional information. Throughout September, we will be holding live presentations on subjects like, Where to Look For Leads, How to Research a Prospect, and How to Create a Prospecting Process. Go to BillFarquharson.com for more information.
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.