Stop and Sharpen the Saw
Let me preface this sales tip with these words …
In a perfect world.
What that means is, I understand this is wishful thinking on my part. I get it is more than likely you will not be able to do what I am suggesting. So, please don’t email me with comments like, “Bill, you are dreaming” because I KNOW I AM DREAMING.
Still, here is my tip for you:
I have this highly pretentious scheduling software that allows customers and prospects to jump onto my calendar. From my end, I set up the days and times I am available. From your end, you pick a day and see what time slots are open. Every work day is open ...
... except Wednesdays. Wednesdays are blocked.
Because Wednesdays are set aside for content creation. On Wednesdays, I write, record, and edit these sales tips, my blog, my monthly column for Printing Impressions, Friday’s Chill with Bill, and anything else that might have popped up requiring some quiet, uninterrupted time.
What prompted this tip was a comment from my daughter who believes she would benefit tremendously from a full day of uninterrupted reading. I couldn’t agree more.
Blocking a day for self-improvement or writing or reading might not be possible, but …
- Could you take a day a month to call customers to check in and discuss their business goals and challenges?
- Could you spend a morning a week reading about local companies?
- Could you set aside two hours a week for handwritten notes to clients?
Another quick tip: Here’s how to drop off the face of the Sales Earth for a few hours: Change your outgoing voicemail messages to: “Hi, this is Bill. I will be unavailable until 11 a.m. If you need help right away, hit “0” and ask for Allison. Otherwise, I will call you after 11.” Trust me, the only people who can’t wait a few hours are family members who think nothing applies to them.
Maybe someday you will have the luxury to shut the world out and focus. When you do, you will truly understand the value this action brings.
Until then … baby steps …
Become a Sales Vault Insider and improve all aspects of your sales, especially growth! Go to BillFarquharson.com or call Bill at 781-934-7036.
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.