Prospecting takes courage, energy, focus and organization. The best way to prospect is to dedicate uninterrupted time to focus on making your outbound calls. This strong momentum gets you in the “zone” of non-negotiable proactive time designed to increase your productivity. This video will help you establish a strong outbound call momentum where your time is dedicated to making proactive calls that will generate revenue growth.
- How many times do you come into the office, ready to make your outbound calls, only to look at your watch and realize the entire day has flown by? What about times when you get distracted, interrupted, and lose your focus? Let's first understand your work habits, and determine if you're spending most of your time on reactive or proactive tasks. Reactive tasks are not always something you can control, because they require your attention when they come your way.
And usually, they require a response, such as answering emails, troubleshooting, cleaning your email inbox, building a new spreadsheet, following up with a field partnering, entering notes into your customer database. Proactive tasks do not pull you in the same way as reactive tasks do. These require more thinking, and planning, and outreach. It's easy to not make them a priority, or to procrastinate on them because they require more courage to get out there.
These include reaching out to new prospects and introducing yourself, scheduling appointments for presentation, following up on quotes, navigating and building organizational charts, researching new accounts to contact. Generating new business requires you to have good stamina. Be courageous, aggressive, positive, and rebound quickly from rejection. You wanna invest your time in the proactive zone, and not accept any interruptions.
I call this your non-negotiable time, and it's a commitment that requires you to get in the proactive zone, which means preparing mentally, emotionally, physically, by setting your non-negotiable time. This zone is essentially your sales momentum, and your goal when outbound prospecting is to have strong momentum. Remember that your sales momentum is contagious, so try to associate with time-conscious, organized, and motivated salespeople, because their work habits are contagious.
Here are six tips for setting your non-negotiable time. The first one: determine a time in your day when you have the most energy to make new outbound calls, and a time that aligns with your prospects' time zones. When setting appointments, ask for the first appointment of the day. It's the one most likely to start on time. The second one is block out about one to two hours a day of uninterrupted time.
You cannot establish real momentum if you spend less than one hour calling, so be ready to sit comfortably for at least 60 minutes, and focus on your calls. The third one is, your environment has a lot to do with creating call momentum. Make sure your desk and chair are ergonomically set up and correct, and conducive to working. Consider rearranging your workspace, using the near-far rule. Keep things you use frequently at arm's length, and place the things you don't use as often out of the way.
Your phone is within reach, the monitor is the right height, all your sales tools are open on your double monitors, and even have snacks and drinks nearby. And the fourth one is interruptions. Workplace interruptions are an easy temptation. Do not accept interruptions, and learn to say no to interruptions that tempt you. Don't waste your time on unproductive chit-chat. The fifth one is, prepare a list of prospects that you plan on contacting.
Learn to qualify your prospects. Don't waste time pursuing bad leads. And number six: update your contact management program, and keep it current. When you maintain updated records, information is always at your fingertips. Now try sticking to your non-negotiable time at least three times a week for one month, and you'll see a huge difference in productivity. Good luck.
- Understanding the qualities of successful inside sales pros
- Using the right sales tools
- Social selling with LinkedIn
- Improving your response rate
- Building a foolproof qualification plan
- Getting past gatekeepers
- Handling objections
- Closing the sale