Time Is Money In Sales
Scheduling tasks and meetings is very important working in sales or any profession where every minute of the day counts. More importantly, keeping to a tight schedule is vital. The average sales person has a to-do list something like this:
- Warm calls – Making calls where you have started a relationship.
- Follow-up calls – Returning calls to those who have reached out to you.
- Cold calls – Making fresh prospecting calls .
- Planning – Taking the time to plan new accounts and business for the day week and month.
- Training – Keeping fresh and abreast of the latest trends.
- Documentation – Making notes of contacts and future follow-up.
With a schedule this tight, how do you keep productive and timely with contacts that are fashionably late to conference calls or set meetings? Here are some ideas:
- Conference calls – Set up conference calls via Outlook or some other calendar that gives options for reminders. Set your reminders for 2 days out and then 1 hour before and then the final reminder-10 minutes before conference time.
- Flexibility – When setting up conference times, be flexible on time slots. We are all busy and being accommodating is appreciated by all.
- Be nice – Try to be understanding on late contacts. After all, things happen that we cannot always control.
- Signs – All sales people know when they are being “blown off”. Be aware of the signs. If your prospect is not really ready to set up a meeting with you but you insist-chances are you are not going to be top priority for a conference call or meeting.
There is nothing worse for me than being late or someone not showing up for a scheduled meeting. Take into consideration all factors before disregarding your prospect.
Professional sales people don’t waste time and prospects and contacts respect those who understand this rule: Be punctual, so that sales and long term business relationships will fall into place.