It’s important to plan out your day properly so you can make the most of every day!
Different from timing, scheduling your approaches actually serves as a platform that frames your day. You basically want to make sure you’re doing things when they actually make sense to do them.
Scheduling out your approaches will really help to establish consistency and productivity. By making notes on when it’s easiest to get ahold of people, you can use the slower times to get other things done. For example, a typical day may consist of early morning approaches to start, then calls and administrative tasks so that the afternoon is reserved for meetings (which, for us, is the most common meeting times booked!). I then like to do more calls in the evening, when people are more likely to be home from work, and then the last two hours of my day is always designated to research and learning what I could have done differently in my meetings, sales, etc. There’s no point in me trying to approach people in the afternoon because my prospects aren’t available to talk. It would be a waste of time!
In terms of going out and actually approaching people, the timing is everything! People will not stop and talk to you if they are busy working or in a rush to reach their next destination. Having a quick pitch and approaching at a convenient time, such as lunch time or a slower time of day, you’ll have a higher likelihood of having a productive conversation with this person instead of being immediately dismissed.
LinkedIn approaches and emails are always best done as early as possible, that way it’s the first thing your prospects see when they set at their desk. It’s also nice because you don’t have to worry about waking anyone (once again, a pointless time to do calls!). This is also a great approach because once you reach near the end of your day, they will have had a chance to respond and now all you have to do is follow up!
Speaking of following up, follow up calls are extremely important! Always ensure you make time for follow-ups since that’s where the majority of your sales will come from. Structuring your day to optimize your productivity also really helps you stay focused and get as much done in as little time as possible. The least amount of times you have to pick up that phone, the better! The easiest way to achieve this is by calling when you know they’re there!
Tomorrow, we’ll be discussing pre-qualifying your leads!
Stop wasting your time in meetings with people that don’t want to buy. Pre-qualifying checks to see if they have the need for your product/service and the means to pay for it.
During the GROE 100, we’ll be giving daily tips to change the way you attract and interact with customers!