How To Overcome Procrastination When Making
Prospect Calls.
Liz, a second sales counselor, reviews her plans for monthly fee discounts to make sure she is completely familiar with them ... but does this instead of making the phone calls she KNOWS will get her sales. Stan studies all of the Chamber of Commerce events he wants to attend and conveniently plans them for the times he should be picking up the phone to make appointments with prospects.
Ever feel like Liz or Stan? You want to do more phone prospecting, you know it will make you more money, but you just don't do it? Are you a creative procrastinator that substitutes organizing, letter writing, constantly making "to-do" lists ... anything to avoid picking up the phone to make prospect call?
You can overcome your reluctance to making new phone contacts by this proven three-step method.
1. Set daily goals ...
You can become more comfortable with making prospect calls only by doing it on a regular basis. There is no other way. Set daily goals for yourself, and commit to reaching them. Set goals that are reasonable, like two appointments a day. Meeting daily goals will give you an immediate sense of accomplishment.
2. Set aside time ...
Set aside two times a day, 9-11 a.m. and 3-5 p.m., to make calls. Seniors are normally home during these times because they tend to avoid rush hour traffic. Your call time will be more productive and you will attain your daily goals easily.
3. Find an ally
Have a marketing partner to whom you report your progress. Find someone else who is having difficulty making prospect calls (that shouldn't be too hard!). Have a weekly meeting to make sure your efforts stay on track.
