Pick Up The Phone and Sell

CHAPTER 16WHAT TIME OF DAY SHOULD YOU CALL?

The thing about workdays is that the later it gets, the busier they get.

Schedules rarely open up as the hours go by.

Customer requests and service needs and problems to resolve and hoops to jump through only pile up as the day goes on.

So what is the best time to make your three to five proactive calls per day?

Before those demands and issues begin to come in.

The best time to make your proactive calls is first thing in the morning.

When you have the most energy.

When you have the clearest mind.

When you are most rested.

When you are best able to overcome your own discomfort.

Do the uncomfortable work first thing in the morning. That's when it is easiest to get done.

It's like exercising:

I know that if I don't get on the treadmill or bike first thing in the morning, before I start working, it's probably not going to happen that day. Because work is super busy with a full calendar, and then I have a drink with my wife, and then that's it. That drink is the workout eliminator.

Just as your appointments and daily responsibilities are the proactive call killers.

One salesperson who implements my recommendations to call her customers and prospects systematically described this morning calling time as sacrosanct.

Here is our conversation about this:

Me:	What if you get busy?
Her:	I do it anyway.
Me:	What if you don't feel like it?
Her:	I still make my calls. Every morning, I make my calls.
Me:	How do you do that?
Her:	It’s ...