Commandment 6: Consider prospecting during off-peak hours instead of during conventional prospecting times
At first, this idea may seem trivial, but I can assure you this is a high-impact recommendation.
One day, I was driving to a client for a presentation. It was about 8:00 in the morning. The presentation was to start at about 9:00. The drive to the client was nice and easy. I was near my home and was driving on a major highway. The highway was straight, and there wasn’t much traffic, so I decided to make a few calls.
Before I arrived at the client, I was able to make 10 calls. Eight of the 10 calls were actually completed. This is amazing. In this day and age, with the prevalence of voice mail, getting a direct contact with the person you ...
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