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How To Use Your Time
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I Don't Have time
Have you ever heard anyone say that? Everyone has 24 hours in each day
to do as they "choose". It's not how much time you have that is important but what you do
with your time that makes the difference
How can one person appear to have more time than another you ask?
Well they don't! The one who appears to have more time simply spends their time wisely,
by planning and scheduling
their priorities.
If you want to make more money, you have to spend more time selling, right? Yes, but
there are only 24 hours in a day, and who wants to spend them all working? The key is to
work smarter--not harder.
For busy salespeople, working smarter means spending more time focusing on your No. 1
skill--selling--by giving up less important tasks. You may be the company rainmaker, but
if you're running a small company, chances are you're also its CEO, custodian and
everything in between.
Yes, all that needs to get done, too. Undoubtedly, every time you walk into your office,
half a dozen projects clamor for your time. But the big question is: At the end of the
day, how many hours have you actually devoted to selling? If you're not satisfied with
your sales revenue, the answer is: not enough.
My, How Time Flies! To get a handle on how you really spend
your time, document it. For one week, keep an hour-by-hour activity log. Sound like a
pain? It is. But it can also be very enlightening. By the end of the week, you may be
stunned by your findings.
Here's another way to do it: Give yourself daily points for sales activities. You might
want to set a goal of 15 points a day based on a point system like this:
- Making a phone call to set up a meeting: 1 point
- Asking for a referral: 1 point
- Setting an appointment: 2 points
- Getting a solid referral: 2 points
- Attending a networking event: 3 points
- Meeting with an existing client: 3 points
- Meeting with a prospect: 4 points
- Making a sales presentation: 4 points
- Closing the sale: 5 points
Tally your points each day, and you'll have a pretty good idea if you're dedicating
enough of your time to essential sales activities. Going forward, you can use the points
system--or your own customized version of it--to keep yourself on task.
OK, Now What?
If you conclude that you need more hands-on sales time, there's just one thing to do--get
rid of the tasks that get in your way. One of my favorite mottos is: Don't do well what
you shouldn't do at all. Here are some easy ways you can delegate some of your sales
work.
- Lead generation:
Cold-calling probably isn't the most effective use of your time. Why not outsource it?
There are plenty of telemarketing firms, direct-mail experts and internet marketing pros
to do the legwork for you.
Yes, you have to invest some time upfront to choose one that will best represent you. And
once you've made your pick, you'll have to work with them to develop compelling
materials. But once they're up and running, they'll be able to produce a steady stream of
leads, allowing you to concentrate on what you do best.
- Administrative work:
If you're spending too much time in the office shuffling papers, get some part-time
office help. Surely there are tasks you can hand off. Many entrepreneurs I've worked with
have an initial reluctance to delegate. If you're one of them, well, get over it. You'll
never be able to grow beyond a certain point by flying solo.
- Customer service:
Go beyond administrative help and get some serious backup. Good customer service is
essential to ongoing sales, but you don't have to answer every phone call yourself. In
fact, your customers might be relieved to know you have real support in
place.
- Protect Your Time
When you're selling, your time is your most valuable asset. Protect it vigilantly,
even if it means learning to do business differently.
Do you jump every time someone requests a meeting? Do you allow yourself to be at your
clients' beck and call? Slow down. Put your own schedule first. Will the customer drop
you if you ask to meet on Friday instead of Thursday? Probably not. At the very least,
ask.
Selling requires unwavering focus. If you want to make more money, create an operation
that allows you to keep your focus squarely where it should be--on sales.
Ray Silverstein
Act Now! Increase New Sales 40%
Reduce Acquisition Time By 80%
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