Z: Quality vs. Quantity

Too often we seperate quality from quantity and vice versa. But we need to understand the true quality includes perfect quantity.

Should a father not think so much about how much time he spends with his children as long as the time he spends is rich and rewarding? Should an athlete not worry about how many reps he does when weight training as long as the effort he puts forth is his best effort?

No - there must be a balance.

We should not allow our quantity to falter as we focus on quality. Nor should we allow our quality to suffer in search for quantity. True quality includes perfect quantity.

O: Agenda

Using an agenda will quickly set you apart.

Find a copy of an agenda you like. Whenever you set the initial appointment, ask for their email, or fax, and let them know you will be sending them an agenda with a date and time reminder as well as a brief outline of what you will be discussing with them when you meet. BUT, be sure you do not forget to reference and follow it on the appointment!

If you forget to send the agenda, state a brief verbal agenda at the beginning of any appointment.

Using an agenda shows that you are a professional and not a sloppy salesperson who will just try to wing it. (That sends a subconscious message that you are about to waste their time.) But with an agenda, you send the positive subconscious message that you are organized, thorough, and efficient. Therefore, they will be more naturally inclined to listen to you. It also helps you to maintain control of the meeting.

Send an agenda for any size prospective customer. Absolutely for the big ones, and even for the little ones - they are the ones that have never seen this before. It's an excellent first impression!

P: Qualified Appointments

Don't settle. Qualify!

When setting appointments, you don't want to be so excited that someone finally said "Yes" that you settle. You're not desperate, you're just a little needy.

Setting appointments with prospective customers is your bread and butter. If you can just get in front of a willing listener you know the chances are very high that you can benefit their business and therefore win it. BUT - you must be careful not to sell yourself short by wasting your time with those who don't mind wasting yours.

So, what do you do? You qualify! Here's how:

After you set the appointment, if you haven't already got this information in your conversation try this: "I appreciate your willingness to meet with me tomorrow. In order to be the best prepared when we meet, can I ask you a couple of questions about your current service?" Then ask: "How many lines do you have? Who is your provider? Are you currently in a contract?"

The answers to these 3 questions and their willingness to give you this information will greatly help you know if this a qualified appointment - one worth investing your time into.

One last question should be: "Will you have a copy of your most recent phone bill so we can understand exactly what services you're being billed for?" Again how they respond to this will help you know if this appointment is worth your time.

Qualify! Don't be so desperate you take any and every appointment.

TI: Opening Statement

Are you effectively setting the tone of your first appointment with each customer?

Starting off with an impact statement, or something that appropriately sets the tone for the first appointment is vital to you controlling that meeting to the advantage of yourself and the customer.

For example: I appreciate your time today, Bob. My goal today is simple. I'd like to see if there is at least one way to benefit your business. If there is, I hope to earn your business and become your new provider. Do you mind if I start by asking you a few questions based on the agenda I sent over? (The agenda will be discussed in a later post)

With an approach like this, you show respect, but you maintain control of the meeting. And with that control - not ever to be taken advantage of - you set the stage to effectively ask questions and find out in what ways you can benefit their business. It's that simple.

So - are you beginning with an expectation-setting, interest-piquing opening statement?

Z: Trim the Fat and Produce!

This does not mean: Get rid of the extra pounds and fresh vegetables. It means to get rid of the excess - whatever that means in your daily task list - and produce, meaning to sell!

Trim the fat and produce! Put aside the things that don't matter, be more strict in the budgeting of your time, get rid of any unnecessary "to do's" and just sell. Create. Generate. Multiply. Produce!

This little couplet has helped me to simplify and always focus on selling. Ask yourself this question: Will this activity lead to a sale? If not, do it later. And then focus on what will. Like finding! (see yesterday's post).

Trim the fat and produce!

P: You are a FINDER! That's it.

You are not a salesman. You are not a prioritizer. You are not a closer. You are a finder! A full-time, full-fledged finder! Once you realize that, and practice it, you will begin to experience consistent success.

When looking at your day, ask yourself, how can I organize my time so that the majority of my time is spent finding? Put off, until after hours, those things that are the details of the job. Then fill in all the other time with finding. Cold calling, door knocking, networking, asking for referrals while on any appointment, etc. Ask yourself: Am I moving mountains in order to find the most business I can?

And then when you find, qualify! Don't waste your time with those who are not ready for you or your service. When you spend the majority of your time finding, you are entitled to spend your selling time only with those who are truly interested.

You are a finder - that's it.

P: 3 Daily Goals

When prospecting for new business, there should be 1 goal - to find as many new opportunities as possible. The best way to do this is to focus on 3 sub-goals.

#1 - Time spent prospecting
#2 - Number of calls made
#3 - Number of "Initial" appointments made

It is not wise to focus on 1 or 2 of these. You should do all you can to reach your goal for each of them. This balanced effort will bring the best and most consistent results.

For example - I have found that for me, that I should prospect for a minimum of 2 hours a day, make at least 20 calls (whether on the phone or outside "door knocking"), and set at least 2 appointments.

Now - this is really important: The most important goal of the 3 is setting 2 appointments. But, if I set 2 appointments in the first 20 minutes, I do not stop! I go the full 2 hours. (And obviously more whenever possible) Why? Because there will be days when I go for 2 hours and set none. When that happens, I do stop at the 2 hour mark - unless I have the time in my schedule to keep going - but if I don't, I know the next day I may very well set 4 appointments in that time frame.

It is obviously important to track your efforts, or to ask your manager what the average ratios are in your business, so you can base your efforts on something. Otherwise, just GO! and start tracking your efforts so that you will soon know what works for you.

But the important thing is to focus on each of the 3 goals in order to accomplish the main goal. Then you can never go wrong!

O: Time Management Takes Focus, Desire, & Self-Discipline

Time management - the science of planning and organizing the hours of your day is not just an exercise of prioritizing.

We've already been taught that to effectively plan each day, we first make daily goal(s), then we make a list and prioritize, and then set time frames for each. But when carrying out our plan, our desire to accomplish our goals must result in a focused and self-disciplined effort.

Things will come up. They will easily distract you from your plan and your goals.

Act immediately on those we often call "fire's". But anything else that arises should NEVER override your plan. This can be very difficult especially when these things really are important. But important is not the same as vital. Neither should a spark be confused with a fire.

It is also wise to "plan" time to regroup, to reflect, and to relax. Even if these are simple 5-10 minute blocks a couple of times a day, they can help us to recommit to our daily goals and regain our focus so that we are not overcome by the rigidness of managing and disciplining our time.

TI: The Deal is Won or Lost...

In sales, I refer to the 1st discovery meeting with a potential customer as the "Initial Appointment" (abbreviated to "The Initial").

This is absolutely the most pivotal moment in the sales process. The deal is quite literally won or lost during this small window of time. When approached with a simple plan, a salesperson can, and should, leave this meeting with an almost perfect understanding if, and when, they will be able to close this account.