I met with a client this week to talk sales process. She loves her work, but like so many didn’t have a sales system that was working for her. We mapped out a plan that she was excited to implement and we have some short term, do now steps that she could literally implement right away.
The conversation turned to a challenge that affects many. I call it call avoidance – you know you should do it, but you don’t want to. So instead, you answer emails, clean your desk, work on your expense report – whatever you can think of to stay busy. And the calls don’t happen. Then it’s been so long, you dread it. And another week goes by and you feel even worse.
I’m not talking about making calls to people you don’t know, who don’t know you. I’m talking about calling clients to check in, or following up on a proposal or setting up an appointment that you were asked to do. Maybe you just need to call a leader in your industry and make a connection, or call someone to say thanks for the nice mention on thier blog or website.
The question she asked was, when is the best time to call to reach people? I realize there are people who have researched this and can tell you that a certain time, on certain days will yield best results. The problem is, that may not work for me. Or you. Or anyone you are calling.
Call when it works for you. Guess what? If you block out an hour 3 days a week to make calls, do it when you want. When you can focus and feel good about it. You’ll enjoy it more and your calls will go better. I know it sounds like one of those mystical-touchy-feely things. So what? The right people will answer or get your message. Plus, the “wrong” time is still 1000% better than never!
I love talking on the phone. I love making calls more than answering email. But that’s me. I helped my client figure out how to look forward to her phone calls. The right people will answer, voice mail is okay, and geting this task done will make you feel so much better you’ll accomplish more.
Call Rx: Pull up your calendar and schedule an hour next week that will be your phone call time. One hour won’t kill you. I promise. Let me know how it goes.
Share your phone tips as well – how do you get in phone call mode?
Great information Phyllis! I actually don’t mind making the “checking-in” type of calls, it’s the cold ones that I really don’t like. Scheduling that hour of call time is an excellent idea! Then you know in the back of your mind, it’s only an hour you can just do it and be done with it!
Lisa, Thanks for the feedback. I know what you mean. Sometimes, when I’m having a good phone day – people are nice, calls are going well, I’ll make a call that’s on my “hard to reach” list! Maybe you could do that with a call that’s harder for you. Sneak it in when you’re having a good phone hour!