Dec 13 2008
Planning is like Jell-o……..there’s always room…….
In the phone tracking system I devised for myself, there are three stages to pre-call planning: planning for the upcoming week, planning for the day and planning for each individual call. We’re going to take a few posts to delve into these stages one by one, starting today with your call plan for the week.
The call plan for the week is very simple. It is a general list of everyone you plan to call that upcoming week. Obviously it is a framework – it doesn’t take into account business that will come up during the course of the week. One key for me – this list is made OUTSIDE of the “money hours”. For me, it was put together on Sunday evening. You don’t want planning time to interfere with selling time.
The list is based on prospecting and follow-up calls that are due to be made. The most important thing to remember when making this list is that you need a reason to be calling each person on the list……..remember the VALUE from the “solid, memorized script”? Before you put a person/business on the list, you need to answer for yourself the “why should they listen to my call”.
Your goal with this list is to be prepared for the remaining two stages of planning, so make sure that your list contains enough prospects for the entire week.
NEXT POST: A cup of coffee, one-handed food, and a daily schedule……..now that’s the breakfast of sales champions!
Now go sell something!
