Both members handed me the same script. Two diverse targets, one cookie-cutter voice mail.

Once on the phone, I know people tweak the message or adapt to a live response, but without a specific tip sheet, script, outline (whatever you want to call it) targeted toward the SUSPECT’s agenda (not the CALLER’s!), it’s easy to forget the end game – separate yourself from the herd and meet the potential client’s specific need.

By our nature, salespeople are routine-adverse. We want to set our own schedules, salaries, and daily agendas. Some days we are on the mark, other days we prefer to play golf. Choosing a livelihood based on commission sales gives us that flexibility; however, to ensure we earn this privilege, we need to maximize our sales efforts.

There are times routine works to our advantage:

Before you begin your 5-Touch calling, ROUTINELY:

Review not only the industry you are targeting for up-to-the-minute commentary, but review the letters you sent out.  

You may not think you need to re-read your 5-Touch letters; after all, you wrote them. But don’t be surprised if back in letter one (when you were describing the suspect’s pain) you hit on something very important to them. If they bring that point up in conversation, you want to be sure it doesn’t look like you had your assistant send out a mass-mailing on your behalf (even if you did!). You want to be sure you are fully prepared to deal with any question or comment that may arise.

Google the letter recipient.

Nine times out of ten, the first call will go to voice mail so:

• read something about the suspect’s industry in the Biz Journal
• notice some interesting factoid on their website
• research their membership of any local organization that you might be familiar with

and mention one of those tidbits when you leave the voice mail. In other words, make it a routine to keep your voice mails fresh.

Set aside a specific timeframe to make your calls.

I hammer on this a lot. But it’s a routine we always avoid.

Back by popular demand this year, we are offering a free Webinar, Turbo Charge 10 Minutes. Barb is the master at maximizing the ‘lost time’. She can do more in a 5-minute TV commercial than most people get done in a morning.

But sales calls cannot be relegated to the ‘when I find 5 minutes’  category. Trust me, you’ll never ‘find’ the time. Instead, block the time – two hours, twice a week, make your calls.

If you follow these routines – customize your voice mail; research your Suspect and block time to make quality calls – you will find more time to free-wheel the rest of your week. Have a great selling month!