Don't waste time driving all over every day if you can call on people in one localized area. If your "territory" warrants, divide it into quadrants and work a different quadrant each day. By limiting your travel time, you not only manage your time more effectively, but you also help reduce your business expenses.
Start early.
You can get a lot of non-sales work done in the office early in the morning before prospects and clients are ready to be seen or called. Also, if you have scheduled evening meetings, use the interim time in the office to get non-sales work, study, and skill development done.
Use the telephone.
Confirm your scheduled meetings far in advance, especially ones that seemed "iffy" when made, and always have someone else to contact or see when you have broken or postponed meetings or down-time.
Stick to your priorities.
Everybody wants everything yesterday. Don't abandon your priorities to meet every urgent demand that comes your way. If your schedule is organized well enough, there will be time to follow up on the things people want you to do without taking time away from your important sales activities.
Use down-time productively.
If you have time on your hands between meetings, call on other prospects or clients in the area, make calls from your cell phone, do businessowner or market surveys, or do some business reading. Use drive time to listen to motivational or self-help audio tapes, or use Copytalk® or a pocket-sized tape mini/micro recorder to make notes to yourself.
Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.