- Break down your list into smaller components. I try to make 20 – 30 calls a day when I am replenishing the pipeline so I make a list at the beginning of the week on a legal pad. I like the satisfaction of crossing things off a list and watching the list get smaller. Sometimes that list looks overwhelming when I have made ten calls in a row with no success. So instead of focusing on the legal pad, I put 5 names on a small notepad and move the big list out of sight. Sure it’s a mind game but sometimes it works.
- Eat your frog – Brian Tracy says that if you get up every single morning and eat a frog then everything you do for the rest of the day will be easy. Is there one person you’ve been dreading to call? Or one person that you’ve been calling and are sick of chasing? (Or does that just happen to me?) Make that one call and then give yourself permission to take a break.
- Check In With a Satisfied Client — After eating my frog today (a prospect who has been jerking me around for 2 months who I finally moved to the every 90 day drip list), I talked to a client who loves us, loves our product, loves our price and loves doing business with us. That fueled my engine so that I could keep going and ended up not needing the break I promised myself after eating the frog.
- Cut Yourself Some Slack — I got in about half the calls I wanted to today but I made one great contact that could open the door to a bunch of business!
Sales is a numbers game but don’t get so caught up in hitting the same number every single day. Long term consistency is the key to any goal worth achieving so give yourself some grace if you aren’t at your best one day. My weekly goal is 100 calls but if I hit 10 one day and 30 the next, I am still on track. I know that there will be days like today. The key is that I have already loaded up 50 new names to start calling tomorrow!
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