Turn OFF your email… don’t panic. Today’s the request is only for 1-hour.
It’s no secret that I’m all about BURSTfocus® and mono-tasking. In fact, last week I was working with a new salesperson and here is the difference in our stats for one hour of outbound customer contact.
LYNN: 22 dials, 16-vm/email combo, and one conversation that got me no where
The New Guy: I had 12 dials, 8 vm and 10 emails
The difference (his words not mine)… “I always struggle because I like to research people a little further with each call… I just do it all at the same time and I think that’s where my issue is.”
I shared that YES as an inside salesperson I have the LinkedIn profile of the person I’m calling up – so I can see them… but that is ABOUT THE CALL I’M MAKING – that isn’t multitasking; it’s using your resources to keep your BURSTfocus® going.
Tip: pull up 5 or 10 in different tabs then make each call. It will allow you to build momentum and a rhythm to your calls/conversations.
The issue I have with email is – anything that comes in is a distraction from what you’re working toward, what you’re trying to accomplish.
So how did I have 16-vm/email combo IF I turn it off?
Well I have the email templates queued up before I call – and I have notepad opened where I put the persons email address and first name (depending on other factors – perhaps that ONE thing that I pulled from my research that I can use)… then AFTER I’m done calling, I customize all 16 emails.
Not surprisingly – making email a BURSTfocus® activity.
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