We’re sharing helpful tips from Kevin Baumgart at Set Sales, which we call “Sales Hacks.”
For this series, Kevin shares tips and strategies that he’s seen work in print shops.
In this installment of Sales Hacks, Kevin talks about why it’s crucial to set aside time for sales in your busy schedule.
If you’ve ever done cold outreach, you know how challenging it can be. The first call is always the hardest. It’s 99%+ rejection. It’s monotonous. For most people, it’s not fun!
What I’ve found is that if it isn’t scheduled and not in the calendar, it doesn’t happen. Since this typically isn’t an enjoyable activity, we will find other things to do.
Here are a few strategies and ideas to stay true to this critical time:
- Calendar blocks
- Communicate “no disruption time”
- Stay organized – using CRM – know who you are calling before the block starts. Plan your work, work your plan.
- Get in a rhythm – don’t jump to other activities. Close email, close messaging, and limit distractions.
- Do it when you are most fresh and most productive. I’m a morning person. Personally, I know I’m most effective from 6 – 11 am. That’s the time I’m going to be cold calling.
- Mindset shift – this is truly some of the most important work that you will do all week. What work is more critical than bringing in solid NEW revenue for the business?
- Set goals/gamify – not getting water till I make 30 calls. Treat yourself to a nice lunch if you get a net new meeting set, etc.