• Plan for one hour in the morning and, you guessed it,
one hour in the evening to recap, refresh, reset, and
replenish your goals, achievements, and actions to be
ready for tomorrow.
• Can’t find the time? Do each action for one minute
and work up from there.
5) BDA – BEFORE, DURING,
Be sure to block time before, during, and after every
appointment, meeting, or networking event.
Before: Who is attending that you would like to meet?
Can you attend with a partner that would benefit from
the event? What is the goal of the meeting? Do you have
your business cards, collateral, and do know where you are
During: Do you have your cards readily available? Are
you prepared to take notes after chatting with someone
so that you remember what to follow up on? Is everything
fully charged if you are presenting to someone? Are you
remembering to connect others while at the event?
After: Did you leave time in your schedule for follow up
emails, videos, thank you notes, social media friend requests,
introductions/connections to others, analysis, etc., to be
completed in a timely fashion.
• You want to be known as the person who was the
most accountable! Plan accordingly!
• Keep your business cards in your left pocket and others’ cards in your right pocket.
• Develop a coding system for where you met, writing notes, adding people to your database, scheduling
meetings, etc. For example, NW – Charity event at
Hyatt Hotel, DB add to database, etc.
6) VISIT CLIENTS’ OFFICE
Have you ever thought about stopping by your prospect’s or client’s office with a marketing piece or gift…
just because you were “in the area?” This is an awesome
practice to help expose your business to their co-workers
and continue to develop or solidify your relationship.
Your client’s co-workers will be curious who you are
and what you are doing in their office; and, more impor
tantly “why hasn’t their own (fill in blank) ever stopped
by and given them something?”
• Consider a marketing piece the prospect/client will
keep on their desk or in their office. For instance,
Simple Truths framed photo, coffee mug, pens, etc.
• Consider a gift that can be shared with their co-workers or will be recognized by their co-workers to grab
attention to you! An example is a congratulatory cake.
7) SCHEDULE, SCHEDULE,
AND SCHEDULE AGAIN!
Our assumption of course is that we are on the
phone with prospects, clients, or referral partners. That
said, developing a habit of scheduling appointments or
meetings, whether over the phone or in person, will
ensure your calendar is filled-to-the-brim throughout the
The reason I like this method is because years ago
I would finally got up the nerve to call someone in an
attempt to convince them to “meet me for coffee” or “if
I could show you a way to increase your business 25%,
would you be interested in meeting?”; then, have the meeting and, well then nothing. With no other meetings scheduled, I’d have to build up the nerve to call them another
time to repeat the fearful and awkward process.
Instead, schedule your next phone call or meeting
while finishing the one you are conducting now. This way,
your next phone call is merely to confirm and not to ‘beg’
for the opportunity once more.
• When on the phone or meeting in person, why not
book the next two or even three meetings? Of course,
only if this person is someone with whom you want to
build a strong relationship.
Jen is the Founder and CEO of the professional development
and consulting firm dedicated to helping sales professionals
and small businesses achieve excellence. Jen can be contacted
at Jen@Stop Talking TakeAction.com.