This is something that can affect many people - a reluctance to make telephone calls.
It can be through fear of rejection, lack of confidence, not knowing what to say or any other reason.
Call reluctance is a major hinderance to growing your business because it's the main method for following up prospects.
If you find yourself putting off making calls, you need to find a way to overcome your call reluctance if you want to be successful.
Friday, September 30, 2005
Card Index Box (Tickler System)
Following up prospects when you say you will is very important and one of your most important priorities. Having a reliable system is essential.
Unfortunately, a diary proves to be not as practical as you might think or you'll be constantly crossing out and moving appointments.
Enter the most reliable follow-up system ever invented: The Card Index system, also known as a tickler system.
Get a 5" x 3" index card box, a load of 5" x 3" index cards and a set of 50 dividers.
Number 31 of the dividers 1 through 31 and 12 of them Jan through Dec.
Each prospect gets their own index card on which you can write their pertinent details and any notes from your conversations with them.
Whenever you need to remind yourself to call them within the next 31 days, simply put their card in the section 1-31 corresponding to the date. If the reminder needs to be longer, put them in the section for the month you need.
Each day, simply take out all the cards for that day and call them. If you don't get hold of someone, put the card in for the following day.
When it's the first of the month, take out any cards filed under that month and move them into the 1-31 sections.
Not only is this system virtually foolproof, it's a very good way of getting over call reluctance.
Unfortunately, a diary proves to be not as practical as you might think or you'll be constantly crossing out and moving appointments.
Enter the most reliable follow-up system ever invented: The Card Index system, also known as a tickler system.
Get a 5" x 3" index card box, a load of 5" x 3" index cards and a set of 50 dividers.
Number 31 of the dividers 1 through 31 and 12 of them Jan through Dec.
Each prospect gets their own index card on which you can write their pertinent details and any notes from your conversations with them.
Whenever you need to remind yourself to call them within the next 31 days, simply put their card in the section 1-31 corresponding to the date. If the reminder needs to be longer, put them in the section for the month you need.
Each day, simply take out all the cards for that day and call them. If you don't get hold of someone, put the card in for the following day.
When it's the first of the month, take out any cards filed under that month and move them into the 1-31 sections.
Not only is this system virtually foolproof, it's a very good way of getting over call reluctance.
Prospecting Pipelines
A pipeline is a systematic way of taking someone from being a prospect to making a decision, even if that decision is no or maybe later. It's like a set process where you just turn the handle.
The importance of a pipeline is that you want a semi-automated way of handling prospects so that you don't have to think too much, you just turn the handle and see who pops out.
One pipeline is the company prospector - you can add people to the prospector and the prospector turns the handle - sending your prospects emails regularly and some of them will sign up.
Another pipeline might be that you send them the DVD, then follow them up by phone.
You can have one pipeline for all prospects, regardless of their source or you might have more than one pipeline, different ones for different sources of prospects.
You'll find various suggested pipelines on here - feel free to use them directly or adapt them.
To your success.
The importance of a pipeline is that you want a semi-automated way of handling prospects so that you don't have to think too much, you just turn the handle and see who pops out.
One pipeline is the company prospector - you can add people to the prospector and the prospector turns the handle - sending your prospects emails regularly and some of them will sign up.
Another pipeline might be that you send them the DVD, then follow them up by phone.
You can have one pipeline for all prospects, regardless of their source or you might have more than one pipeline, different ones for different sources of prospects.
You'll find various suggested pipelines on here - feel free to use them directly or adapt them.
To your success.
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