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8:00 -9:00: Preparing for presentation
9:00 - 11:00: Cold Call Blitz
12:00 - 1:00: Meeting with Family Dentistry office
1:00 - 2:00: Prospecting "On Foot"
2:00 - 2:30: Lunch
3:00 - 4:00: Extra Cold Calling in Office
4:00 - 5:00: Follow-ups/designing presentation for tomorrow
7:00 - 10:00: Company Movie Night
As I spend more and more time speaking with business owners, I'm learning to tailor my tone and message to match each business owner. I've also learned to gain their attention immediately by using ICR's (Interest Creating Remarks) about generating more customers or increasing revenue. Whether good or bad, I've been able to set appointments without the person even knowing what company I work for (I see this as a good thing because they are more concerned with how I can help them rather than what company I work for).
It's a unique experience to speak with so many different businesses during these difficult times. In my experiences thus far, the businesses that are doing well are the ones that are continuing to invest in their business and are creative in how they market their products and services. The businesses that are struggling are the ones that are doing as little as possible to hoard their cash. Even in the smallest of businesses, the more the owners invest back into their businesses and remain aggressive, even while consumers are cutting back, the better off the business is in the long-term.
My biggest challenge each day is showing the value I can bring to a small business. My company is not the cheapest type of marketing/advertising in the industry but by building and demonstrating the value in our service, business owners are choosing to work with me (and my company) because of how we have aided businesses in past.
All you sales/marketing professionals...what are the trends you are seeing from your clients?
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