A long time ago one of my mentors gave me this brilliant piece of advice “see 3, set 3.” This mantra has always stuck with me. If you see three appointments and prospects everyday and you set three new appointments you’ll never run out of potential prospects which of COURSE turns into business plus you’ll avoid sitting in front of the phone for hours at a time getting discouraged by making hours worth of phone calls…but why don’t we do it? It’s so simple, yet so hard.
When it comes to sales and appointment setting why do we always find an excuse? Is it really that bad to try and find new business? If we find new clients don’t we then get to do more of what we love? If you are a sales person, entrepreneur or professional by acquiring new business we get to do more of our CORE work…but yet we stall in this “I’m so terrified of the phone.” Are people really that scary?
My solution for setting 3:
- Start the day by setting those three appointments. If it’s really that scary, or hard, or overwhelming get it out of the way first. You will feel relieved AND you’ll be surprised by how many people are actually sitting at their desk in the morning.
- Find an partner or coach to hold you accountable. Most of us work autonomously find a colleague or someone from a networking function that you can trust. Compare notes, techniques, and share successes.
- Smile. People can tell if you are happy.
- Be Genuine.
- Do your homework. Check out social media for clues about who you are calling on.
Seeing three is the easy part….if you set up the three appointments all you have to do is show up!
