Burnout

Today I want to share a question from a reader who writes:

How do I keep from being burned out while cold calling? My job is to call current customers and also call new business prospects. I have a quota of 60?80 calls to make per day, but it seems as though I cannot stay focused long enough to make even 50 phone calls. By the time I get finished calling my current customers and servicing their accounts, I am mentally burned out. I am in no state to begin calling for new business. What advice/strategy do you recommend to keep me "pounding the phone" and "dialing for dollars"?

****

You ask an excellent question, and one that comes up for many people who conduct business over the telephone. Phone work can be exhausting! It is an intense experience. You must stay focused, listen carefully, assess prospects and respond quickly.

Try making your new calls first. Set aside a specific time, such as the first hour or two in the morning (depending on how many customer service calls you need to make that day) and dedicate that time to making new calls and only new calls. When the time that you have scheduled is up-stop. Then, go on to your customer service calls.

In addition, be sure to give yourself breaks throughout the day. Get up every hour and stretch. Walk around your office. Drink plenty of water throughout the day, so that you aren't dehydrated.

Give yourself incentives. For example, every time you complete a predetermined number of calls, put some money ($1, $2, $5...) into an envelope. At the end of the week, take that money and treat yourself to something-even if it's only an ice cream cone!

Find a mentor in your office (or outside your office) to whom you can go for a pep talk now and again. Maybe there are others in your office who are also feeling burned out. Form an informal support group.

Gather testimonial letters from customers. (This is a great marketing tool as well!) Make copies and post them prominently near your desk. Take a yellow highlighter and highlight all the really good parts. This way when you feel a little burnt; you can remind yourself of all the wonderful things customers have said about you, your company and what you are selling.

Recognize that what you are doing is difficult, and give yourself credit for what you accomplish! Remember that all your current customers were once new customers, and before that, they were probably new calls! Think about the all benefits you bring to your customers-you will bring those same benefits to the new calls you turn into customers. Make a list of those benefits, and also post that list prominently, so that you can look at it when you need a boost.

Wendy Weiss, "The Queen of Cold Calling & Selling Success," is a sales trainer, author and sales coach. Her recently released program, Cold Calling College, and/or her book, Cold Calling for Women, can be ordered by visiting http://www.wendyweiss.com. Contact her at wendy@wendyweiss.com. Get Wendy's free e-zine at http://www.wendyweiss.com.

© 2004 Wendy Weiss

---

Raise Your Income!

How often do you sit around and wonder how to... Read More

Contrarian Marketing at Benettons

Perhaps, with apologies to Dale Carnegie, we should call this... Read More

Do You Make These 5 Common Marketing Mistakes?

The famous P.T Barnum once said, "Without promotion, something terrible... Read More

The Advantage to Buying Promotional Products Online

Buying your promotional products and corporate apparel online provides five... Read More

If My Work is Good Enough

"If My Work is Good Enough, I Shouldn't Have to... Read More

Has the Free Report Had Its Day?

For years now we have been inundated with offers of... Read More

5 Tips on Establishing Yourself As An Expert In Your Community

Wondering how to get new patients into your practice? Wondering... Read More

Marketing And Patience

"Get your positioning and your programs implemented properly, and the... Read More

A Good Marketer: What?s the Measurement?

As a business owner, you know how valuable being good... Read More

Linking Features & Benefits

I'm sure that you've had those Eureka! moments, too. When... Read More

How to Set (and Get) the Right Prices

Which product feature of yours is every buyer keen to... Read More

Do You Get Attention With Your 30-Second Introduction?

I went to a networking event the other day where... Read More

Top 3 Reasons Why Your Headlines Fail

Many professional copywriters estimate that the headline contributes to 80%... Read More

4 Steps to Successful Offline Event Booths

A great way to gain more local sales is to... Read More

Mortgage Originator Marketing ? Differentiate or Die

One of the best ways to attract more clients is... Read More

10 Essential Criteria For Choosing Your Target Market

A specific group of people you will focus on selling... Read More

What You Must Know When Marketing Your Business

Marketing is both an art and a science. Anyone who... Read More

Rising Postal Rates? Don?t Cut Down the Direct Mail

The United States Post Office in the past had some... Read More

How To Create Urgency So People Buy Now

..products or services now. They may not revisit your web... Read More

Integrity and Marketing - Finding the Right Balance

When marketing themselves to leads and prospects there are five... Read More

Ten Ways to Market Your Business by Doing What You Love To Do

Most business owners get so involved in the work of... Read More

Money Making Real Estate Marketing Ideas

Real estate marketing is a lot simpler than most Realtors... Read More

Perceived Value Is In The Eye Of The Beholder

Q: My partner and I are having a hard time... Read More

How to Expand Your Target Markets

Are your products or services geared towards only one target... Read More

Shopping Comes Back To The Community

THE GREAT BRITISH TRADITION OF STREET MARKETS IS UPHELD AT... Read More

Always Sell To New Eyes And New Ears

One of the hardest things for you to do as... Read More

Niche And Grow Rich

Unless you've been living under an Internet rock, you've probably... Read More

How Can I Get Name Recognition?

Some of the ways in which to get your "name... Read More

2 Great, Free Techniques to Get Customers to Come to You, Not the Other Way Around

Here is a powerful tip on how to substantially increase... Read More

When The Stars Align - Choosing the Right Entertainment

Savvy event producers follow the Golden Rule: know thy audience.... Read More

The Art of the Business Card

Use a business card as a note pad for recording... Read More

Is It Time To Revisit Your Marketing Strategy?

Small & Mid Sized Business owners, have you revisited your... Read More

Niche with Passion and Reap Your Financial Rewards

One of the keys to creating a successful business is... Read More