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

In The News:


pen paper and inkwell


cat break through


Know Thy Competition

BREAK FROM HO-HUM MARKETING ? IT'S TOO BORING! Once you... Read More

How to Develop an Effective Company Profile -- and Why

What is a company profile? ... Read More

How To Get Celebrities To Endorse YOUR Product

How would you like celebrities to endorse your product?Perhaps that... Read More

Image is Key to Your Marketing Success

In virtually any business first impressions are lasting impressions. Most... 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

Marketing Worksheet

Even the world's best marketing strategy won't work for you... Read More

Marry Your Marketing Plan

Make a vow to keep up your marketing schedule in... Read More

Stretching Your Marketing Dollars--7 Cheap and Easy Ways to Market on a Budget

Just because you have to stretch your marketing dollars doesn't... Read More

Are You Marketing Backwards?

Marketing is like rowing a boat. When you know how... Read More

How to Run a Successful News Release Program

Marketing public relations gives you cost effective ways to reach... Read More

Mortgage Marketing - What Your Client Wants

Your business depends on the success of your marketing efforts.... Read More

Future of Marketing Part 2

In Part 1, I discussed how traditional marketing is no... Read More

The Greatest Business Tips are FREE

The best way for someone to hang on to a... Read More

Advertising Your Private Practice: Beware of the Problems-Part 1

One of the biggest mistakes coaches, counselors and other healing... Read More

6 Simple Ways to Determine Which Marketing Ideas Are Best for Your Business

Did something catch your eye in a direct mailing this... Read More

Making Your Mark With The Millennials

Generation Y--The second-largest crop of young people in America's history,... Read More

There?s More to Marketing ROI (return on investment) Than Meets the Eye

All too often people look at marketing ROI in terms... Read More

Customers: The Key To Successful Marketing

How well do you know your customers?What is the primary... Read More

What Our CAT Taught Me About Marketing!

Toby is one of our two family pets (both cats).... Read More

How to Use Marketing Judo to Beat Big Competitors

If yours is a small business and you have big... Read More

Package Your Products for Thunder Thigh Women - Big Butts Too

Wake up women (and you men too). I think we... Read More

Small Business Marketing Tip - Get Attention and Be Remembered

We live in a world of noise ? not just... Read More

Marketing Mimics Life

Clichés. We've all heard them...and hear some of them so... Read More

The Key to Success

Good business is about communication... not just what you say... Read More

How To Let Your Customers Search For YOU! ? Part 2

First I want to welcome you to part two of... Read More

How to Avoid Giving Away Free Consulting

After spending 30 minutes in a coffee shop with a... Read More

Earning the Right To Sell With Stats ? 10 Steps to Greatness

We could learn a thing or two from pro sports.Baseball... Read More

Using Business Cards as Invitations

Business card size works well for invitations to special events.What... Read More

Target Your Share of the 50-Plus Market

It's quite apparent that Americans are living... Read More

20 Power Marketing Tips

Use these powerful yet simple tips from the national best-seller,... Read More

Why Instant Gratification Marketing Condemns Businesses To Losing 90% Of Their Potential Customers

Most businesses target only people "ready-to-buy". These hot prospects are... Read More

Fail Your Way To Small Business Marketing Success!

Are you willing to fail your way to great marketing... Read More

Referrals . . .The Secret Weapon

Are you getting referrals from you customers? If not, you... Read More