My grandfather used to say that both meetings and sermons should end on the same day they begin. He was a nut about wasting time. He recognized that there are only twenty-four hours in a day, so it's important to spend those hours wisely. It's vital to recognize the value of your customers' time, especially when they are investing that time in listening to you. The pressure on businesspeople today to get more done in less time is the biggest complaint that business owners and associates have.
Make managing your time a critical ingredient of your prospecting, and let customers know what your expectations are up front.
Michael, an award-winning sales rep, follows the Vince Lombardi rule. If he's not ten minutes early for an appointment, he feels as if he is late. He believes a great deal of his success as a salesman is grounded in his respect for his customers' time. His three simple rules are:
Are you always early, prepared, and respectful of other people's time? If not, it may be a real stumbling block to getting the new customers you want.
TAKEAWAY
The phrase “time-management” is really a
misnomer. You can't manage your time; you
can only manage your life to fit into the time
you have. Ultimately, if you respect your
prospects' time, they will respect you.