The power in one hour – 3 – Sales Calls

If you are in sales you have already heard this a million times I am sure, so here is the millionth and one time you are hearing this again. If you want to be successful in sales, you have to be willing to pick up the phone and call people who could potentially buy your products.

If that is not enough motivation then let me tell you the why behind this what.

Before I do that, I want to challenge you with this.  How much money do you need to make?  Yes.  I said need to make.  Not want to make.

Make a list of all of your debts and liabilities, and all of the monthly payments associated with those debts and liabilities.  Make a list of all of your payments for insurance, internet, gas and electric bill, water, dues of any kind, etc.  Make a list of any kind of outgoing money that you have ever month, every quarter, or every year.

I challenge you to make the list of need to make, because this list will get you thinking about the minimum amount of  money you need to make to maintain your current lifestyle.

Now make a list of all of the things you would like to have. Do it.  You wont regret it.

Now that you have done this.  How much money will it take over and above what you need “to make”, to have the things on this list of “would like to haves?”

The chances are there is a gap between what you are currently making and what you need to make to have the extra things you want. If not, good for you.  I would just challenge you to think big.  Start thinking about how you can invest into things that will eventually allow you to stop working.

Now that you have done this, you are probably like most of us and want to make, or need to make, more money than you are currently making.

This brings me to the topic of the power of one hour.  This is the third part of a series of writings that I am doing discussing the power that can be realized if you just focus your time and effort into that one hour.  You can read the first two on this topic here and here.

If you are in sales, you know that to be successful that you have to make phone calls to people who could potentially be a buyer of your products.  So how many calls can you make in an hour?  And what kind of impact could that have on your income and your ability to buy the things you need and want?  Let me give you an example.

I recently received a lead.  Yes, I received a lead.  This doesn’t happen very often, so when it does, I take full advantage of it.  But surprisingly enough, most people don’t take advantage of leads when they are given to them.  Don’t be this kind of stupid sales person.

I get a call from a colleague of mine.  They tell me that someone is looking to buy my products.  I immediately get off the phone with this colleague of mine, make the phone call to this prospect.  And one hour later, I have an accepted proposal of services for $5,000 dollars.

Is this typical?  Not really, but I didn’t let any time pass me by and I know many sales people who would never move things that quickly. But it is possible, if you are willing to move as fast as you can go to make a sale. The point here is this, don’t stop until the sale is made.

So back to phone calls. How many sales calls do you think you can make in one hour? Let me answer this for you.  A solid average would be 10-12 outbound phone calls an hour. But lets keep it simple for you and say, it is 10 for the sake of this blog post.

If you make 10 phone calls in one hour.  That means each call you make is around six minutes. Obviously, some of those calls you will reach people and some you will not.

If you make ten phone calls an hour.  Lets say you speak to one person that can buy your products every hour. So one person an hour, times eight hours in a day.  You would speak to eight people a day that could buy your products. If you are speaking to eight decision makers a day and getting one to two appointments a day from those efforts.  You will be a highly highly successful sales person.

Lets use my earlier example as an illustration of what could happen.  If my average sale is $5,000 dollars.  Which it is close to that.

Lets just say you are so busy that you can only spare one hour a day, every day of the week. So you would make only 50 calls a week.  10 calls an hour times five days a week.  On average you would make ten contacts a week with those efforts.  And lets says you only close one of those 10 contacts a week.  Yes.  I said one.

One contact a week times 52 weeks.  At my average rate of sale of $5,000, that would equal  $260,000 dollars a year in revenue. 52 X $5,ooo = $260,000.  What if I am half wrong?  That would still equal $130,000 a year.

I think you see the point I am trying to make.  One hour a day devoted to any activity can have a significant impact on your life, career, your finances, and your health.

I don’t know your sales cycle, I don’t know your schedule.  However, I do know that there is a lot of power contained  in one hour of focused effort put into a task or activity. You just have to be willing to schedule that one hour and make the effort required to maximize that one hour.

I’ll leave you with this.  We as humans fill up our calendars and our schedules for the sake of being busy.  It is probably the most overused word in business right now. However, being busy doesn’t mean getting results.  And the name of the game is not “busy” it is getting “results”. That is the only thing that matters. Start focusing one hour a day to this simple activity and watch how your results change.

To your success and your future.

 

 

 

 

 

 

The Power in one hour-2; This one is too good to miss.

This morning I started my morning off like I do most mornings.  I got my workout in and completed.  Then I set aside an hour for reading a few chapters from a book.

This is my second entry of an ongoing series of writings on the power contained in one hour. One hour is not a lot of time in your day, but if you can harness the power in one hour and put all of your efforts and focus into an hour, you can accomplish some amazing things.

In my first entry, you can read it here.  I talked about how many calories I burn, and you could burn as well, if you ran or walked for at least an hour a day.

Today, I want to talk about the power of setting aside one hour of reading time a day, or at least several times a week, and how much this one hour invested in reading could benefit you.

Over the last seven years I have invested one hour a reading time, on most days, to a book on a particular topic that I have an interest in.  The books I have usually read are business books, self-improvement books, motivational books, biographies, etc.  During that time, I have read about 384 books.  On average that is about 54 books a year.

Most books that I read are roughly around 200 pages.  If you read 30 to 40 pages a day you can finish a book in a week or so, just like I have averaged the last seven years.  Do I read everyday?  No.  But I read most days. And if I am really into the book, I may read a whole book in one sitting if time permits. But I think you see the point here.

In one hour, you can usually read about two chapters, at least for most books, unless you get into a novel or something.  The fonts are usually much smaller on those kinds of books, which make the chapters longer and harder to read for me at least. I think you get the point here.

How has it benefited me to set aside one hour on most days to read a book.  Before I started this habit of reading.  My income a year was around $53,000 dollars.  My best year of my career was in 2016.  Where my total income was $175,000 dollars. You can do the math yourself, but that is an increase of $122,000 dollars or a 230% increase in my income.

Sure, I would have had some raises along the way and after several years in a career, you should be making more money.  But I would not have had the significant increase in my income if I hadn’t become a reader.  If I hadn’t invested that one hour a day into my personal development during that time.

Let me tell you what is behind the numbers that you don’t see.  By reading the fifty something books a year:

  • My confidence increased.  Because I was smarter.
  • My thinking ability was expanded.
  • The fear of certain unknowns were dissipated.
  • I learned how to work with people more effectively.
  • I sought out new opportunities.
  • I expanded my knowledge into more areas.
  • I had additional skills.
  • I appreciated people more.
  • I was more interesting because people knew I was well read.
  • I shared certain nuggets of wisdom with others.

I could go on and on about all of the benefits I have received or earned because of reading, but I will stop here.  I think you get the point.  All of this is possible because of one hour a day, or most days.  See you don’t even have to do it everyday.  If you do it every other day, you will still get substantial benefits from it.

I had a mentor tell me one time that one hour a day, devoted to a certain topic or skill, will make you an expert in that field or topic within five years.  I agree, it will make you an expert, but it wont take that long.

Let me ask you?  How much reading do you think you can do in an hour?  I would be curious to learn.

If you fond some value in the post, please share it with others. I am just like you, I am trying to figure it all out.

To your success and your future.

The Power in one hour–1

It is the start of a New Year. Many of us are thinking about how we will do things differently than we have done them in the past.  Hopefully, you have set some meaningful goals for yourself and are looking to have your best year ever.

Last year, I thought about how much I can actually do or accomplish in one hour.  And over the next few months, or maybe throughout the year, I am going to write about my experiences with what I can successfully do in one hour.  I am going to use a lot of examples to make the point along the way, but I plan on speaking about my own experiences, and I will also use events and topics, to make the point of how powerful an hour really can be when we use it to our advantage.

How many hours a year do we waste?  I know some of the things below are necessary, however, I want to get you thinking about how many hours we actually do have to do certain things.   Here are some random statistics of how many hours we use to do certain things throughout the year.

  • According to Adobe and some research they conducted with more than 1,000 white collared workers.  They estimated that on average a person was spending 4.1 hours day checking email.  Which adds up to  20.5 hours a week.
  • Data Company Inrix studied traffic in 240 US cities and found that on average all commuters spend about 42 hours a year in traffic.
  • People spend almost 1,000 hours year online, according to figures from the Oxford Internet Survey. For the average Facebook user, more than 70 hours of that is spent on the social networking site. Combining TV, computer, smart phone and tablet use, we spend an average nine hours a day staring at screens.
  • The average household spends 1,460 hours a year watching television. An average of four hours a day.
  • The average person spends just 50 minutes a week (43 hours a year) on exercising and working out according to figures from WeightWatchers.
  • We spend 39 minutes a day, which is 237 hours a year. Each day we spend seven minutes 20 seconds on breakfast, 12 minutes 49 seconds at lunch and 19 minutes having dinner.
  • O2 found we spend 119 minutes a day – that’s 724 hours a year – making calls, browsing the internet, texting and listening to music, but just 97 minutes with our partners.
  • We spend 208 hours each year making sure our homes our clean.

Statistics above pulled from an article by the Daily Mirror.  Check this article out here 

I am not here to tell you what to do with your hours.  Many of you are already justifying how you spend your hours and after reading the above stats, you are now justifying them even more.

Now that we have laid out some ground work of how we spend some of our hours.  How do we take the hours we have and get the most out of them.  And what can we actually accomplish in one hour?

Here is my first example.

I have been a runner for many years now.  I run close to five days a week, and sometimes even six or seven.  It just depends on how my other workouts go. Some days I have long runs that require me to be out longer than one hour, but for the most part I like to stay within that one hour timeframe when I workout.

One hour a day is 4% of your day.  Lets do the math here: 60 minutes in an hour.  There are 24 hours in a day.  So 60 mins X 24 = 1,440 minutes a day.  You with me.  Now take the 60 mins. and divide it by 1,440.  And it equals .041666667.  Move the decimal over two spots and you are roughly at 4%.

Lets just assume that most days I spend the one hour running.  I may do several combinations of different runs that look like this.

  • A really fast run would include all out sprint: I would do roughly 7.30 miles in one hour, which is a about an 8 min per mile pace.  During that run I would burn about 1,175 calories or so.
  • A run/walk would consist of a 3 mile run for about 27 minutes and then walk for 2 miles (15 min pace) and I would burn about 840 calories or so.
  • Walk only (15 min pace) I would do about 4 miles and burn about 560 calories or so.

If I just did the walk five days a week for one hour.  Which by the way is a very slow pace, most people can do this pretty easily.

I would burn 2,800 calories a week and 145,600 a year.  They say that a pound is equal to about 3500 calories. Who says?  The experts.  Just go with it for now.

If you were looking to maintain your weight or even lose weight, if you just did this exercise, and only ate the amount of calories you need to stay healthy, you would lose 41.6 pounds a year.  145,600/3500 = 41.6.

A lot of math here but I think you get the point.  And the point I want to make and that I will be making with my future blog posts with similar titles is this:

One hour a day towards something is not a lot a sacrifice, but it can have a great impact on your life.  

In my case, when I really workout and sprint for one hour and push the 7 mile or more mark, and burn 1,100 hundred calories, I feel so good for the rest of that day.  And the benefits to my overall health is so beneficial as well.

Here is my challenge for you today?  What is one area of your life where you could cut one hour a day from?  Maybe it is in one of the categories above where I described how much time the average person is spending in one of those areas.  Maybe that category is necessary for your life.  If it is, how can you do something else while you do whatever that task is.  I will be writing more about this in the future.

One hour a day is only 4% of your day. If you subtract sleep (8 hours) and work (8 hours) and you just say you have eight hours of free time a day.  Then this one hour is only 12% of your free time.  What I do in one hour of time for my health and well-being is probably one of the most important things I do all day, and it only takes 4% of my day or at the most, 12% of my free time.

To your success and your future.