Page 110 - Social Media Marketing

92 Walk Like a Giant, Sell Like a Madman

No Interruptions!

When you're doing your Hour of Power, you must not be inter-
rupted. Make sure anyone who may be tempted to interrupt you
knows not to. If you work in an office, tell the receptionist and ev-
eryone else within earshot that you will be incommunicado for one
solid hour. If you sell from home, tell your partner (and any children
you may have) that you are not to be disturbed.

If someone returns a call in response to a message you left on his
answering machine during your Hour of Power, the call counts as
an interruption. Don't answer it. Someone else in your office should
answer the call and take a message. There must be no interruptions.

You can call the person back later, after the hour is up. Your goal
is to make it through your list of 100 people, and you have only
60 minutes to do it.

Tip: I often use my Hour of Power to train salespeople I coach.
I bring them in and have them watch and listen so they can begin
to imagine how they would host their own Hour of Power. I
believe that you are always better when someone is watching,
and this really gets the trainee pumped up.

Make the Commitment

I strongly recommend that you implement the Hour of Power strat-
egy, regardless of what you sell. If you make 100 calls a day, five
or six days a week, I can almost guarantee that you will begin to
see a dramatic boost in sales in a relatively short time. When you
are ready to take the leap and implement your own Hour of Power,
keep the following important points in mind:

• Strive to achieve the goal of 100 calls a day. When I coach
people, I have them turn in their call logs to me at the end
of every week. Making the bare minimum of 25 calls a day
delivers some benefit, but the truly successful salespeople are
those who do closer to 100 calls a day.