Page 111 - Social Media Marketing

Hosting Your Own Hour of Power 93

• What you say when you call is not all that important. What
is important is that you make the call and establish contact.
Leaving a voice mail message counts as contact.

• No selling. I know I said it before, but it deserves repetition:
The Hour of Power is about building relationships.

• Do not get into a lengthy conversation. You have an average of
36 seconds per call.

• Limit yourself to five or six days to avoid burnout.
• Challenge yourself to make some difficult calls. Put new people

on the list-people you would like to meet, organizations you
want to learn more about, interesting people you might like to
partner with, and so on. Remember, it all begins with a call.

Keep a Tally Sheet

As business starts to pick up-and it will, assuming you put your
Hour of Power into practice-you will naturally start attending
to other things and shove your Hour of Power to the side. Some
salespeople don't even make it to that point. They run out of steam
after the first couple of days, long before they can reap the benefits
of the Hour of Power.

For any technique to work, however, you need to do it and keep
doing it. Create an Hour of Power tally sheet, and track the number
of calls you make each day. Total the calls for a weekly and monthly
count. This will help you stay on track.

Just Do It!

The single most important thing about the Hour of Power is that
you do it. Keep a log and hold yourself accountable or team up with
another salesperson you know and hold one another accountable.

If you have a personal partner, as discussed in Chapter 3, make
sure this person knows about your Hour of Power goals. Share
your tally sheet with your partner, so you feel more accountable.
When I coach salespeople, they turn in their Hour of Power tally