Page 112 - Social Media Marketing

94 Walk Like a Giant, Sell Like a Madman

sheets to me at the end of each week. This helps keep them on
track, because they have to report in, and they want to report good
news.

Once you have formed the habit, it becomes second nature-it
doesn't even feel like work. The rule about not selling actually
makes placing the calls easier. There is no pressure on you and no
pressure on the recipient of the call. They won't mind the call; they
won't avoid it; they will actually pick up the phone and enjoy the
brief exchange.

Force Yourself into the Zone

Although my Hour of Power is dedicated to placing phone calls,
the primary reason it is so effective is that it focuses my time and
energy on performing a single task in a limited amount of time. It
enables me to do something that most people would never believe
possible: calling 100 people in 60 minutes.

Most salespeople hate making phone calls, so they procrastinate.
They may look at a list of 100 people to call and think, "This is
going to take me all day!" So, what do they do? They put it off, and
it never gets done. By setting aside one hour to make those calls
and removing all distractions, you force your mind into a tunnel
in which the only way out is to place the phone calls. You force
yourself into the zone.

The source of power in the Hour of Power isfocused energy. Instead
of taking an overwhelming chore and setting a "realistic" timetable,
you take an overwhelming chore and tell yourself, "Okay, now you
have only 60 minutes to do this. Get going, the clock's ticking." All
athletes train. Consider this your training.

Extend Your Hour of Power to Other Tasks

Apply this same technique to any aspect of your business. The more
you hate performing a particular chore, the better a candidate it is
for an Hour of Power.