Make Your Trip Count

Your time and money are very valuable commodities, too often abused by too many.  Keep in mind that money is replaceable, time is not.  We do need to be wise with our money, however, when we blow our money it is replaceable.  Time, on the other hand, is a one-shot go around; there are no second chances with the same hour.

That is why we want to make our time and effort count.  Too often, business owners and sales people do not wisely invest their time.  When we waste time we are losing money.  When working with clients, I remind them to make each step count.  This causes our production to increase with just a little more effort and forethought.

Many times, when you are going on a sales call to present your product, there are other opportunities that are close by waiting for you.  With all the research tools that are available in today’s world, you do not want to leave anything on the table.  For example, if you are going on a sales call that is twenty minutes or two hours from your home or office, you want to make the most of it.  If I am going to see a client that is two hours away, I am going to do research to find potential clients within a thirty-minute radius.  It is not the best use of your time, expenses and resources to drive two hours, spend one hour with a customer and spend three hours driving home. 

I would search the area around the current client for cold call opportunities --  businesses that could use my services and do not know me yet.  I would then take my list of twenty potential customers and call them on my drive to determine what I could do for them.  This way, I have prepared before my trip with proper research and used my drive time wisely.  I would arrive in the area before my actual appointment, visiting as many cold calls as I have time for.  I make sure I keep track of my time so that I am on time for my original appointment.  We do not want to pick up extras and lose out on the main event. 

After your scheduled presentation is over, which includes getting their referrals, you proceed to the rest of your list.  Work as many leads as you can while in the area.  You have invested five hours of drive time, so get the most out of it. 

For maximum performance, use the ride home to listen to a good CD that will inspire, train, encourage and increase your ability to succeed.  You will come home refreshed, excited and financially increased from the same trip.  By just driving down, doing your appointment and driving back you will return worn out with a mostly unproductive day.

Your time is valuable; use it wisely.  Allow yourself to produce maximum benefit from each hour of each day of your life.  This process will give you more time and money to do what you enjoy doing.