Over the holidays I had great plans for getting very organized for the New Year. I wanted to move the old job files, go through all the samples and get rid of those that had been discontinued, set up some new filing processes and work up a new 2017 sales hit list.
Unfortunately, I had major plumbing issues (broken waste pipe) that basically destroyed my plans. I had to spend time packing up rooms as the issue spread. Luckily insurance is covering a good deal of the problem, but the time working with it ate away at the “free” time I had anticipated. Now, I am playing catch-up as business gears back up. I still have lots of household issues to deal with (meeting with the contractor this afternoon) that will continue probably until May. I have to get new floors and walls repainted so it will be updated when all is said and done, but the time and energy to make that happen continues to be draining.
Defined Business Goals
However, I still sat down and developed my business goals for 2017. And I admit, writing them down made me realize that I have some ambitious ones. Our annual sales goals are increased dramatically; I want to hire a salesperson or two and try my hand at an acquisition (yes, I have my eye on someone). At times, I admit to feeling very overwhelmed just looking at the list. But if I maintain my usual disciplined approach, I do believe they are achievable.
For me, I am most productive when I plan my day – every day – on paper. Yes, old fashioned paper. And I’m not the only one. I hear more and more people are using journals and pads for notes today versus electronically. Seems we like the idea of checking off our various to dos!
Disciplined Daily Planning
I plan by the half-hour. What do I reasonably believe I can get done in that length of time? When I first started planning this way, I realized that the reason I was frustrated at the end of the day was that I was unrealistic in my expectation of how much I can actually get done each day.
So as I plan each day, I determine what’s going to be the best use of my time. Of course, the first part of my day is filled with “dialing for dollars.” That’s my term for reaching out to existing clients and prospects for appointments to bring in more business. And, I don’t just block off 30 minutes with a notation “new business calls,” I literally indicate each person/company I am going to contact in that timeframe.
Meetings and Networking Planned Weekly
Midday is when I am out of the office for appointments and networking events (evening, too, for networking – try for at least once a week). After being in business for so long, I now know that for me, two new business meetings a day is best. I used to book them back to back but it was too stressful. Not everyone I meet is punctual and if the meeting is going well I don’t want to cut it short. I’ve had meetings that I planned to last an hour that ended up lasting two and a half hours! The client decides to introduce me to other departments or new projects come up. Yes, I could say, let’s schedule another meeting, but I do like to strike while the iron is hot!
Since my goals include new salespeople and a possible acquisition, I also spend 30 minutes a couple of days a week talking with my preferred vendors about who they might know that’s interested in a move. I’ve got a list started and in March I will add those calls to my weekly schedule.
Delegating Tasks Crucial
As a business owner, I also have administrative tasks on my list. I typically schedule these for the end of the day or evening hours. Even though I have administrative assistance I found that there are still tasks that need to get done regularly no matter how much I try to delegate! I do recognize that I probably need to delegate even more and I am working on doing just that. I need to be spending more of my time on the actual growth of the business (haven’t we all heard that before).
So, I am staying my course of being disciplined in my daily plan and concentrating more and more on the growth aspect of the plan. And, at the end of each day, I plan my schedule for the next day, carrying over any tasks that I couldn’t get to (as we all know rush situations come up that need our attention – that call from a key client – could you come over this afternoon to discuss a new project?).
I don’t know about you, but seeing all my tasks in front of me each day truly helps to keep me more focused, disciplined and yes, I truly believe, more productive!
Danette Gossett is the founder of Gossett Marketing, co-founder of Promotions Rescource LLC and co-author of the best-selling book “Transform” with Brian Tracy. Danette utilizes her more than 30 years of advertising agency and corporate marketing experience to develop effective promotional campaigns and products for her clients. Visit GossettMktg.com or SalesPromo.org and follow us on twitter @MarketngTidbits.