1) Decide area of operation. Where would you be doing Business? Let us say take for an example: Area as Mumbai City. You decide to work from Borivali to Cuffe Parade on the western line only.
2) Divide your area of operation into four Zones. A Zone should be an Area where we can travel from one end of zone to the other end in 30 minutes like Haji Ali to Cuff Parade could be one Zone, Worli, Parel up to Haji Ali another zone.
3) Make a file of the prospecting call sheets given to you. The file should have at least 50 sheets.
4) Put partition cards after 12 sheets in such a way that there are four partition cards in the file denoting each Zone.
5) Write the name of a different zone on each of the partition cards.
6) Designate four days in a week purely for meetings with customers both new and follow up. Allot a different zone to each of those four days.
7) Paste the Schedule on the front inside cover of the file.
8) Fill up the prospect file with names, Tel no’s, addresses and reference details zone wise depending on where we would meet them. If we do not know where the person would prefer to meet then write his details in both zones – zone of residence as well zone of his office. If he stays in Santa Cruz and office is in Town write his details in both zones.
9) Whenever you want to fix appointments look at the schedule in the front inside cover of the file. Depending on the day and the zone allotted to that day, open the divider of that zone and take appointments for persons in that part of the prospect file.
10) If a customer is generally not available on the day allotted to that zone or if someone would meet you only on a particular day then change the schedule in that week to accommodate that person and then revert back to the original schedule in the following week. This should however be an exception than a rule.
11) Whenever you call a particular person enter the details of the call in the calling sheet provided to you. One calling sheet can accommodate 6 persons and 12 call details of each prospect. Enter the date of calling in the column provided for the date. Enter the name of the prospect if you spoke to him/her. If the prospect is not available then enter the name of the person you spoke to. Always enter the details in pencil so that you can extend the use beyond 12 calls. Enter short details of what the prospect told you.
12) Whenever you call the person again, read all the details of his previous calls so that you can an understanding of the situation. If he has asked to call after a month and if a month is not over you can skip calling that prospect.
No comments:
Post a Comment