Did you just get started at 10 in the morning with your third cup of coffee? Have you just finished sharing your experiences of the past few days with your best colleague at that time? Or have you already made a number of crucial phone calls to make the prospect a customer?
If you belong to the latter category, then you meet the 10voor10 rule. This rule states that you have made 10 phone calls with potential customers before the hands of the clock hit 10 o'clock. This rule ensures routine, but also better accessibility with more results.
No procrastination: pick up the phone
The main thought behind this rule is to oblige yourself to make the phone calls. De wereldberoemde schrijver Mark Twain zei eens: ‘The secret of getting ahead is getting started’. Simply pick up the phone without raising any thresholds for yourself. Procrastination is common within the cold acquisition, usually because it is not the most loved task in the sales process. By setting yourself a time and a number of goals, it helps you to make those phone calls anyway. If you use this rule more often, it will eventually result in a routine action. After all, every day you have 10 conversations before 10 o'clock, right?!
This way you can reach your prospect outside of meetings
Experience shows that the prospect is busy carrying out his own tasks for up to 10 hours, grabs his third cup of coffee and shares the experiences of the past days, and then from 10 o'clock starts to meet and have other conversations. The accessibility of a prospect is a crucial part of telesales (otherwise: cold calling). After all, a prospect must be reachable in order to have a conversation with him at all. If he is not, then there will be no result.
