One key to success is a simple, but powerful, technique called "time blocking." Time blocking involves consistently setting aside time for the high priority activities in Quadrants 1 and 2 of our Priority Matrix. When you use time blocking you are, in essence, making an appointment with yourself! Ideally you should block time for important activities in both your work and personal life.
Personal Time Blocking
You cannot be effective in your work if your inner reserves are depleted. Making time to “recharge your batteries” will actually boost your energy. Block time for exercise, contemplation, relaxation or recreation. Be sure to carve out time for family or friends as well. And, before committing to anything else, be sure to pencil in some vacation time as well. Then, treat appointments with yourself as respectfully as you would with others.
Time Blocking at Work
What if you had two uninterrupted hours every day to focus on nothing else but your most important activities? The time might be spent planning or working on one or more projects, sales or marketing efforts, developing your staff, or learning something that will add value to your work. Just two hours dedicated to the really important things? Keep in mind that these two hours are focused, uninterrupted work time and do not include all the other time spent traveling, in meetings, talking by phone, sending email and other activities also directly related to achieving these activities. If you want to block out even more time to zero in on Quadrant 1 and 2 activities– great!
Get into the habit of blocking out time for your most important activities on a consistent basis and you’ll be unstoppable!
Time Blocking for Increased Sales
Set aside time every day or week for these four key sales activities:
Rehearsal Make time to fine tune your message and delivery and to plan for objections. Even the best continue to practice their game. Consider many professional athletes who continue to practice even after winning championships.
Referral Gathering Top salespeople stay on top because they make referral gathering their number one priority. Block out time each week to contact people – current customers, centers of influence, associates who can refer you to qualified prospects.
Contacting Referrals Follow up on referrals right away, while they are still fresh. Setting a goal to contact a certain number of referrals each day is also a good idea. If you are hitting a brick wall getting the referral to agree to a meeting or telephone appointment, it could be a sign that you need to block out more rehearsal time.
Appointments and Presentations A portion of each week should be spent with referrals making your pitch. Whether your meeting is face-to-face or by telephone, this is when your continual rehearsing will pay off. If your presentation is not generating sales, increase the time you set aside for rehearsal. Spend the first half of your work day time blocking and concentrating on one or more of the four sales activities (rehearsal, gathering referrals, contacting referrals, and appointments and presentations). Save all of your lower priority items for later on
Learn how you can incorporate the Focus Management Process into either the Time/Design Management Planner or into Outlook with our self-paced online training. Click here to learn more.
