SALESCALL: 'Frigg Friday' and Other New Days

According to my highly suspect research, the days of the week were named by the Greeks after the Norse gods. It's an interesting Google search, especially when you read about how each day got its name. My favorite is Friday, named after the god Frigg. Sounds like something Gus, the father in “My Big Fat Greek Wedding,” would say, followed by, “So there you go!”

With apologies to the Greeks (and to Gus), I am renaming the weekdays to come up with something more applicable to the print sales rep. Each day has a theme or focus because I wanted to give the rep a planning target:

Assumption Monday—Ask a rep, “What's the worst day to make a sales call?” and 50% will say, “Monday.” It is that kind of assumption that kills the day before it even begins. Granted, Monday might not be the best day to call but that does not automatically make it a bad day. Use Monday to do administrative work (company research, looking for new prospects, paperwork). But don't be afraid to pick up the phone, too.

New Business Tuesday—Someone told me a long time ago that Tuesday is the best day of the week to do business. I don't remember why that was the case, but I believe it to be true. Make your Tuesday all about new business. Every call, every appointment and every action should be related to bringing in new work.

51% Wednesday—Fill Wednesday with customer visits, plant tours, press checks and all of that other sales stuff. Make prospecting calls. Follow up on the introductory letters you sent out last week. Then, make sure that you have the majority of your new business activity done before leaving for the day. The worst thing you can do is come in Thursday morning behind the eight ball in that department.

Preparation Thursday—Fill your Thursday with customer visits and plant tours and press checks and all of that other sales stuff. Make prospecting calls. Prepare and mail next week's prospecting letters. Then, take time to look ahead to next week and plan each day.

Assumption Friday—Ask a rep, “What's the worst day of the week to make a sales call?” and the other 50% will say, “Friday.” Make not this assumption, my young Padawon. Instead, be the lone sales rep making extra calls today, including a second set of follow-up calls to the new prospects you called on Wednesday. What the Frigg? It can't hurt!

Editor's note: The author has teamed up with several PIA affiliates (AZ, PIAS, PIASD, PIASC, PINC and PPI) to create a new sales initiative: the Mobile Sales Club (www.piamsc.com). Topics such as prospecting, time management, selling digital/VDP, getting around voicemail and overcoming objections are covered via four conference calls each month. Listeners also receive free audio sales tips weekly, as well as an electronic newsletter. Participation is on a subscription basis with several levels available.

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