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Reinventing TGIF: Top Business Development Activities for Summer Fridays

July 9th, 2015

There are nine Fridays between the Fourth of July and Labor Day. How much new business will you generate with yours?

The idea of working on Fridays in the summer seems counterproductive. It can be easy to talk yourself into not working or leaving early: everyone’s on vacation; no one’s serious about business on Fridays.

Here’s the surprise: research indicates that taking Fridays off during the summer can be counter-productive. In a survey conducted by Captivate Network, fifty-three percent of those surveyed said that reduced hours on Friday lowered their productivity and increased their stress. Leaving early on Friday and dreading Monday all weekend is the ultimate waste of time.

Summer Fridays are the time to work smarter, not harder. Take advantage of the relaxed vibe and the slower pace with these tips.

Schedule Friday Morning Meetings

Busy executives wind down on Fridays and their calendars are often more open than other days of the week, especially during the summer. Meeting at a breakfast or coffee spot that is convenient to your prospect’s office can provide a brief change of venue without taking up much time. This approach can be especially effective as a follow-up conversation to an initial meeting. Nine Fridays? That’s nine opportunities to move nine potential buyers closer to a close.

Do Lunch, Get an Introduction

Summer Fridays are an ideal time to schedule lunch with former colleagues or business associates. Always confirm that you’ll meet at their offices, and ask in advance if they’d be willing to introduce you to their boss or other executive at the company that you’d like to meet. When you meet your new contact, be sure keep the conversation brief and informal. Remember, it’s not a sales call; it’s an introduction. By the end of the summer, you’ll be back in touch with nine colleagues and you’ll have nine new business contacts.

Send “Three by Three” Emails

Fridays are also a good time to refine and test your email messages to prospects. Pare yours down to three sentences, then test sending a few by 3:00 p.m. on Friday to three types of prospects:

  • New prospects you haven’t met
  • New contacts you have recently met
  • Contacts you know but have not approached as prospects

The typical business executive receives over 600 emails a week. This inflow slows down as the work week closes, and your email may get more attention on a Friday afternoon than on a Tuesday morning. 

Clear Your Desk and Your Head

When I worked for a global consulting firm, we had an unwritten rule: don’t leave the office on Friday until your desk is clean and your week ahead is planned. It seemed restrictive at the time, but it’s a practice that pays big benefits: it frees up your head space for weekend pursuits. Nothing boosts productivity like coming back to a clean desk and a game plan on Monday morning.

If you work smart on Fridays in the summer, you won’t be alone. But you will be ahead of the competition.

Slow, The New Fast

June 10th, 2014

What happened to that white-hot prospect?

Every business owner and sales person has asked this question. You had their attention and mobile number. They had a need; your product or service practically sold itself. You had rapport, and then –

Silence. 

You replay the conversations in your mind and retrace your steps from your notes. Did you miss something?

Perhaps. But maybe it’s not what you think you missed.

Maybe what your prospect took was a break. Some time away from a business pace and information intake that is increasingly head-spinning and demands an increasingly rapid response.  

A business owner I know unplugs once a month, reserving a day to think through all of his pending business decisions and related information. Many executives can’t or don’t schedule intentional “think time,” and they temporarily escape by postponing decisions. Your prospect’s balancing-act response to an overload of information, decision-making and the need for speed? Slow, the new fast. 

Before the next hot prospect turns into a whiff of smoke, consider your prospect’s capacity for information, rapid change and rapid response. Integrate the following questions into your interactions with them:

  • What are you getting from me that is most helpful?
  • What am I doing that is not helpful to you?
  • What could I be doing to be more helpful?  How does that help?

Information overload affects all business professionals and their activities, including you and  your prospects. Think through your sales cycle and build in time for your prospect to gain perspective on their future use of your product or service. It’s one of the routes to yes in slow, the new fast.