Right on the back cover of my new book, Selling Boldly, it says “You already know what to do.”

You know, for example, that phone calls are better than emails, and yet, many times, you email instead of call.

One of the reasons for this is that we know we should call, but sometimes we don’t know who to call.

And so, many times what’s missing from our outreach efforts is an actual list of people we should call.

That’s why your day should start by making a list of, say, three people you will call on the phone proactively and intentionally today.

And it’s also why each week should start with a list of humans you will call proactively and intentionallythis week. Then, check your list each morning, select three for the current day, and call.

“Tom, it’s Alex, I was just thinking about you. How are you? How’s your family? What are you working on these days that I might be able to help you with.”

The twice-italicized words above are the key: these calls need to be proactive and intentional. That is, these should not be be people who are calling you regularly with urgent needs or problems. Rather, these calls should be going to people who are not calling in. Which means, you are not speaking to them, since most of us spend our days talking only to people who call in with urgencies and problems (you know, the squeaky wheels which dominate nearly 100% of our time, but make up just 10% of our customers).

The list must be in front of us, on our desk, or visible in our car. It is less useful buried inside a CRM system, which significantly decreases the chances of these phone calls being made.

The calls must be proactive and intentional.

But first, the list of people to call must be this way too. And don’t spend 20 minutes making your list of three people to call. Spend one minute, or 90 seconds.

Then call them, human to human.

The competition is not doing this.

My new WSJ Bestselling book (what a joy that is to write!) takes you through this process step-by-step, and it even arms you with a Proactive Call Planner where you can list these people you will call. Buy the book here. You can download the planner here on my web site but the instructions of its use is laid out, step-by-step, in the book!

To implement these proactive and intentional revenue growth systems at your organization, call me directly at 847-459-6322.