By Wendy Weiss, The Queen of prospecting®

Today I’m sharing a question from reader who writes:How do I keep from being burned out while prospecting? My job is to call current customers and to also call new business prospects. I have a quota of 60–80 calls to make per day, but it seems as though I cannot stay focused long enough to make even 50 phone calls. By the time I get finished calling my current customers and servicing their accounts, I am mentally burned out. I am in no state to begin calling for new business. What advice/strategy do you recommend to keep me “pounding the phone” and “dialing for dollars”?


This is an excellent question, and one that comes up for many people who conduct business over the telephone. Phone work can be exhausting. It is an intense experience. You must stay focused, listen carefully, assess prospects and respond quickly.

That said, 60 – 80 calls per day is a lot unless you are using some kind of efficiency tool like a dialer. Quality is always better than quantity. (For recommendations on prospecting efficiency tools, see Wendy Recommends below in this newsletter.)

Make your new calls first. Schedule a specific time every day to make new calls and only new calls. When the time that you have scheduled is up – stop. Then, go on to your customer service calls.

Be sure to give yourself breaks throughout the day. Get up every hour and stretch. Walk around your office. Drink plenty of water throughout the day, so that you aren’t dehydrated.

Give yourself incentives. For example, every time you complete a predetermined number of calls, put some money ($1, $2, $5…) into an envelope. At the end of the week, take that money and treat yourself to something—even if it’s only an ice cream cone.

Find a “buddy” in your office (or outside your office) to whom you can go to for a pep talk now and again.

Gather testimonial letters from customers. Make copies and post them prominently near your desk. Take a yellow highlighter and highlight all the really good parts. This way when you feel a little burnt; you can remind yourself of all the wonderful things customers have said about your offering.

Recognize that what you are doing is difficult, and give yourself credit for what you accomplish. Remember that all of your current customers were once new customers, and before that, they were probably new calls. Think about the all benefits you bring to your customers. You will bring those same benefits to the new calls that you turn into customers. Make a list of those benefits, and also post that list prominently, so that you can look at it when you need a boost.


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