Fish when the fish are biting

Most advertising salespeople work more or less banker's hours. We conduct most of our business during "business hours." This works great for most of our retail and service accounts, but many other prospects keep a different schedule. Many business owners need to hold a full-time job to support themselves while pouring all their profits back into the business during the start-up phase. They can only be found at the business in the evening or on the weekends. Many bar and restaurant owners work during the busy evening hours. A lot of contractors work from "can't to can't", can't see to can't see, during the spring and summer season. I've closed a lot of deals at 5 or 6am over coffee and donuts.

By mixing up your hours to meet with customers when it is convenient for them, you can close more business. Prospects appreciate it when you are willing to work with their schedule and will often be more cooperative. Most of your competition won't make this effort so you have the playing field all to yourself. (Like they say, there is never much traffic when you go the extra mile.)

Keep Smiling, Keep Selling!

Thanks Jim Busch