The home office... a place to hide, a source of distraction, or a center of productivity? For too many sales people the home office serves as a place to hide when you just can't take the rejection anymore. While you're there you can't seem to stay focused and a lot of time gets wasted with little to show for your time investment. But it doesn't have to be that way.
There are two big things that probably have to happen in your home office at least for now. One is completing the paper work involved with selling. A mundane part of your business yet a necessary evil.
The other is the exciting part of your business that is the center of your productivity...marketing. You can't sell unless you market because you have to have people to sell to. So your home office is the place where you develop marketing plans transform those plans into processes and then automate those processes so you always have good solid people to sell to.
And that's how the largest share of your home office time should be allocated, setting up automated marketing processes to sustain a full sales funnel. However, many of you don't know how to set these automated processes up. So you need to start with a plan.
Before you can even develop a marketing plan though you first have to define a specific group of ideal future clients you want to attract to you. Yes, I did intend to say attract to you. Both your success and your effectiveness will increase dramatically when you know how to attract potential buyers rather than chase after them.
Once you know who you want to sell to the next step is to identify what those people are already looking for what problem they want solved what outcomes they want what goals they're trying to achieve. This becomes the theme of your messaging. This theme is what gets the attention of the right people.
Of course, just getting their attention isn't enough. You have to grab their attention long enough to gain their interest or curiosity. From there you can help them develop the motivation to take an action.
Once they take that action you've made your first connection. You then need to develop a process to transform these now strangers into new clients. And you want to make certain that process happens each and every time for each and every person who reaches out and connects with you.
Use your home office time to get these systems in place. Once you have them in place you then use that time to set appointments. And a small portion of your time to follow-up on the completion of any paper work you're now outsourcing.