Have you ever heard the term “calendar integrity?” It’s one of those buzzwords that’s just beginning to get off the ground, sort of like “synergy” or “wheelhouse” were ten years ago. We hear it, we know it means something important, but we can’t quite place it in context. So what, exactly, is it?
In short, calendar integrity means having a full schedule stocked with quality, purposeful meetings.
There are three key steps to achieving calendar integrity. When these steps are followed carefully and consistently, your schedule will be a smooth, efficient machine.Quality Meetings
It should go without saying that all of your meetings should be quality meetings. But it’s easy to fall into the trap of believing that if you are busy you are moving forward.
The truth is, you can be busy and be at a complete standstill. Loading your calendar with “filler” meetings that you know will go nowhere or produce very little is a waste of your time.
It’s true that dripping on these contacts may give you an advantage down the road. Don’t ignore them completely! But your time is precious, so don’t spend wasted hours in their offices when there are bigger fish out there who are waiting to be caught.
If seeing the right people is important, seeing them regularly is downright vital. Going into a big prospect’s office is not going to be helpful if you don’t have a plan for follow-up. The sales process takes time and building relationships is key to the process. Make sure you are meeting with your best clients and prospects as often as you can without them getting tired of you. Take the time to build the relationship and find out what products will be best for their practice and their clients.
This one goes hand-in-hand with not mistaking being busy with getting work done.
In order to be efficient and productive, your work must be planned out. Don’t make calls on Monday for meetings on Thursday and Friday. Plan your calendar so that you’re reaching out to clients two to three weeks ahead of time.
Also, keep a map of your territory handy and know how long it takes to get from one client office to the next. Make sure that the offices you are calling on are within a reasonable distance to one another so that you spend less time behind your windshield and more time in front of your clients and prospects.
The ESA Advantage
Executive Scheduling Associates specializes in calendar integrity. Using the data you provide, we rank your clients so that we know which ones are worth calling and which ones should be dripped on. We also make notes for each client regarding how often you want to see them and when your last meeting was. That way you never miss a follow-up and stay in front of your biggest producers regularly.
ESA schedulers also strive to push your calendar out two to three weeks in order to maximize the chances of booking the meeting. We also keep digital atlases with notes on drive times and do our best to keep your between-meeting drives to 30 minutes or less.
Tell us what calendar integrity means to you in the comments below.