| In one of the "Dirty Harry" movies, Clint Eastwood | | | | recommended eight-hour shifts. The productivity |
| quietly says, "A man must know his limitations."Very | | | | plummets dramatically, I've found after five hours.You |
| true, and this definitely applies to phone work, whether | | | | should experiment; especially if you're an independent |
| you're prospecting, appointment setting, or closing | | | | businessperson, or you're in sales and are permitted to |
| deals.It's not a topic I think about all that much, but it | | | | allocate your time as you wish.By the way, if your |
| coursed through my mind tonight, as I was developing | | | | tolerance level is only an hour or two, it's not wimpy to |
| a prospecting campaign that I intend to execute, | | | | acknowledge it, and act accordingly, because, after all, |
| myself.I think people have different fatigue settings, but | | | | Dirty Harry is right!Dr. Gary S. Goodman, President of |
| they're unaware of them.For me, doing outbound calling | | | | Customersatisfaction.com, is a popular keynote |
| for an hour, and I mean a solid one, without breaks, is | | | | speaker, management consultant, and seminar leader |
| no big deal. In fact, I just start warming up, getting my | | | | and the best-selling author of 12 books, including Reach |
| phone voice strapped on at the half-hour point.Two | | | | Out & Sell Someone(R) and Monitoring, Measuring & |
| hours, with a quick break in there, is also | | | | Managing Customer Service, and the audio program, |
| comfortable.And that's it; my current sweet spot, and | | | | "The Law of Large Numbers: How To Make Success |
| no more.So, my campaign will entail two hours of | | | | Inevitable," published by Nightingale-Conant. He is a |
| outbound for a month, and I expect it will yield optimal | | | | frequent guest on radio and television, worldwide. A |
| results for me.I realize it's not practical to have two | | | | Ph.D. from USC's Annenberg School, a Loyola lawyer, |
| hour shifts at my clients' sites, so at minimum, we | | | | and an MBA from the Peter F. Drucker School at |
| schedule four hour sets for their employees. But when | | | | Claremont Graduate University, Gary offers programs |
| I started doing outbound selling for Time-Life Books, | | | | through UCLA Extension and numerous universities, |
| we worked only 3 hours per night, and 4 hours on | | | | trade associations, and other organizations in the |
| Saturday morning, and it was ideal for college | | | | United States and abroad. He holds the rank of |
| students.The phone can be a grind, and I've never | | | | Shodan, 1st Degree Black Belt in Kenpo Karate. |