Work Your Territory Geographically

Work your territory geographically.  When you book an appointment, note the postal code on your calendar.  Then when prospecting, book appointments in the same postal code on the same day.   When you arrive at a call, make sure to visit the neighbouring companies on either side of your prospect, as well as those across the street.  That can add up to 5 calls every time you park the car.  Remember, time spent in the car is not productive, so minimize it.

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