Hello to the Build Live, Give solo podcast episode number 302. If it's your first time. Welcome. And if you love what you hear, please subscribe. I recommend listening to episode 0.5 as a guide for you first, if you're a regular, thanks for your support. As I said, in episode 300, I did not believe that I'd get to 300, but I love the fact that you've been on this journey with me. I love listening to podcasts and always have a few follow-up questions. And this podcast in particular may lend itself to that. So go to paulhigginsmentoring.com/questions and lodge yours. And I promise to answer it. Please check out past shows on your favorite platform, just search Build Live, Give and a huge shout out to Dom for their question about how to get more time to sell. They say, look, you're giving all these great tips on sales, but I just don't know how I'm going to implement them because I just don't have the time. So I've thought about today's topic which is: Seven Actions To Get You More Time To Sell. Okay. So what you're going to learn is the seven actions of course, and also how you can get some help at the end.


So I track my time in 30 minute blocks, I use an app called Toggl. It's free, it's on your mobile phone and it is so simple to do, so each Monday, in our team meeting, I show my team where I've spent my time to be held accountable because it's so easy, right? Especially if you're working solo or you're the CEO or the founder, and don't have a mentor at the time or a board or anyone else to report to, right, it's very easy to waste some of your time or not allocated in the right ways. So I think it's really important to have that accountability.


Anyway, however you do it. I target 25% of time on sales and then the other 25% on marketing. So 50% on growing the business. So I'd love to know, do you track your time and do you really know how much time you're spending on sales each week? So just take a moment to think about that. When I asked my clients to do the exercise, normally that ranges from about 10 to 15% of their time, it's well under what they actually think it is. And they say, look, I've got a sales problem. I say, actually, what you might have as a time allocation problem. You're just simply not spending enough time on it. Now I know there's lots of reasons for not spending time on sales. I won't go into those now, but what I want to do is help you with seven key actions to get more time to sell. So let me share them with you right now.


So action, one Voice. And just remember that there is a transcription at the end. So you feel free to take notes, but if you're in a situation where you can't take notes, they will be in the transcription or the show notes. So the first one, again, is voice, voice detects. I know this doesn't sound like a huge time saver. Believe me for my experience over the last six weeks now, it's saved me a huge amount of time. It's actually one benefit of having tendonitis. I've had to wear a cast and I couldn't really use, both my arms. It was my left arm that was impacted. And I've been using lots of apps, both for just voice to text. So what's native, but also voice capability apps like Voxer. So that's action one.


Action two Delegate, right? So just delegate as much as you can. And I don't want to be a broken horse on this one, but is a simple exercise I found that works best is just have a column and just, or a bit of paper, it might be a spreadsheet, however you do it, but just go do, delegate, and delete three columns, and just go through track each day. You know, what are the things that only you can do? What are the things that your team can do? But most importantly, what can you just stop doing? And I do that constantly. Because as entrepreneurs, we're normally making lots of ideas, I know myself, I come up with a million ideas, but that doesn't mean that I should do them. All right. So that's action two delegate


Action three is Sleep. And I know this one is a little bit of left field, but really to sharpen your mind, why not just take a nap every day? So it's not like George Constanza, some of the viewers are old enough to remember that episode where he sleeps under his desk. I sleep in my bed because you know I work from home, but I take a 22 minute nap. That's what I've found by a neuroscientist. That would be the optimal time, 22 minutes and also a seven minutes of meditation. So I do it the other way around: meditation first, then sleep. But it really helps me to sharpen my saw and be mentally strong, which then gives me more time.


The next is Video, right? So it's simple, just use video at every opportunity. Like many of our sales processes we've replaced by video, the delegation of tasks to my team I've replaced by doing video client training, the list goes on. So if it relates to something that you're doing just do it by video. And most people would prefer to receive something via video. And for you like I said, in step one, it's so much easier than typing.


So before we continue, I'd like to talk to you about leadjet.io ever looked at a LinkedIn profile and had to manually put the information into your sales CRM? Not fun. Ever sent someone a message on LinkedIn and had to copy and paste it in your sales CRM? I used to do it all the time, no more with the leadjet.io. It does both of these activities automatically for you on most of the major sales platforms and they're creating them all the time. So PipeDrive, HubSpot, Copper, etcetera. Why not check it out for just go to buildlivegive.com/leadjet, and also check out episode 301 so it is the one before this, where I've David the founder on the show.


So take a minute and just go back through the four that I've already mentioned and just think about where can you specifically save time to do more sales? So I had voice and voice to text, I had delegate, number three was sleep, and number four was using video at every opportunity. And that's both live video where you're recording it, but also where you can put it into your process.


So number five is Automation. I know this word can mean so many different things for so many people, but just think about the tasks that you do each and every day. How can you automate them using software and also integration tools like Zapier? I know that's made a massive difference to myself and my time.


Action, six Social Media. I love my golf and I find TikTok is one of the best platforms to pick up tips, not swing tips, but just little tips that you know, it's hard to get to or on YouTube, typically you got to watch the whole 10 minutes. It's a pain. So I limit myself to 15 minutes on the platform a day when my alarm goes off, I count five, four, three, two, one, and move on to the next thing. I'm not saying it's easy, but it's the best way for me to control what would turn into a complete addiction. So you may find this applicable to Facebook, Clubhouse, Instagram. What is your poison chalice of choice on social, go and try that one 15 minutes, count down from five to one and then go.


Action seven. And the last one is Templates. This one relates to both one action, one and four above. How many times do you repeat those same actions? We have created a list of all the templates that we send in our business in a platform called Airtable, but you can do it in Google sheets, Excel, whatever your choosing is. I use text replacement then in iOS, which can go across all my Apple devices to send these templates. I think it's also available on Android. And I can also say to my team, Hey, just send template number X, right? And they'll send it for me so that it just made me save a huge amount of time, where I was just constantly repeating actions. So the key objective of this podcast was to give you seven actions, so you can spend up to 25% of your time on sales. If you'd like to ask specific questions on the actions, please go to paulhigginsmentoring.com/questions. And I'll answer those if you have the time, but not sure how to actually build yourself a system. Please go to buildlivegive.com/accelerate.


So three actions from today. 


  1. Implement what you have learned. So important 
  2. Send me the questions 
  3. Check out the accelerate page to build your sales system. 


You can get all the links in the show notes. As I said at paulhigginsmentoring.com/podcast episode 302 on your app, you are listening to right now, I recommend the Pocket Casts app. Listen to episode 0.5. If you're new, if you want to know more about creating your own sales system, your sales machine, to get one to three high paying clients a month, go to paulhigginsmentoring.com/pulse nine critical questions in three minutes, please connect and follow me on LinkedIn. If you know someone interested in gaining more time for sales, please share this with them as always. 


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