aftermath of cold calling

the aftermathof cold calling

first, buy and filter a prospecting list

then call the main contact or desk

Ouch ! 40% of wrong numbers, bankrupt companies and deceased people...

* Source: Sales institute study http://goo.gl/K6v1z

identify the right contact for your product/service

With direct phone and email. Be creative and persistent.

do your research on your target

The average sales rep spend 1.5 hour/day doing his research on prospects (LinkedIn, Twitter, News clips)*

* Source: http://www.bridgegroupinc.com/inside_sales_metrics.html

call, call, call until you reach your target

It takes 8.4 calls to reach a prospect (on average) * 18% of sales heroes make 100+ calls a day *

* Source: http://www.salesshift.ca/fast-facts-scary-stats/

arrange an appointment

80% of decision makers do NOT accept meetings without referrals *

89% of prospects reject the meeting proposal *

* Sources: Study bu the Kenan Flager Business School and http://goo.gl/BwCLY 

do the maths

Browse, filter & arrange your prospecting list 1h

Call office desks for 20 targets

Research your targets (12 good contacts)

Call your target until he accepts to talk (105 attempts)

Arrange ONE SINGLE appointment

1.5h

ok

3h

2.5h

8 hours to fix one single appointment with a qualified prospect

do the maths

With an average salary of a sales rep at $100k *

This brings the cost of your LEAD to 560$

* Sources: Inside and outside sales survey http://goo.gl/BwCLY 

cherish your clients

sell better, sell more

Making friends is our business