This week’s cold calling advice is short and sweet – Keep Digging!
In 2007 it took 3.68 cold call attempts to reach a prospect. In 2013, it took 8 attempts. Now, it takes an average of 18 calls to actually connect with a buyer!
Your goal as a sales prospector is to contact a key decision maker and set a qualified appointment. But the main task of anyone doing sales prospecting is to ‘dig’. As the political economist Benjamin Friedman said, “Prospecting is finding the man with the problem”.
When you make a call but don’t get through to a decision maker, rather than hanging up, persist! Stay on the call and dig til you find the right person. Ask for names, phone numbers, anything that might help you move forward. See if they can transfer you. Try to build on the info you have to move you closer to your goal!
Keep dialing and if you need help with your messaging, delivery or would like us to do your calling for you, give us a call at 908.879.2911 – we LOVE cold calling!
