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