Here’s a brief microlearning on cold calling.
Did you know that statistically, Thursdays are the best days for prospecting?
And the best prospecting tool you have is your phone.
Here are some interesting stats:
- 92% of all customer interactions happen over the phone.
- On average, it takes 8 cold call attempts to reach a prospect.
- The best time to cold call is between 4:00pm and 5:00pm.
A best practice that I use is something I call coupling.
By that, I mean that whenever I leave a prospect a voicemail message, I also send them an email advising that I just left them a message.
By coupling, I am able to accelerate the number of contacts I have with my prospect to help shorten the sales cycle.
This simple strategy helped one client, Apple Federal Credit Union’s Community Services Team increase their annual revenue from $800K to $7 Million in less than 9 months.
When you figure that 80% of sales are made on the 5th to 12th contact…
And only 10% of salespeople make more than 3 attempts to reach a prospect…
If you simply continue to follow up with more than 3 attempts to reach a prospect, you will be in the top 10% of sales performers.
I hope this micro-learning is meaningful.
Goodluck and good selling.
~Bob Greene
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