“I am getting zero call backs from my cold calls, any advice?” Lonely Lou
Lou, normally I ask a lot of questions about what you are selling, but this one is very straight forward. First (Quantity), focus on your call volume. If you are making 10 calls a day, increase your volume to 60 calls a day, if 60 make it 100. a day Increasing your calls will increase your call backs. When it comes to introductory calls, there is no substitute for volume.
Second (Quality), add 'Call to Action', 'Teasers', and 'Name Drop' to your messages. ‘This is Lou with Acme. The reason of my call, Company X, is generating hard ROI from their website, call me today at 555,1212 to learn how!’. Third, call higher in the organization. Don’t get discouraged, no matter what you are selling you are going to get a low percentage of call backs, so keep up the volume.
Evaluate your goals of cold calling. Can you sell your product or service in your initial call? Does your high value solution require multiple calls, webex, or a meeting? If you cannot sell your product on the initial call, then review your goals of the cold call. Most likely, you are giving away free information on your first call. Your goals could be to create interest, set up a conference call, set up a meeting, get them to attend a webinar, etc. Put yourself in a positive mindset on the value of your information and your numbers will go up.
Evaluate your calling strategy. If you are not getting any call backs, should you keep leaving voicemails? Should you keep calling until you get them in person? Should you hit zero to get the operator or secretary to find out if they are in the office? Should you page them? Should you call on other people in the organizations? Lastly, I strongly recommend using a CRM or SFA for managing your calls. Check out my February 7th blog for more details:
I am huge believer in cold calling to build a sales pipeline. Increase your call volume, add calls to action in your messages, and your sales funnel will increase along with your closed deals.
Lou, Good Calling and let us know how it goes! Reader Feedback, please click the comments below to give additional information on 'Cold Calling’ and I want your feedback on my response. Shaun P
Lou, normally I ask a lot of questions about what you are selling, but this one is very straight forward. First (Quantity), focus on your call volume. If you are making 10 calls a day, increase your volume to 60 calls a day, if 60 make it 100. a day Increasing your calls will increase your call backs. When it comes to introductory calls, there is no substitute for volume.
Second (Quality), add 'Call to Action', 'Teasers', and 'Name Drop' to your messages. ‘This is Lou with Acme. The reason of my call, Company X, is generating hard ROI from their website, call me today at 555,1212 to learn how!’. Third, call higher in the organization. Don’t get discouraged, no matter what you are selling you are going to get a low percentage of call backs, so keep up the volume.
Evaluate your goals of cold calling. Can you sell your product or service in your initial call? Does your high value solution require multiple calls, webex, or a meeting? If you cannot sell your product on the initial call, then review your goals of the cold call. Most likely, you are giving away free information on your first call. Your goals could be to create interest, set up a conference call, set up a meeting, get them to attend a webinar, etc. Put yourself in a positive mindset on the value of your information and your numbers will go up.
Evaluate your calling strategy. If you are not getting any call backs, should you keep leaving voicemails? Should you keep calling until you get them in person? Should you hit zero to get the operator or secretary to find out if they are in the office? Should you page them? Should you call on other people in the organizations? Lastly, I strongly recommend using a CRM or SFA for managing your calls. Check out my February 7th blog for more details:
I am huge believer in cold calling to build a sales pipeline. Increase your call volume, add calls to action in your messages, and your sales funnel will increase along with your closed deals.
Lou, Good Calling and let us know how it goes! Reader Feedback, please click the comments below to give additional information on 'Cold Calling’ and I want your feedback on my response. Shaun P
Comments
Coincidentally, Jigsaw offered a basic webinar today (http://myjigsawdata.com/jigsaw_apr_ind_webinar.html) on the subject by a telemarketer with experience in connecting with people. (Her site is http://www.wendyweiss.com/. I have no connection to her or Jigsaw.)
My company is an American based customer contact (call) center. I recently read an article in the paper about a couple of new companies that were offering a unique service. I went to their web site and noticed that they didn’t offer 24 hour a day service. I then discovered the founders on Linked In and sent one of them an InMail. He responded and told me to call the VP Ops and to tell him I was referred by this founder. We had an appointment within a couple of days with the founder and VP Ops. I will be very surprised if we don’t get to provide support for them every hour, every day.
A strong elevator pitch, tailored to the suspect is critical. Even more important is that connection to the buyer. Jack Falvey is a long-term contributor to the Wall Street Journal and writes about selling. Jack believes the three most important words in selling are “Joe sent me.”
Don’t feel lonely. There are millons of us out there! If it were easy, they wouldn’t need us.