Consistency is more important than Quantity in Cold Calling
It is hard to stay consistent in the number of appointment making calls we make over a month or year. What can we do to make it easier to accomplish?
We’ve talked before about how each of us has experienced one month/quarter that was an ‘award winner’, and how it was then almost always followed by a dud. We’ve also talked about knowing how many dials we need to make each week in order to hit our financial goals. Here are 5 simple rules to help eliminate the ups and downs of a sparse pipeline.
- Know how many dials you need in a year (use our free Activity Calculator)
- Review how many dials we actually made during the last 90 days. What it enough? What number passes the ‘reasonableness’ test?
- Once we’ve established an objective, commit to it. Write it down.
- Set the time aside in each week on your calendar as an appointment before setting any other calendar events.
- Lastly, if our goal is let’s say, 10 dials a day, and we get busy and can’t (or won’t) get it done. Make 5 calls today. If we can’t do that, make 2. Get in the habit of making some dials every day. It will even out the ups and downs of the pipeline.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™. It is the only comprehensive solution to solving the biggest barrier to success in most selling organizations – the inability to secure enough Initial Appointments to begin the selling process. We accomplish that through simultaneously addressing both the efficiency and effectiveness of the process. We can be reached at 214 483-5800 or at barry@coldcalling101.com.
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