Cold Calling and the tortoise and the hare.
Many times, success in sales can be traced back to consistency in our activity levels. This is particularly true in our appointment setting regimen.
If you’ve been selling for any length of time, you’ve experienced the ‘ups and downs’ of sales. One great quarter (or month) followed by a dismal one. Why does that happen? Because we follow the example of the hare. When the pipeline is empty, we ‘hop’ (couldn’t resist) on the phone and set a bunch of Initial Appointments. We don’t think about it again until we’re back in the same boat again. The longer our buying cycles, the more dangerous and obvious this is.
Making cold calls is generally not our favorite task. So instead of waiting until we have to set aside hours and hours all at once, do what our Coldcalling101 graduates do and pace yourself. Know how many are needed and get it done each week. Thirty minutes or an hour a day beats having to spend any entire day or week catching up.
If you’d like our Activity Calculator to help determine what the right pace is, send us an email and we’ll send you one – it’s free!
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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