How much time should we set aside to make cold calls?
Too many of us try to fit in our appointment setting task each week, ‘when we get time’. It’s why it never gets done.
The answer to the question I posed is a difficult one and I know you don’t want to hear this, but it depends. Next week I’ll break down the steps we must take each time we make a dial and provide some hints to speed up the process. But for this week, let’s stick to the topic of how much time does it take so we can map out the time on our calendars to get it done. (You are doing that, aren’t you?)
Here’s a short chart that might help you. These numbers assume that we are prospecting to a set of names multiple times so we need to record our activity.
Our benchmarks and observations provide the following data:
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Using a CRM (Salesfoce.com, ACT!)
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Approximately 6 minutes a dial
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Using a paper and file folder system
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Approximately 8 minutes a dial
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Using Excel spreadsheets
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Approximately 6 minutes a dial
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Using Klpz (tool we recommend)
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Approximately 3 minutes a dial
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If you’d like an activity calculator to help determine the number of dials that are necessary in your environment (see blog dated November 17th 2010) contact me at barry@coldcalling101.com and I’ll send you a copy of the calculator.
Assuming we know how many we need to make, it is now a simple math problem to determine the time required. But remember, set the time aside on your calendar before you schedule anything else, and then make that time sacrosanct. You’ll be glad you did.
Caponi Performance Group and Contact Science jointly market the telephone prospecting and cold calling solution called The Prospector’s Academy™ under the brand name Coldcalling101. 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.
November 28th, 2010 at 10:31 am
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