Making some minimum of Cold Calling dials each day adds up over the year.
Last week we talked about the power of consistency in our dialing habits. Today we’re going to offer a simple example to reinforce the value of making some dials each and every day.
We tend to fixate on today’s goal – whether it be 50 dials or 5. The easy way to justify not doing it today is to tell oneself that it is only .5% of my year’s total for instance (5 dials per day x 220 selling days per year). It’s the approach most of us use every day. “No big deal, it’s only 5 of 1,100 I committed to make this year.”
Next time that happens, try thinking about it in this way. If I make just 2 more dials today than I would have if I acquiesce and make none, what impact would that have on my success, by year’s end?
- 2 dials x 220 selling days in the year = 440 dials over the year
- If I get through to the decision maker 20% of the time and convert 25% of those conversations into appointments = 22 more Initial Appointments over a year’s time.
- If I close 18% of those Initial Appointments = 4 more sales from just those 2 dials per day.
- So what is your average sized sale?
Do the math and start getting in the habit of making some calls every day.
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.
April 21st, 2010 at 10:12 am
[...] even know that we’re headed towards disaster. As I have pointed out in the past, (see blogs August 19, 2009, August 26, 2009, September 16, 2009) consistency in making the dials does make a difference. [...]