The 4 elements of the appointment setting process we can improve. (Part four of four)
What are they and how do we improve them? Part four of four – Science (efficiency and improvement).
Are you like a lot of us ‘Hooked on Hopium’ when it comes to the success of your new prospect acquisition strategy? Do you concentrate most of your energy and focus on pursuing prospects that are already in the pipeline? After all, that’s how we get paid, right? We don’t get commissions for finding prospects; we get paid to close them. Our teams are good at closing, but suck at consistently filling the pipeline with quality prospects.
This series of four blogs focuses on the four main elements of a prospect acquisition process and how to improve move the needle in a positive direction on each.
The four parts are:
- Target Acquisition (who do we call?)
- Art Skills (what do we say and how do we say it)
- Best Practices (process and messaging)
- Science Skills (efficiency and improvement)
Part 4 – Science
Science is all about speed in the ability to pursue Targets using the prescribed set of Best Practices, organization and improvement.
Our creator has given each of us the same number of hours each week to attain our goals. In the world of telephone prospecting that is usually stated in terms of each of us has only so many dials in us each year. How we expend those dials is directly proportional to our success. For instance, our product, Klpz, was designed specifically for this task. Therefore, our benchmarks show (and our customers report) that a caller can easily double the number of dials being made per hour of calling. So if we can either increase the number of attempts being made without increasing the time commitment, or make the same number of attempts in half the time, should we not sell more?
Those that do take the time to design and institute a set of well thought out Best Practices generally would like for their charges to be able to follow those Best Practices accurately. Science is the way that is enforced.
Have you (or any of your charges) forgotten to call someone back in a month, or a quarter or whatever they requested? Unless you (or your charges) are super heroes, the answer is yes. It’s why organizations invest a lot of money in CRMs, contact managers and the like.
Lastly, science helps us improve the process by measuring the results and doing so in a way that we are provided the necessary data in a meaningful way (information).
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
June 1st, 2011 at 9:17 am
[...] The value of making just one more dial. Building the value of a cold calling territory over time. The 4 elements of the appointment setting process we can improve. The ‘Dial’ is the ‘Coin of the Realm’ for sales people who must make their [...]