The value of making just one more cold call in a Call Block.
Last week, I talked about one of the benefits of having goals. Here’s another one.
When I get close to the end of a Call Block (a defined set time to make a pre-determined number of cold calls), I get fired up! I know I must do this task yet I don’t necessarily like doing it. But once started, I get on a roll. As I get near the end, as I mentioned, I feel better about myself and I’m even more effective because my confidence soars. And when I hit my number and get to the end, unless I’ve got a time issue, I make ONE MORE DIAL.
If you think it doesn’t make much of a difference, let’s do the math based on the following assumptions:
- 220 selling days in the year
- Our average Conversation Ratio for the past year has been 13% (the percentage of dials that get through to the person I want to meet with).
- Our average Appointment Ratio is 30% (the percentage of those conversations that become appointments).
- Our Closing Ratio (as measured from the Initial Appointment is 33%
If I make just one more dial per day, I’ll make 220 more by year’s end. Applying our additional assumptions from above, I’ll also have almost 9 more appointments during the year. Apply our Closing Ratio and average sized sale …and I’m looking at over $150,000 more in sales. At our commission rate, “That ain’t hay”, as they used to say!
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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