Top Ten Biggest Mistakes Cold Callers Make on the Phone – Mistake #10
Mistake #10 – Calling the same day and / or time of day over and over again, or calling the same person over and over again the same day
Albert Einstein once said that the definition of insanity is “…doing the same thing over and over again expecting different results.”
One of the basic tenets behind The Formula is having a plan (we call them Best Practices) and then employing technology (we use a specialized tool called Klpz that works as a front end to CRMs – www.coldcalling101.com) to track what you do so that you can leverage what works and change what doesn’t.
Every industry and target group has windows that are better than others for contacting them. The challenge is to figure out what works best for them and for you. I’ve heard sales reps say that they make 100 dials a day! As the old saying goes however, ‘the devil is in the detail’.
Activity, or working hard, alone will not dictate success. It is not until we take a look at the individual elements of a calling plan that we are able to begin to improve our performance. Are we calling only 10 different people 10 times each day? Are we always calling between 8:00 AM and 9:00 AM? Are we always calling on a Monday?
In order to improve our performance, we must monitor what we do, measure what we do and then manage (or change) what we do.
If you call the same target multiple times per day and don’t leave voicemails, you might also want to think about this for a second. In this world of Caller ID, do you really think your target doesn’t know you’re a cold caller when your number shows up on their Caller ID multiple times during the day? Remember, more and more people are now using voicemail to screen.
The moral of the story? Think about what you do and why you do it. Then monitor the activity, measure your results, and manage accordingly.
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