What to do if our target hangs up on us on a cold call.
Depending on the area of the country, the level you’re calling into and what you say (remember – they don’t think they need us when we first call), some of us experience the target hanging up on us when making appointment setting calls. So what to do when that happens?
If they abruptly hang-up without saying goodbye, call back and reintroduce yourself and say, “I’m sorry, I think we got disconnected a minute ago and although I really don’t want to be a pest I’m persistent because many of our current customers weren’t interested either until they heard how we had _____________ (benefit statement of how you’ve helped others) ,. I’m just curious…” and ask your Bridge Question.
If they hang up on you again, either try them back in 60 – 90 days (maybe they were just having a bad day) or find someone else to contact within the organization (if it is a target you’d still like to penetrate).
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.
October 5th, 2009 at 9:24 am
This is the worst piece of advice I’ve seen lately. The recommendations that you’re making are a recipe for burn out and continual frustration. The cold calling advice you’re recommending have such a low percentage of succeeding, if they succeed at all.
Buyers today are doing most of their research on line and downloading resources that are relevant to their interests. Smart companies are using marketing automation to identify, track and score leads, passing sales ready leads to their sales force.
The digital foot print that prospects leave on websites enable companies to gauge interest early in the sales cycle so that sales people can make introductory calls based on knowing what a prospect is interested in.
It frustrates me to no end to know that tactics like the ones you suggest still are being promoted as solid advice.
What’s the next piece of advice you have – the yellow pages are a good source of leads.
October 7th, 2009 at 11:51 am
Before you throw the ‘baby out with the bathwater’, you might want to understand our entire methodology first. I do understand where you’d get the ideas that you stated from reading that blog without understanding our approach. In other words, I believe you’re taking one issue (that was brought to us and asked how we’d handle it) and making a very broad assumption about our entire methodology that is incorrect.
We do not encourage cold calling believe it or not. In our academies we teach that of the three sources for an Initial Appointment, it is the last resort. However, our customers tell us that all of those things you talk about in your response are not working at a high enough level as they have in the past (most are recession oriented). We agree that people should do all of the things you are doing. Most don’t.
If you must cold call…understand that 95% or more of the people you dial will not believe they are in the market for what you are selling. Ergo, you must have techniques to get them past the knee jerk reaction you’ll receive as a result. We all can tell stories of prospects that became customers after hearing our value proposition.
I could go on and on regarding doing research before making a call (it fits in some markets, others not). There are close to 150 blogs posted including some that address and agree with your position 100%.
Sorry you don’t agree with us on this particular topic, but perhaps attending some of our webinars might make you realize how it fits into the entire picture.
One last thought – thank you for taking the time to submit your response. Dialogue is always good. As a matter of fact, feel free to give me a call if you’d like to discuss it any further and best of luck in your selling efforts…Barry
Barry D. Caponi – President
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