We have all heard the familiar refrain about life — “Timing is everything!” Well, it is the same when it comes to volume targeted calling. Every time you pick up the phone to call, you have to anticipate connecting with that opportunity that makes all the cold calling work worth the effort. Some call this luck.
But, success on a long term basis is a result of making your own luck. Regarding cold calling, this means pitching the Right Message to the Right Targets and catching them at the Right Time. How do you maximize the probability of connecting with people who will end up purchasing your product or service?
- Aggressively make calls 100-150 per 8 hour day if you are manually dialing, as many as 200 or more with an automated dialing system. Fewer than this, you are not maximizing your probabilities. More than this, you are likely not talking to anyone.
- Do not confuse number of dials with progress if the resulting number of conversations is in the single digits per week. If you are not talking to people, enough people, you will never uncover a need that will lead to an opportunity.
- Do not dismiss initial resistance with not being the “Right Time”. Just because you do not learn of the existence of an active budgeted initiative on a cold call, it does not mean the prospect will not buy. Most prospects have money and their company’s priorities are often changeable, so money can be moved to cover any purchase if compelling enough.