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Cold Calling Statistics

by luke4
10 replies
Hi everyone.

Later in the year we will be conducting a cold calling campaign. The idea is to try and pre-qualify each lead before we call them. This will include finding companies with the correct revenue, location, etc.

My questions is (and I know it seems pretty broad), based on trying to pre-qualify these leads as much as possible first, how many leads should a good telemarketer convert into a sale for every 100 calls? Or how many sales should he/she be achieving per week/month?

A very rough number will be appreciated so I know what to expect. If you need to know anything else about the campaign to provide an adequate answer please let me know.

Thanks, Luke.
#calling #cold #statistics
  • Profile picture of the author Claude Whitacre
    It depends on what you are selling, and who you are selling to.

    It's impossible to give an estimate based on what you've told us.
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    “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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    • Profile picture of the author luke4
      Originally Posted by Claude Whitacre View Post

      It depends on what you are selling, and who you are selling to.

      It's impossible to give an estimate based on what you've told us.
      Sorry Claude!

      We will be (initially) selling SEO packages to companies that are either:

      1) Already within the first 10 pages of Google
      2) Have spent money on advertising on yell.com (or similar)
      3) Local companies that have the required budget (based on their revenue)

      Packages will be between $2,295 and $2,795 per month for 3 months.
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      • Profile picture of the author iAmNameLess
        Originally Posted by luke4 View Post

        Sorry Claude!

        We will be (initially) selling SEO packages to companies that are either:

        1) Already within the first 10 pages of Google
        2) Have spent money on advertising on yell.com (or similar)
        3) Local companies that have the required budget (based on their revenue)

        Packages will be between $2,295 and $2,795 per month for 3 months.
        I honestly don't think you'll have any sales out of 100 calls. You're skipping an important step.

        What you need to figure out is how many prospects can you convert into a truly qualified lead in every 100 calls. Then you will find out how many leads it takes for you to make a sale.

        Even with additional information, expected results are entirely dependent on you. Nobody can give you an estimate that isn't anything more than a guess.
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        • Profile picture of the author luke4
          Originally Posted by iAmNameLess View Post

          I honestly don't think you'll have any sales out of 100 calls. You're skipping an important step.

          What you need to figure out is how many prospects can you convert into a truly qualified lead in every 100 calls. Then you will find out how many leads it takes for you to make a sale.

          Even with additional information, expected results are entirely dependent on you. Nobody can give you an estimate that isn't anything more than a guess.
          Originally Posted by Claude Whitacre View Post

          Well, they are at least qualified in that they spend money on advertising.

          Me? If you cold call these people, I wouldn't expect to make the sale on the first call. Maybe the first call sets up a webinar, and then you call them back after the webinar (or they request a consultation).

          Once they get on the webinar, they are probably worth pursuing forever. Meaning, that the group of leads will keep spinning off sales.

          But, as far as a percentage to even see the webinar? No idea.
          Sorry to ask a lot of questions, but what would your expected percentage of qualified leads be from 100 cold calls?

          Then from here I can look at conversion rates for turning these leads into sales.
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          • Profile picture of the author MichaelWinicki
            Originally Posted by luke4 View Post

            Sorry to ask a lot of questions, but what would your expected percentage of qualified leads be from 100 cold calls?

            Then from here I can look at conversion rates for turning these leads into sales.
            You're looking for answers that are going to vary considerably.

            Anyway I would look at the $ and not percentages.

            I would work backwards:

            OK, your "basic" package is $2,295 per month for 3 months. What's your profit after fixed expenses?

            And once you determine how much profit that is, you then need to determine how much you're willing to pay to acquire one customer.

            Say your profit, after the 3 month commitment is $4,000.

            How much of that profit would you be willing to pay to acquire that customer? $1,000? $2,000? $2,500?

            And once you determine how much you're willing to pay to acquire that customer you can figure out how much "telemarketing time" you get for that amount. Then you can sort out what percentage YOU NEED in order to succeed.
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            http://www.BigNoiseMarketing.com
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          • Profile picture of the author thet
            Originally Posted by luke4 View Post

            Sorry to ask a lot of questions, but what would your expected percentage of qualified leads be from 100 cold calls?

            Then from here I can look at conversion rates for turning these leads into sales.
            Make 100 calls, measure everything (appointments, deals, how many people you reach).

            Keep measuring and measuring.

            It's hard to tell how many qualified leads. But research is key. Do you have 100 names and numbers of the people who are really the decisionmakers. Or do you have 100 names and numbers where you are pitching to 40 of them who are not even the right person to be calling in the first place.

            Make sure your qualified leads are qualified as good as possible. Harder then you think.
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            Recognize reality even when you don't like it - especially when you don't like it.
            — Charlie Munger

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      • Profile picture of the author Claude Whitacre
        Originally Posted by luke4 View Post

        Sorry Claude!

        We will be (initially) selling SEO packages to companies that are either:

        1) Already within the first 10 pages of Google
        2) Have spent money on advertising on yell.com (or similar)
        3) Local companies that have the required budget (based on their revenue)

        Packages will be between $2,295 and $2,795 per month for 3 months.
        Well, they are at least qualified in that they spend money on advertising.

        Me? If you cold call these people, I wouldn't expect to make the sale on the first call. Maybe the first call sets up a webinar, and then you call them back after the webinar (or they request a consultation).

        Once they get on the webinar, they are probably worth pursuing forever. Meaning, that the group of leads will keep spinning off sales.

        But, as far as a percentage to even see the webinar? No idea.
        Signature
        One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

        “Do not seek to follow in the footsteps of the wise; seek what they sought.” - Matsuo Basho
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  • Profile picture of the author luke4
    Claude, IAmNameLess, thank you very much for your replies!

    This has given me a lot to think about, cheers again!
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  • Profile picture of the author Jason Kanigan
    How quickly y'all forget...I answered this question in detail two years ago:

    http://www.warriorforum.com/offline-...need-make.html

    Luke: you'll have to start with some assumptions. Then the data you assemble by doing will give you reality...and from that baseline you'll improve. Remember only 1 in 4 dials on average will reach a decision maker who can speak with you today.
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    >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

    >> Agency founders: Regain control when overwhelmed
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  • Profile picture of the author Sandy Berth
    instead of asking hypotheticals, just get on the phone a establish your own matrix.
    Look, you have to figure out how many failures you will need to make to get a success. Using your 100 calls, will only give you 20 owners to talk to +/-. If you are speaking with anyone other than the owner you are wasting your damn time. It is a contact sport, you have to set yourself up to win. Now out of the 20 or so owners, this is where your script testing comes into play. You need to gauge how many no's you get form owners before you get that yes. ONce you get the yes, change the script and start over again. See the results, rinse and repeat sort of. Once you have a solid script, then take your true numbers of yeses. SO out of 20 owners 2 have an interest, and out of 5 interested owners I am able to set 1 appointment with, and out of 2 appointments, I closed one deal. Now it becomes very simple to figure out how many failures it takes to make a sale.
    so basically, i am doing all this fast and in my head....but you will get my thought process...
    100 calls yields 20 owners and 2 interests . I need 5 owners to make and appt, so I need to talk to 50 owners or 500 calls. so i need to make 1000 calls to get 2 appointments, or 1000 calls to make a sale. Now that you have your basic matrix, you know exactly how many failures you need to make to get a positive. Then it is easy to scale your room. But you have to do the dirty work, as its your money that you will invest into a room. Or if you are doing it yourself, you need to know exactly what you need to. It is easier to work backwards in goal planning..... If you want 5 sales a week, you know exactly what needs to be done to get it.
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