Do you just hang up?

that would look like 1 conversion in 40 calls - out of basically 100 dials give or take

Im pretty happy with my 1 in 60 - out of basically 100 dials give or take.

Here is the thing with what I do.. I don't need "More", I need a set amount. I need 20 people with Website CRM A and a minimum amount of web traffic, and I need 10 people with website CRM B with a minimum amount of web traffic. I call for maybe 3 days and hit my numbers, and I am done.

Currently with what I am doing.. I have a referral rate that is just short of stupid. I only had to get 10 new clients last month, and only because I opened up the new CRM type. As it stands for this month coming I have to fill 11 spots for CRM A and 8 spots for CRM B.

I think the reason what I am doing works... Is I am not asking questions that sound far fetch and un realistic. I have turned it that they ( the prospect ) are now asking some amount of the questions. I don't know if you have read "The New Rules of Sales and Service" - By David Meerman Scott. but the ideas have stemmed from there primarily.

By drawing them in with the acronym and or the location, I am quickly understanding what their knowledge and understanding of the process is... They are quick to say yes they have been looking into this etc. Or they ask.. what exactly is that? I am able to determine if there is a need for education.. or I can proceed deeper into the presentation and get into some details.

I am keeping control of the sales process but dropping all of the questions, and allowing them to ask, and me answer becoming the authority. I can quickly redirect with a question as needed. I am very well versed in the 80's power selling ideals.. and with this... it just was not working. I was simply making some pretty bold statements way to early, and I didn't see any way around it.

If I asked you what does 20% more conversion look like on your site.. and at some point came out and said.. yeah I can do that.. would you believe it?

If you in turn asked me "what is CRO?" and I said "Conversion Rate Optimization. The process of testing element and pages on your site to gain maximum conversion." And then you turn around and ask.. "what type of increases do you see?" and then I say "We see a great number of small increases across each element of your site. 2% here 5% there but 10 15 and 20 times over.. they all add up."

I have just allowed the same type of conversation to take place without the up front hard sales push. I haven't set an amount. I have laid the ground work that this is not a single process but takes time.

Most importantly.. I have the person on the other end of the phone engaged. If they don't go there.. I move on to the next call.

A question to everyone reading this.. How many calls have you gotten in the last month for Conversion Rate Optimization? anyone? Unto itself.. my phone call stands out. I'm not competing, I'm not delivering the same message as the 100 calls before me.

I hate cold calling... I have said it before. but THIS? this has been an absolute pleasure! its been FUN.

I am from the Southern United states. I answer the phone by stating my name and company... and I make phone calls in the same manor. Always have and always will. Call it a cultural thing. I prefer to call it a generation thing myself.

I recently got a call from Hubspot. wont mention the name of the person that called but guess what.. "hello this is so and so from Hubspot" So I really don't get what you are saying here.

Selling CRO is right up there with selling Mobile sites and SEO. with a huge caveat. No one gets called about it. Most people don't know what it is. I could say Conversion Rate Optimization.. and still be in the same place. I could start asking questions about how much their site is making now and what 10% more would look like.. gets a bit pushy and pushes those financial wall barriers rather fast don't you think?

I could start with my pre-qualification questions about their traffic.. awe that's smashing as well. Im not saying what I do couldn't be done better.. but what I am doing is working.

Hello my name is Paul and I am calling from Wheelchairs for everyone, would you like to know more about our programs and what we can offer you? - sounds like a hell of a direct to the point pre-qualifying question if I have ever heard one.

This is all very valid. As for techs in the field, I can't pull them in at the moment. Our production is way behind. However, what I am going to look for is a "guy" to start in inside sales. Maybe someone that has done some type of construction in the past. I would probably put them on an install truck for a few weeks just to get a feel for the products and what hey entail.

I brought my brother in recently to manage the field staff. He's 44 years old and has never had an office job. He's been a construction worker since he was 16. He's thrilled to be making a nice living without swinging a hammer. My top sales guy was an installer for 10 years. 3 years with me.

I've tried in the past to not train a lot of field staff to be sales staff. There could be an issue with creating competitors that know my whole business model. This fear is probably causing me issues.

I think you hit the nail on the head with putting our new guy in the field for a while, so that they learn the product and gain a little respect for the hard work that the field staff does.

My wife and I generally take responsibility for the failure of our staff. We always try to find ways to make a person productive. Right now, I'm lost with all of these "girls"