Short term v long term results
Long time lurker, first time poster!
I've been a member for a little while now and have been trawling the forums picking up tidbits of information along the way.
A little background first. I'm a full time LEO in Australia. Shift work gives me the opportunity to work extra hours on the side around my shifts. I have never done cold calling, however have the confidence on the phone (when I'm not making excuses to not pick it up!)
I've recently began treading the waters into cold calling to promote a small business that I'm trying to get running. This business provides targeted ad campaigns to local businesses and includes white label print services.. An all in one 'pick your suburb' and direct mail service.
As of this morning I had made a total of zero calls to businesses. I'm on night shift (another excuse) and have lacked motivation. With a new mortgage I've become motivated to generate some surplus funds so I continue to operate in the black.
I found a local website and found 10 leads. I knew nothing about the business other than the business name, their website, what they offer, a phone number and a locality. I called those 10 businesses and told them what I had to offer. I simply asked for another appointment and for them to consider what I had to offer.. No prices, just the value I would be providing them with.
Of those 10 calls, 3 didnt answer. 3 weren't interested. 3 were keen and wanted some time to consider it and I said I would call back after the weekend. 1 was definite and wanted to pay over the phone (i can't accept that yet!) and get started straight away.
Now a close rate of %10 surely isn't indicative of future performance is it? Or is it that I was targeting a small group with local knowledge and no pressure to close over the phone and ony qualify them over the phone?
How have people found their results when comparing a high pressure sell with a 'discussion' or offer-only no pressure type call?
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