My prospecting journey

22 replies
Just wanted to throw this out there. I'm trying to keep myself accountable and am looking for feedback as well.

December Cold Calls

Calls Made: 106
Contacts With Decision Makers: 44 (41%)
Decision Makers Interested In My Pitch: 10 (9.43%)
Appointments Set: 1 (0.94%)

Notes:

The number of average calls I've made per day were only 8. A lot of this had to do with procrastination and general avoidance. A little (not very much) had to do with misc paper work. I'll be looking to ramp this up come January.

Secondly, most people who I have spoken to and are interested have pushed me off until January. It could be either do to them brushing me off and being nice, or its actualy December close to Christmas and they truely want to meet in January. I am suspecting its a bit of both.

I've mentally checked myself out this month as everyone I'm speaking to is pushing me out until the new year. Chances are I'll have to re-pitch those I spoke with as they may or may not remember the conversation in January.

I will continue to update this through the month and into the new year. I look forward to any commentary.
#journey #prospecting
  • Profile picture of the author Jason Kanigan
    After you've said the reason for your call, continue with: "Say, before we go any further, I usually find two kinds of people this time of year. The first is pretty much checked-out on holiday, and won't be doing a thing until January. The second is still hard at work, 'business as usual'. Which type are you?"

    And let them qualify themselves into or out of a conversation with you right now.

    Spend your energy on those who want to talk to you.

    The others you can call back in January.

    But sort fast.
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    • Profile picture of the author Marta K
      Originally Posted by Jason Kanigan View Post

      After you've said the reason for your call, continue with: "Say, before we go any further, I usually find two kinds of people this time of year. The first is pretty much checked-out on holiday, and won't be doing a thing until January. The second is still hard at work, 'business as usual'. Which type are you?"

      And let them qualify themselves into or out of a conversation with you right now.

      Spend your energy on those who want to talk to you.

      The others you can call back in January.

      But sort fast.
      I like that a lot - it actually accomplished another thing - instead of going straight into a pitch, you engage them into conversation, and it's not going to be simple yes or no, because they will start thinking along the lines of ' what the answer tells about me'
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      • good job putting yourself out there.

        you can do it, just stay on the phone.
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    • Profile picture of the author Garble
      Originally Posted by Jason Kanigan View Post

      After you've said the reason for your call, continue with: "Say, before we go any further, I usually find two kinds of people this time of year. The first is pretty much checked-out on holiday, and won't be doing a thing until January. The second is still hard at work, 'business as usual'. Which type are you?"

      And let them qualify themselves into or out of a conversation with you right now.

      Spend your energy on those who want to talk to you.

      The others you can call back in January.

      But sort fast.
      This is a great opening line. I'm going to use this in January as well. I'll just alter it by saying "Most people are still mentally checked from the holidays and not in working mode yet.."

      You could use this for any day of the week. Mondays - no one is in work mode yet, are you? Wednesday, hump day. Friday, they have already checked out for the weekend, are you still working?

      I suspect the prospect will not want to admit to having a poor work ethic, so they will at least stay on the phone with you for a bit.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by mindtech View Post

    Just wanted to throw this out there. I'm trying to keep myself accountable and am looking for feedback as well.

    December Cold Calls

    Calls Made: 106
    Contacts With Decision Makers: 44 (41%)
    Decision Makers Interested In My Pitch: 10 (9.43%)
    Appointments Set: 1 (0.94%)

    Notes:

    The number of average calls I've made per day were only 8. A lot of this had to do with procrastination and general avoidance. A little (not very much) had to do with misc paper work. I'll be looking to ramp this up come January.

    Secondly, most people who I have spoken to and are interested have pushed me off until January. It could be either do to them brushing me off and being nice, or its actualy December close to Christmas and they truely want to meet in January. I am suspecting its a bit of both.

    I've mentally checked myself out this month as everyone I'm speaking to is pushing me out until the new year. Chances are I'll have to re-pitch those I spoke with as they may or may not remember the conversation in January.

    I will continue to update this through the month and into the new year. I look forward to any commentary.

    Make more calls and make them faster. Had you just done it like a regular job, you would have generated several appointments a day, just with the averages you've shared.

    And guess what? You get better. Eventually, one in six people you talk to will set up an appointment, and half of them will buy.


    Really, pretty encouraging results.
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  • Profile picture of the author Matthew North
    106 cold calls over ~14 or so working days?

    Most full time TMs go thru that in half a day.
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    you cant hold no groove if you ain't got no pocket.

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    • Profile picture of the author mindtech
      Not sure if you just skimmed my post, but I mentioned that:

      "The number of average calls I've made per day were only 8. A lot of this had to do with procrastination and general avoidance. ..."

      I know its a shitty number of calls and most TMs do that number in half a day...
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      • Profile picture of the author Matthew North
        Originally Posted by mindtech View Post

        Not sure if you just skimmed my post, but I mentioned that:

        "The number of average calls I've made per day were only 8. A lot of this had to do with procrastination and general avoidance. ..."

        I know its a shitty number of calls and most TMs do that number in half a day...
        I did read your post, which is why I'm saying this.

        The first 10 calls you are just stretching your legs for the day.

        The next 50 you are beginning to get into the flow state, and generally the last 50-100 you are in the 'zone', so to speak.

        What I'm saying is that you won't ever build enough momentum to get good results by only doing 10 a day.

        But congratulations all the same on starting this. This is the first step.

        Maybe tomorrow aim for 13 calls, then the next day 18, then 25, then 29? Push yourself a LITTLE out of your comfort zone each day and you will grow past this.

        Get over your call reluctance gradually but make sure you are calling consistently every day.

        Matthew.
        Signature

        you cant hold no groove if you ain't got no pocket.

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        • Profile picture of the author mindtech
          Originally Posted by Matthew North View Post

          I did read your post, which is why I'm saying this.

          The first 10 calls you are just stretching your legs for the day.

          The next 50 you are beginning to get into the flow state, and generally the last 50-100 you are in the 'zone', so to speak.

          What I'm saying is that you won't ever build enough momentum to get good results by only doing 10 a day.

          But congratulations all the same on starting this. This is the first step.

          Maybe tomorrow aim for 13 calls, then the next day 18, then 25, then 29? Push yourself a LITTLE out of your comfort zone each day and you will grow past this.

          Get over your call reluctance gradually but make sure you are calling consistently every day.

          Matthew.
          I agree with you on this.... to push outside of my comfort zone on a gradual basis.

          I also find that the first call is usually the hardest call to make.

          In regards to the number of calls real TMs make a day, even when I get to a point where I am more consistant with my calls, I doubt I'll be able to hit anything more than 100 calls per day as I don't use an autodialer and I'm investigating my prospects and finding their number all at the same time.
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          • Profile picture of the author shivermetimbers
            Originally Posted by mindtech View Post

            In regards to the number of calls real TMs make a day, even when I get to a point where I am more consistant with my calls, I doubt I'll be able to hit anything more than 100 calls per day as I don't use an autodialer and I'm investigating my prospects and finding their number all at the same time.
            If you don't want to use an autodialer like someone above mentioned, I've found it helpful to build the list of phone numbers prior to actually sitting down and making the calls and giving your pitch.

            This really helps me get "in the zone" and overcome the pressure of cold calling. I totally understand only going through 8 calls in a day.
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            • Profile picture of the author mindtech
              Originally Posted by shivermetimbers View Post

              If you don't want to use an autodialer like someone above mentioned, I've found it helpful to build the list of phone numbers prior to actually sitting down and making the calls and giving your pitch.

              This really helps me get "in the zone" and overcome the pressure of cold calling. I totally understand only going through 8 calls in a day.
              I have the use my firms phone while dialing out. There is no option for autodialing. Its not that I *don't* want to use it, I just cant.
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  • Profile picture of the author WarBird
    "In regards to the number of calls real TMs make a day, even when I get to a point where I am more consistant with my calls, I doubt I'll be able to hit anything more than 100 calls per day as I don't use an autodialer and I'm investigating my prospects and finding their number all at the same time."

    ~ If you want to contact more, you can outsource someone to do the research and data entry the contacts and contact info into a speadsheet that you can load into an auto dialer.
    Neither of these is expensive relative to the value of your time and you will find that with the dialer, you don't have such call reluctance because the call is already being made.
    You'll get better faster and you'll get much better results. The law of large numbers and the fact that you improve with repetition and practice. You hear what seems to get the response you are seeking, monitor the results, adjust your delivery, monitor your results, repeat and improve. You have a base line of results now - simply spin the wheel faster and improve on that base line. Press On - you've already gotten past the hardest part and that is beginning. Make it a game between now and Jan 1. Resign that many are not responsive right now and challenge yourself to see how many appointments you can get this coming week. Good luck.
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  • Profile picture of the author BethHewitt
    Hi Mindtech,

    Great that you are holding yourself accountable, prospecting can be one of the biggest hurdles for many. I am just wondering if you might want to focus on getting more qualified leads so the prospect of calling cold leads doesn't seem so daunting.

    You might get a better conversion rate and that will start to make you feel more confident about phoning people. What are you trying to sell?

    Where are you getting your current list from?
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  • Profile picture of the author kbrady
    Thanks for throwing this out there for everyone to view. The numbers seem pretty low especially with 1 in 10 who were interested in the pitch actually setting an appointment. This could be a problem with where you are getting your leads or it could be an issue with the pitch itself. Is this typical for this particular pitch? Or lower than normal due to the holidays?
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  • Profile picture of the author TeamBringIt
    Originally Posted by mindtech View Post

    Just wanted to throw this out there. I'm trying to keep myself accountable and am looking for feedback as well.

    December Cold Calls

    Calls Made: 106
    Contacts With Decision Makers: 44 (41%)
    Decision Makers Interested In My Pitch: 10 (9.43%)
    Appointments Set: 1 (0.94%)

    Notes:

    The number of average calls I've made per day were only 8. A lot of this had to do with procrastination and general avoidance. A little (not very much) had to do with misc paper work. I'll be looking to ramp this up come January.

    Secondly, most people who I have spoken to and are interested have pushed me off until January. It could be either do to them brushing me off and being nice, or its actualy December close to Christmas and they truely want to meet in January. I am suspecting its a bit of both.

    I've mentally checked myself out this month as everyone I'm speaking to is pushing me out until the new year. Chances are I'll have to re-pitch those I spoke with as they may or may not remember the conversation in January.

    I will continue to update this through the month and into the new year. I look forward to any commentary.
    Congrats, for making 8 calls a day! Cold calling, is a numbers game, the more you call, the more chances you have at getting appointments. Try to scale up those calls to at least 50-100 calls a day. You are taking action and that is the most important thing.....
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  • Profile picture of the author mindtech
    Its been a while since I've posted my numbers (just plum forgot about this thread), but here I go:

    February 4, 2014 Cold calls

    Calls Made: 60
    Contacts With Decision Makers: 22 (36%)
    Decision Makers Interested In My Pitch: 2 (3%)
    Appointments Set: 0 (0%)

    Notes:

    Today was a day where I heard more beeps from machines than I did actual voices. I started at 10:00am and ended at 3:30pm

    Its kind of frustrating when your not using an autodialer and you waste a lot of time getting voicemail greetings or just no pickup

    Of the two who expressed interest, one likes the idea but needs to speak with his wife and requesting an email with more info. The second wants to meet and asked me to email him some dates as he needs to check his calendar. Are they blowing me off? We'll see.
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  • Profile picture of the author mindtech
    February 5, 2014 Cold calls

    Calls Made: 23
    Contacts With Decision Makers: 12 (52%)
    Decision Makers Interested In My Pitch: 2 (8%)
    Appointments Set: 2 (8%)

    Notes:

    For a short day, it was quite productive. Was able to get two meetings booked. I will attribute the higher percentage number of contacts to weather. Where I am, there was so much snow, that it was difficult to get around and people were being told to stay off the roads until the storm was over. In my opinion forced people to be at their desks and resulted in more pickups and pitches.
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  • Profile picture of the author mindtech
    February 6, 2014 Cold calls

    Calls Made: 50
    Contacts With Decision Makers: 11 (22%)
    Decision Makers Interested In My Pitch: 3 (6%)
    Appointments Set: 2 (4%)

    Notes:

    No snow today... less percentage of calls were picked up. Wishing there was more snow coming....
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  • Profile picture of the author jamesfreddyc
    I think this is one of the better posts on this forum.
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    • Profile picture of the author AlexTee
      Once you get a decision maker on the phone you want to take advantage of it because you may not get another chance for a live conversation.

      Everything counts...if you are putting in the effort to reach a decision maker don't let it end with a "no" on the first cold call.

      Set yourself up for a warm call back by doing this:

      Find a collection of articles (pdf) or video links or case studies that you can que up to send to the decision makers to influence a call back...this one simple strategy and extra step will impact your "Decision Makers Interested In My Pitch" and "Appointment Set" numbers significantly.

      It won't happen on the first call but either days later or the following week those will become warm calls.

      Make sure the information (no brochures) is what decision makers lose sleep over every night and your product/service can solve either directly or indirectly.

      Good online sources such as chiefexecutive.net, etc.

      Let that first call, which is the toughest, be a spring board to future calls by providing value to your conversation.

      This will put you in the position to make fewer cold calls in the future and circle back to call those that expressed genuine interest in the information you provided.

      Hope this helps.
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  • Profile picture of the author Matt Lee
    Originally Posted by mindtech View Post

    Just wanted to throw this out there. I'm trying to keep myself accountable and am looking for feedback as well.

    December Cold Calls

    Calls Made: 106
    Contacts With Decision Makers: 44 (41%)
    Decision Makers Interested In My Pitch: 10 (9.43%)
    Appointments Set: 1 (0.94%)

    Notes:

    The number of average calls I've made per day were only 8. A lot of this had to do with procrastination and general avoidance. A little (not very much) had to do with misc paper work. I'll be looking to ramp this up come January.

    Secondly, most people who I have spoken to and are interested have pushed me off until January. It could be either do to them brushing me off and being nice, or its actualy December close to Christmas and they truely want to meet in January. I am suspecting its a bit of both.

    I've mentally checked myself out this month as everyone I'm speaking to is pushing me out until the new year. Chances are I'll have to re-pitch those I spoke with as they may or may not remember the conversation in January.

    I will continue to update this through the month and into the new year. I look forward to any commentary.
    1. I hear ya on the procrastination, you're going to be your own worst enemy so try to get in a routine EVERY day. Just make lead gen part of your every day routine.

    2. Call back EVERY person who pushed back the meeting until Jan... Now Feb lol. I always like to make it seem like I finally had the time to get back to them and I'm filling up the few remaining positions available to take on new clients. If others want you, they will automatically want you too.
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  • Profile picture of the author mindtech
    February 10, 2014 Cold calls

    Calls Made: 42
    Contacts With Decision Makers: 17 (40%)
    Decision Makers Interested In My Pitch: 6 (14%)
    Appointments Set: 4 (9%)

    Notes:

    Despite 60% of my calls going answered, I was very impressed that I got 4 of the 17 people I spoke with to agree to making appointments. Both my pitch and tonality have greatly improved throughout the 184 calls i've made this month
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