Cold Calling Constant

Having recently renewed my own prospecting activity, I have come to notice a common cold calling ratio. My experience seems to be consistent with the ratio's achieved by clients.

I divide call results into seven categories. They are a hit (objective achieved), a call returned (during the session), new information, email or post follow up, fobbed off (when I get through but have to call back), and declined (a definite no). each dial can only be recorded in one category.

In a typical, 20-dial session, my results are similar to those of client telephone sales people. About half the dials result in no contact, five will involve gathering new information, two or three will be worth a written follow up, one will be a hit, and the remaining one or two will be split randomly between an outright 'no' (declined), a call back during the session, and being fended off with an excuse.

Why so few refusals? The main reason is that I only call prospects that are well matched with our target group and I help clients to do the same.

The critical observation here is that I'd better not screw up the one hit.

Sell by Telephone