FW: When to call? How often, spacing, vm's and touches
Jane Cournan
Great week so far with 4 sales for the team on Monday alone – fantastic!
This guy (info below) sends good emails all the time that help me stay on track and close sales – take a look –
Remember that Kevin Anderton is scheduled to come to boston on April 22, 23rd so mark your calendars and invite many.
All the best!
Jane
Opportunity is missed by most people because it is dressed in overalls and looks like work.
Jane Cournan 781-710-2787 www.janecournan.adzzoo.biz janec...@adzzoomail.com
From: setappo...@aweber.com [mailto:setappo...@aweber.com] On Behalf Of ~Scott Channell~
Sent: Tuesday, April 05, 2011 9:46 AM
To: jane
Subject: When to call? How often, spacing, vm's and touches
When and how often do you call high level decision-makers?
When seeking to set an appointment?
When do you leave voicemails?
by Scott Channell
http://www.settingsalesappointments.com
http://www.settingsalesappointments-club.com
- 3 cycles of 3
- 2 weeks
- The Rule of 7
- How to increase the number of conversations you have
- Anything done once, or infrequently, is the equivalent of doing
nothing at all.
OK. You need to get in front of high-level people to make more
sales.
How often do you call?
Let me briefly explain the basics of a call sequencing process that
I believe maximizes the number of phone conversations you will have
with intended targets for the hours you allocate to prospecting.
First, some surprises from someone who has personally scheduled
more than 2,000 C-Level appointments by sitting in cubes smiling
and dialing...
1. I never cared about the result of any one call.
2. I never researched a company before calling them
3. I focused more on the efficiency of my calling, than I did the
effectiveness of my calling.
Here is a good calling sequence and how those 3 principles fit into
it.
Day one - Call into company and identify the decision-maker.
Day two - Call the targeted decision-makers three times. The first
two times, if they don't pick up the phone, do not leave a message
or voicemail. The third time, if they don't pick up, leave a
voicemail. Send an email if you can. Maybe send a fax.
Day five (three business days later) - Repeat the above sequence.
Make three dials attempting to reach your decision-maker. Leave
your "touches" (voicemail, email, maybe fax) on the 3rd attempt.
Day eight (three business days later) - Repeat sequence again.
What have you done?
You made three cycles of 3 calls. 9 dials in total. To have any
reasonable chance of connecting with a high level person you must
expect to make between 9 and 15 dials... at a minimum. That number
of calls must be part of your normal call process.
You left six touches. Familiar with the Rule of 7? It says you must
touch people 7 times before they can begin to absorb your message.
Literally true? No! But the point is that anything done once or
infrequently is the equivalent of doing nothing at all. With this
sequence your targets get 3 - 9 touches depending upon whether
you use just voicemails or also use Emails and fax.
More if you make additional cycles of calls.
When do you call more often? When you are able to determine that
the suspect is more worth of your time? You do that by asking a few
worthwhile pointed questions of gatekeepers. You are making the
calls anyway, why not pick up some worthwhile recon info? Call
those who have the potential to buy more more often.
How is this call sequence compatible with the 3 surprises above?
If you really want to increase your sales, your prospecting efforts
must be very efficient. I always paid as much attention to the
EFFICIENCY of my call process as I did the EFFECTIVENESS of my
calling.
By EFFICIENCY I mean how many sales opportunities was I creating
per hour of calling time. Put another way... how many conversations
during which I could deliver my set the appointment pitch to
intended targets did I have per hour of calling. The more
conversations I had, the more efficient my process was.
How I converted those conversations related to my EFFECTIVENESS.
Converting one out of three is more effective than converting one
out of five.
Everyone focuses on effectiveness. Very few focus on efficiency.
Being effective isn't going to help you if you talk to few people.
But if you are organized and highly efficient with your calling,
you can see drastic increases in your sales even if you are only
better than average at converting a conversation to a meeting. Why?
Because you talk to more people.
For the Seminar-In-A-Box, membersite, book and CD sets
which explain all the specific strategies Scott used to
set more than 2,000 "C" level appointments"
http://www.settingsalesappointments.com/productslist.htm
I tracked the number of conversations I had and implemented
strategies that moved that number. With conversations I had a
chance to get a meeting. If you can have conversations you will get
your fair share of meetings.
Why I never research a company before calling. Because it
significantly reduced my efficiency. If I was 'researching," which
usually means wasting time surfing the net looking at tell you
nothing bland corporate websites, that was done at the expense of
making more calls.
Everything you do comes at the expense of something else.
Some people believe that by "researching" you increase the chance
of a meeting. Who are we kidding? What are we really going to learn
that in the few seconds we have with a top decision-maker is going
to be so insightful that it will make a difference?
I always believed that I was more productive making more dials into
a highly qualified group than I was making far fewer dials into a
smaller groups that was "researched."
My concern was having a pitch or script that was of maximum
effectiveness with the GROUP I was calling. I never cared about
whether any one company said yes or no.
I cared a lot about whether 12 out of 100 or 5 out of 100 called
said yes or no.
Research the "GROUP" before you call and structure what you
say to get the max results within that group. Do not research
specific companies as it very rarely (winning lottery ticket
like frequency) results in something said that makes a true
difference on the call. All it does is rob you of efficiency.
I focused on efficiency and effectiveness to get the more
appointments out of a group I was calling.
By calling them multiple times within a roughly 2-week period and
complying with the Rule of 7, I was able to maximize the number of
appointments set.
There are more details to this. There is more to call sequencing.
How to interact with gatekeepers. What do say. How to get recon
info. How to setup and use a contact manager. How to design a fax
or email or letter.
If you need help spending more time with qualified high
probability prospects or improving conversion, contact me
at 978-927-5099 to discuss your situation and some options.
Or, check out these resources.
Join the Setting Appointments "Club" membersite.
A-Z start-up to advanced strategies. New lesson every
month. Your questions answered. 45 day satisfaction guarantee.
Best deal: One year signup gets you the seminar-in-a-box shipped
to you right now.
Check it out here...
http://www.settingsalesappointments-club.com/join1/
Sign-up here...
http://settingsalesappointments-club.com/enroll/
For the Seminar-In-A-Box, book and CD sets which explain
all the specific strategies Scott used to set more than
2,000 "C" level appointments"
http://www.settingsalesappointments.com/productslist.htm
For personal coaching options
http://www.settingsalesappointments.com/coaching.htm
Training options for your team. Speaking. Distance learning.
http://www.settingsalesappointments.com/dlearning.htm
Best wishes for good selling,
Scott Channell
http://www.settingsalesappointments.com
http://www.settingsalesappointments-club.com
copyright 2007-2011 scott channell
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