Ten questions to ask to determine whether canvassing for Initial Appointments makes sense in your selling environment

It’s both an efficiency and effectiveness issue. 

Should we canvas for Initial Appointments or use the phone?  In environments that require a lot of appointment setting with new targets, it’s a question that gets asked a lot. So what’s the answer? Continue reading “Ten questions to ask to determine whether canvassing for Initial Appointments makes sense in your selling environment”

How is setting appointments by canvassing (door knocking) different from going it by telephone?

How to be good at a canvas call. 

Roy’s no soliciting signs.

Before some of you read on and think I’m full of you know what, I am going to make an assumption here. That assumption is that I am talking to those of you who sell something where Initial Appointments require a fair amount of time and a solid set of questions in order to qualify the target into a prospect. If you are selling something that is a pure commodity, sold on price and/or availability, for instance, the situation would be different. Continue reading “How is setting appointments by canvassing (door knocking) different from going it by telephone?”

What does the life of a dog and a sales professional’s life have in common?

Hint: It has to do with choices…

The idea for this blog came to me this morning at precisely 4:44am. One of our Australian Shepherds, Bindi, decided that it was time to get up so she came to my side of the bed and attempted to get me up and going. I looked at the clock and determined that it was not time to get up—but that got me thinking. Continue reading “What does the life of a dog and a sales professional’s life have in common?”

Cold calling…does it work or not?

Your own belief system may be holding you back.

 There is a concept in psychology called, ‘Learned Helplessness‘. It means that when we experience something often enough, we can develop a belief that supports that experience. With cold calling, we hear the following comments from people all the time. “Cold calling doesn’t work.” “Leaving voicemails doesn’t work.” “I won’t use scripts because it makes me sound canned, like the proverbial telemarketer reading their script.” Continue reading “Cold calling…does it work or not?”

“It’s personal.” Is that a good message to leave for a decision maker to get them to call you back?

No—and here’s why.

This actually happened to me yesterday. I received a cold call and my administrative assistant took the call. She asked if she could take a message and was told to tell me “It’s personal.” Continue reading ““It’s personal.” Is that a good message to leave for a decision maker to get them to call you back?”

“How are you doing today?” Is that a good way to begin a cold call?

We think not. Here are two rules to craft a more successful opening instead.

At the Starting blocks

This topic came from a great Group on LinkedIn called ‘Best Practices for Telephone Prospecting/Cold Calling’. If you’re not a member, I suggest you join it. Roger Hamilton created the group and it’s one of the largest in LinkedIn. Good topics there as it is a great place to get questions about appointment setting addressed. Continue reading ““How are you doing today?” Is that a good way to begin a cold call?”

When are the best times to call for appointments?

A Kellogg School of Management study sheds some light on the subject.

 

There is an old axiom in the appointment setting business that there is no bad time to call. If you’ve got time, pick up the phone and make some calls.

I still subscribe to that theory. However, as you’ve heard me say in this blog before, we measure everything we do and look for ways to incrementally improve our performance wherever possible. As a matter of fact, the calling tool we use from Contact Science actually has a report that will breakdown the most successful times you have calling. As you most likely aren’t using that yet, I thought I would pass this study on. Continue reading “When are the best times to call for appointments?”

Seven ways to get more emails and voicemails returned on appointment setting calls. (Updated.)

Nobody returns voicemails anymore…or do they?

 

Our clients report that, in the B2B market space, the percentage of returned voicemails and emails has dropped over the past ten years with the advent of voicemail. Our experience mirrors that. So, the operative question is, “Should we stop leaving voicemails?” Our answer is an emphatic, “No!”, as our techniques have the percentage of returns on the rise again (over 10%), and as we pointed out in the blog covering why we should leave voicemails and send emails, there are plenty of reasons for actually sending/leaving them. Continue reading “Seven ways to get more emails and voicemails returned on appointment setting calls. (Updated.)”

How many Dials Does It Take to Make a Sale?

The value of knowing how many dials need to be made each day and how to figure it.

Do you know how many Dials you need to make today to have enough conversations that will be converted into enough appointments to hit your number at the end of the year? Continue reading “How many Dials Does It Take to Make a Sale?”

How to cut down on the need to make cold calls.

Two simple ways to cut down on the number of cold calls you need to make.

Very few people (including me) likes to cold call.  Even if you really believe in what you sell and know it helps the people who buy it, hearing all those ‘Nos’ can beat you down.  So what to do? Continue reading “How to cut down on the need to make cold calls.”