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?”
There are only four ways to say no when asked for an appointment.
My wife, Nancy, and I love to hike in the mountains and a little while ago we were in Sedona, Arizona doing just that. (It’s beautiful, by the way if you like rocks. Many, many rocks. They even have mountains named as rocks like Red Rock and Cathedral Rock.) Anyway, as we were hiking up this one trail, I stepped on a fairly smooth rock and my boot lost a little traction, causing me to slip. Being a conscientious hiker, I proceeded to kick it off the path after regaining my balance as I certainly didn’t want someone else to have the same experience. But as I did it, I noticed that there were millions; no make that gazillions more of them, so I quickly gave up on my crusade to make hiking through Sedona safe for everyone. Continue reading “How many ways can a target say no on an appointment setting call?”
How to find the Highest Executive Responsible for Buying within a target company.
Many times acquired lists (or certainly lists of companies we compile on our own) will not have the name of the person we want to meet with. So, where do we go to get this information prior to placing the first call to H.E.R.B? Continue reading “Finding H.E.R.B.”