“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?”

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 ways can a target say no on an appointment setting call?

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 ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 1 of 2.

“Please send me some information” is usually a dodge. So how can we still get a commitment when we hear that response?

Ever had a target for an Initial Appointment respond by asking you to send them some information first on your solution when you ask them for an appointment? If you’ve been setting appointments for any period of time, you have because it works on most sales professionals. As a matter of fact, most think they’ve got a ‘hot one’ when someone asks for information. Continue reading “How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 1 of 2.”

How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 2 of 2.

“Please send me some information” is usually a dodge. So how can we still get a commitment when we hear that response?

Ever had a target for an Initial Appointment respond with asking you to send them some information first on your solution when you ask them for an appointment? If you’ve been setting appointments for any period of time, you have because it works on most sales professionals. As a matter of fact, most think they’ve got a ‘hot one’ when someone asks for information. Continue reading “How to ‘Counter’ the “Send me some info” response and still get an appointment. Blog number 2 of 2.”

Finding H.E.R.B.

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.”

Caller ID and the Mystery Cold Caller.

Why you shouldn’t block your outgoing Caller ID.

So, you think you’re pretty smart and doing yourself a favor by cold calling with the Caller ID on your phone blocked? Here’s why we believe you are hurting yourself. Continue reading “Caller ID and the Mystery Cold Caller.”

Want to get better on the phone setting appointments? Try this idea.

A tip on how to build practice into your normal day.

This tip comes from one of our clients, Kevin Lane, of Lane Family Financials. He says that we should attempt to speak about our business/solutions as often as we can in our everyday life. Continue reading “Want to get better on the phone setting appointments? Try this idea.”

Three Metrics required to manage the appointment setting process.

“Make more dials!” goes the typical sales manager mantra.  But is that the best way to set more  appointments?

Many clients we’ve worked with originally only had their sales teams reporting to management each week the number of dials they were making to set appointments. Most also track the number of appointments set. But, even in those situations that track them both, it’s not enough to effectively manage the process. Continue reading “Three Metrics required to manage the appointment setting process.”