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?”
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?”