“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.”

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.”