In the world of cold calling a
well-known, rarely implemented
truth is this: What you can
measure, you can manage. What
you can manage you can improve
dramatically!
Let's start with little
measurements like 10 calls and 1
appointment. Review your call
ratios for the year. If you are
like most cold callers you
smile, you dial, and you make
about 10 cold calls a day-around
50 prospecting calls per week.
At the end of it all you average
1 appointment for every 10 cold
calls. You close 1 out of every
5 people you meet. When all is
said and done at the end of the
year, these puny little
measurements show results in
sales that yield a pretty good
income for you, around $150,000.
The secret to reaching your goal
is hidden in the numbers.
Now, let's say you want to
double your income to $300,000.
Your call ratios and salary may
be higher or lower than the
numbers used in this example.
No worries, simply plug your
numbers into these equations to
determine your desired outcome.
Being in control of our goals is
one of many wonderful things we
like about the profession of
sales, isn't it? We know the
only thing standing between our
dreams and us is our level of
skill. We are glad to gobble up
any tips, tools, and techniques
that will improve our seemingly
magical talents that are the
envy of others.
OK. A close examination of the
numbers reveals that your goal
will be achieved by doubling one
of a couple of puny numeric
measures.
- Double the number of
appointments you get from your
dials, so you get 2 appointments
out of every 10 dials.
- Double the number of
appointments you close so you
get business from 2 out of every
5 prospects with whom you meet.
- Scrutinize your leads, think
about a top-down prospecting
approach, and add a few
executive-level sales calls to
the mix. As you meet with Top
Dogs, you double the size of
your sales.
Before you roll your eyes and
go, "Duh", look at your numbers.
Determine which strategy will
work best for you. Makes the
goal of doubling your salary
next year seem possible, doesn't
it?
In brief, you can double your
income by learning how to:
1. Double the appointments you
get from your dials
2. Double the number of
appointments you close
3. Double the size of your sales
as you elevate the level of your
point of entry and talk to "The
Top Dogs" first
Invest in a good cold calling
software that fits on the front
of your CRM. This kind of
software makes tracking your
numbers a cake walk. Pick your
strategy. Learn how to leverage
it to the hilt. Double your
sales.
Source: Leslie
Buterin
link