cold calling techniques that really work

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http://www.colcallingtechniques.net Cold Calling Techniques That Really Work Tenacious Follow-up Will Always Win! By James McNamara

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http://coldcallingtechniques.net/sample-page/ Cold Calling Techniques That Really Work – Why Cold Calls Are Better By The Dozen Of all the cold calling techniques that really work, persistence and determination would have to be top of the list. The best script or strategy is useless unless you stick at it. If you talk to any top performing sales person they will tell you that tenacious follow-up is the key to success. Your prospect probably won’t buy from you on the first call. They certainly won’t call you back later on to buy either. When it comes to cold calling techniques that really work, it’s worth mentioning a widely quoted study from the National Association of Sales Executives looked at how many calls it takes to make a sale. The study reported that; • 2% of sales are made on the 1st call • 3% of sales are made on the 2nd call • 5% of sales are made on the 3rd call • 10% of sales are made on the 4th call • 80% of sales are made on the 5th – 12th call Cold calls really are better by the dozen! When I think about the sales habits of those that I’ve trained over the years – these are the people who needed help to improve their sales - most of them give up after the first or second call. They didn’t display the tenacity to keep going nor the creativity to come up with reasons to get back in front of the prospect. The above mentioned study looked a follow-up in a bit more detail and found that; OK let’s analyse the data a bit further – a whopping 80% of calls are made on or after the 5th call and 90% of people don’t make it past 3rd call. So only 10% of your competitors are where 80% of the sales are! What does this mean? You should go there too. Go past the 3rd call, past the 4th call and make the 5th, 6th 7th call… do whatever it takes!! This is the secret to cold calling techniques that really work – persistence and tenacity! How do you do this, well automate it with a CRM (Customer Relationship Management database). After each call set the reminder date for the next call. When the reminder pops up, just jump on the phone and call. Now, don’t be fooled, this won’t work after just one week. Since it may be a month or two between follow-up calls for a particular prospect, you’ll need to run this diligent follow-up system for at least 6 months to start to see great results. They will be great results too. By the time you have made it to the 5th call, you’ll have developed rapport with the prospect. They will trust you to do what you say and they will know that you are serious about working with them. After the 5th call, barriers that previously seem insurmountable will start to crumble. Prospect, follow-up, follow-up again, follow-up again, follow-up again… get the picture? Best of luck! http://coldcallingtechniques.net/sample-page/

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Page 1: Cold calling techniques that really work

http://www.colcallingtechniques.net

Cold Calling Techniques That Really Work

Tenacious Follow-up Will Always Win!

By James McNamara

Page 2: Cold calling techniques that really work

http://www.colcallingtechniques.net

About James McNamaraJames McNamara is the Founder of the Impact Factory. He has been in business ownership and leadership + sales education for 17 years. His purpose is to “inspire and educate managers and business owners to become the best contributing leaders they can be”.

When it comes to cold calling, James has a wealth of practical experience. He’s made in excess of 30,000 cold calls… and counting. He knows what work, what doesn’t and why.

James is an experienced group facilitator, keynote presenter and one on one coach. He has a detailed working knowledge of the leadership and communication skills which will influence people to follow your lead willingly.  Whether it’s leading a team, selling a product or service or building a solid reputation, James provides unique and practical insights on how to improve your results.

Page 3: Cold calling techniques that really work

http://www.colcallingtechniques.net

Most Sales Are Made on the 5th + Call

2% of sales are made on the 1st call

3% of sales are made on the 2nd call

5% of sales are made on the 3rd call

10% of sales are made on the 4th call

80% of sales are made on the 5th – 12th call

“Cold calls really are better by the dozen!”

Page 4: Cold calling techniques that really work

http://www.colcallingtechniques.net

Most Don’t Do What It Takes

48% of sales people never follow up with a prospect

25% of sales people make a second contact and stop

Only 10% of sales people make more than three contacts

Page 5: Cold calling techniques that really work

http://www.colcallingtechniques.net

Go Where Your Competition Won’t

80% of the sales are made when only 10% of the sales people are operating!

(perhaps less as only 10% make more than 3 calls… …how many make more than 5?)

Will you make more than 5 calls on a prospect?

Page 6: Cold calling techniques that really work

http://www.colcallingtechniques.net

Prospect, follow-up, follow-up again, follow-up again, follow-up again…

…get the picture?

Page 7: Cold calling techniques that really work

http://www.colcallingtechniques.net

For more articles and useful video’s on cold calling techniques, head over to

http://www.coldcallingtechniques.net.

Page 8: Cold calling techniques that really work

http://www.colcallingtechniques.net

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