Mastering Cold calls
Set your Calling Goals
You will usually get one lead from every ten calls, so it is to your benefit to contact as many people as possible. (A “no” is one step closer to a “yes”.) Decide on how many calls you will make in a week to meet your goals, and then divide them into increments of days you will be working. Test to see how many calls you will make in a certain time period. Be realistic in your evaluations. You need to set a definite time each day to do your prospect hunting. Take notes, and be specific about the time to call on certain people. Practice making one hundred phone calls to get over your fear of calling, and do your research to find the best time to contact your prospects.
As you make your phone calls, always record the following data:
- Time of Day
- Number Called
- Call back
- Appointment time
If you are taking orders, always have a blank order form available.
The Time to Call on People
Calls can be designed for prime time. Prime time is the best time to call people when they are most likely to listen. You can follow these guidelines:
General: Call after 8:00 in the morning and no later than 9:00 p.m.
Businesses: Call between 10:00 and 11: 00 a.m. and late afternoon. Avoid calling on Monday and Friday—these are usually busy days.
Housewives: Call between 10:00 AM and 2:00 P.M. so as not to wake a baby.
Home Businesses: Call a home business from 8:00 in the morning and until 6:00 at night.