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Dear Coach: After reading your book (great book, by the way), I have been cold calling every day and tracking results. I'm not getting the appointments I need. I'm calling homes out of the phone book, during the day. My best day, I called 87 people and connected with 16 and got 2 appointments. But the other days, I made almost 150 calls and only connected with maybe 35 people, and got only one appointment, total. I don't want to call during the evening. Am I doing something wrong? Coach says: Here's what you're doing right: Tracking calls to see how you're doing. And here's the source of your problem: You're calling people at home, during the time that most people are at work. So it's no wonder you're not connecting with enough people. I have two suggestions for you: Figure out a way to call businesses. I'm guessing you're marketing something for personal use. Still, there might be some related service you could market to businesses. For example, if you're selling something that has to do with nutrition or cosmetics, maybe you could offer to come in and give a free talk to employees on that topic. Make sure the talk would be informative-not an infomercial. Call in the evening. Is it possible that you don't want to call in the evening because you don't want to "bother" people in the evening? Well, jeez! The successful consultative approach designed to demonstrate respect for people's time, needs, wants and interests at work also succeeds when calling people at home. For the same reasons, no less. So apply what you learned about making consultative cold calls in the daytime to the evening. Think of it this way: We are on a mission from Alexander Graham Bell to change the way people feel about cold calls by changing the way people make cold calls. |