Tuesday, April 1, 2014

Cold Calling - A Modular Factory Sales Rep's Worst Fear

Most of us have been there. You stare at the phone on your desk or the one in the palm of your hand and know that if you are going to bring a new site builder into the ranks of modular housing, you have to make the call that sends chills up your spine and brings on cold sweats.

You have to make cold calls. Your Sales Manager told you to do it and by golly they are going to check up on your progress. Can't lie to them about making calls and not do it. Funny how most Sales Managers get the same sweats when they have to make these calls.

Sending a "Cold" email is not the same. There is no interpersonal relationship in it. Most people that receive your email will trash it or worse, spam it.

There's no way out of it. You have to make the call.

Here are 8 facts you need to know before you dial that first builder.
  1. 80% of sales are made on the fifth to twelfth contact. This means one or two follow ups won’t cut it!
  2. The best time to cold call is between either 8:00 AM and 9:00 AM or 4:00PM and 5:00PM. Plan your sales calls around these two time frames.
  3. The worst time is between 11AM and 2 PM. Use this time to meet with leads, research prospects and plan your afternoon sales calls.
  4. Thursday is the best day to call. Get on the phone!
  5. Tuesday is the worst day. Use this day as a day to research your prospects and schedule meetings.
  6. 50% of the time prospects go with the first salesperson to contact them. While this might come down to luck, the more you call the more likely you will be this person when they answer.
  7. The first 10 seconds determine the response you will get to your cold call. Quickly grab their attention within this time frame and keep it the rest of the phone call.
  8. You are 6 times more likely to close a web lead if you contact them 1 hour of them submitting a form. Call quick and use the information strategically that they gave you in the form. If they give your certain details focus on these and address what they need/want.

Cold calling can be quite difficult and a bit nerve wrecking. But the more you plan your approach with what you’re saying, when your calling and how much your calling, you will substantially increase your success rate. Use these statistics and warm up your cold calls.

1 comment:

Anonymous said...

As a 30 plus year industry veteran I disagree with this article. The % of success achieved with cold calling based upon my personal exp. is very limited. I have had greater success in sending an email with an attachment like a newsletter or a picture of a project in the body of the email. The people we are trying to reach are busy and to call out of blue is a disruption to their day while a 30 second scan of an email isn't. This is of course if you can past a secretary.