The $100,000 Sales Contact!
Did you know that 80% of sales are made on the 5th-12th Contact?
This real life example from a Mr. Cold Call Subscriber (a business banker) below illustrates these ratios PERFECTLY! While it took this subscriber 10 sales contacts to win a "$100,000 Account" you gotta respect his persistence? How persistent are you? How much do you really want the sale? Have you ever contacted a sales prospect more than 5 times?
I wonder if your competitors think like you? Imagine if you called your prospect only 3 times and then gave up. Later, you then found out that your competitor won the sale because they just kept calling, how does this make you feel right now? The only reason this "$100,000 Account" was won was because of this banker's persistence and the respect this prospect (now a customer of the bank) had for the business banker.
Brief notes recorded from each call:
August 7, 2006
Spoke with Amy B. (Business Owner) currently uses another bank. She was happy with them, but said that I could follow up in 5 to 6 months.
January 22, 2007
Spoke with Amy and she said to call back tomorrow morning, too busy
January 23, 2007
Left message for Amy
January 26, 2007
Left another message for Amy
January 31, 2007
Spoke With Amy and she said to try back in February. Sent a nice thank you note
February 5, 2007
Left message for Amy
March 13, 2007
Left message for Amy
March 29, 2007
Left message for Amy and sent email
October 22, 2007
Spoke with Amy, she is not happy with her current bank, sounded upset and said to call her assistant to set up a meeting.
October 30, 2007
Met with Amy and won a $100,000 Account
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Behind The Scenes With Mr. Cold Call
Mr. Cold Call is a worldwide sensation and claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily , Successful Fund Raising and Advantage Magazine. He has written over 40 articles on cold calling and is the author of three best-selling books including:
Mr. Cold Call believes that your cold call success is dependent on 11 winning personality traits (known as your Telephone Persona Of Success! ).
Collectively, these traits allow you to uniquely market yourself over
the telephone so that you can inspire your prospect?s curiosity, reduce their resistance and close even more sales! Are you interested in finding
out more about Mr. Cold Call? Then
sign-up for his free weekly cold calling tips at www.mrcoldcall.com |
