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Cold Calling All Day?
By Leslie Buterin | March 12, 2009
Question:
Hello, I work for a mtg co. and i do cold calling all day! Asking the person if they are wanting to refinance their home … it’s so hard.
Can you help me out! What can I say!
Judy
Answer:
Yours is a troubled industry to say the least! It is a bit like being in the Oil industry when gas prices are high. Everyone wants to take his/her frustration on the guy behind the register! Still there are many who need and want your services and your job is to find them.
Considering that your day is filled from beginning to end with cold calls - my comment is going to leave you thinking that I must live on another planet. With that at risk - here is my counsel.
Reduce the number of calls you make each day. If there is any way you can reduce your call list to 5 per day do it. At the very least reduce your number of calls in half.
Here’s why…
When you make cold calls from the moment you walk through the office doors right on through to the end of the day, the people you call become nothing more than a task to scratch off of your To Do list. When you make a few calls, you will have an easier time connecting with the human being on the other end of the line.
This is important. NO ONE likes to feel used and abused by a telemarketer at inopportune time. That is precisely what your prospects will feel like when you call them one right after another– worse yet you won’t feel “clean” about making the calls. You will feel as though you call is intrusive and unwelcome. With your call load — how could you possibly feel anything else?.
Your mindset will “travel” over the communication line in the sound of your voice, with your pacing, and with your attitude. So, make sure you put your best foot forward … even if your best foot is your voice-pacing-and-attitude. Reduce your daily call volume significantly so that you, Judy, can genuinely connect with each prospect you call.
You also asked about the words to say. I’ve made several posts to that topic — look in the lower right-hand portion of this blog to read-up on the subject. Then, if you still need help with words - consider a coaching package of two, 30-minute sessions - so you can be on your way to success sooner rather than later!
Best,
Leslie Buterin (like butterin’ bread)
PS. For even more help on “what to say” check out the Downloadable Webinar - Crafing the Compelling Script on the right side of the blog under Cold Call Training Links.
PPS. Prefer one-on-one help? Use the leave a message box on the left side of this blog to inquire about coaching calls.
Topics: Cold Calling Tips |
March 15th, 2009 at 4:18 am
Leslie,
I have to disagree with you on the advice above.
If Judy’s job is to find people who need refinancing on their home, how can she possibly be successful making 5 calls per day?
The only way that could work is if she had a list of people who said they need refinancing, and asked her to call them - even then you wouldn’t call only 5 people - you would call as many as you can!
5 calls a day is a call every 1.5 hours. What is Judy supposed to do the rest of the time? Does she really need 1.5 hours to think about what she is going to say to the next person?
March 16th, 2009 at 6:09 am
I’ve got to agree with the previous post. I would say cut her calls down by 25%-50%.
March 25th, 2009 at 8:15 am
Judy could use her extra time developing a list of QUALIFIED leads to call, rather than calling everyone in the phone book. That seems more productive of her time. As well, look for opportunities to network in a formal group (like BNI or the Chamber).
April 13th, 2009 at 4:07 pm
I don’t think five calls will do,
you have to make a 100 or more if you want to succeed.
May 26th, 2009 at 9:51 am
I agree with Leslie’s advice. We all have answered a call from a brain dead, tired & non-caring telephone solicitors who I personally can’t wait to get the heck off the phone from.
Quality not quantity = Success
As Mary’s comment also explained that Judy need to find a way to get QUALIFIED leads & to also network.
One final word of advice; Smile when you answer the phone & when you are talking on the phone - this comes across in your tone & gives the listener a reason to listen.
July 8th, 2009 at 7:33 pm
I have had some of my most successful days with lower call volume.obviously its a balance, everyday can’t be like that.but, slowing down to really focus on the person behind the call is very important and will build your confidence.
July 9th, 2009 at 4:08 am
making 5 calls a day would be the end of my job… I work from home and I am required to make 25-30 calls an hour. This is what I do. But there are times I need to walk away for a few minutes and regroup. It’s tough out there keep smiling, keep a positive attitude and love what you do (or talk yourself into loving what you do)
December 4th, 2009 at 5:05 pm
I’m in Oil & Gas Sales and we make the most MONEY! The key to being successful in this business is numbers. I make a minimum of 250-260 calls a day. Most days I make 300+, and I am dealing with people with a net worth of 1 million or more; VIA COLD CALLING! 99% of sales people do not have what it takes to do this; I was one myself for 10+ years. I look back now and realize that if I had done 200 calls a day in mortgages or debt or software….I would have made much more than $70K-$105K a year. I can make $20-$50K a month now consistently because I have developed the ability to have quality and focus even after 270 straight no’s. This again has taken many years and a unemployment period of 8+ months with 4 young children. I had nothing to lose and everything to gain; we were already eating at a food bank each month.
Basically, stop making the excuse that you cannot have quality and quantity; you can. If you are pitching ALL day, that is different. Most sales people do not pitch that much in a day and MOST if they could would end up getting comfortable and lazy.
We start at 7am and work until 4pm and on a good day you send documents to 2 or 3 prospects. 10 weeks of work and then 4 weeks off; and we still are getting paid! BUT it has been a real eye opening experience concerning a whole other level of ELITE Sales.
Just in my interview I had 5 hours to memorize a very complex script and pitch it flawlessly. 50 people in interview #1, 4 people in interview #2, Me in the final interview……..
So all of you fellow sales people; please work harder on yourself outside of the ring, and it will improve your skills inside.
Coffee is for Closers!
January 4th, 2010 at 12:17 pm
Well, I do agree with Leslie that we must connect with the human being on the other end of the phone.
We must make as many calls as possible without losing the sincere desire to help the prospect solve a problem.
I used to work for an airline call center. People called me everyday looking for their missing luggage. We were hammered with angry phone calls. While the person was talking I had to remind myself to put myself in their shoes. When cold calling for sales we must do the same thing.