then call the main contact or desk Ouch ! 40% of wrong numbers, bankrupt companies and deceased people... * Source: Sales institute study http://goo.gl/K6v1z
identify the right contact for your product/service With direct phone and email. Be creative and persistent.
do your research on your target The average sales rep spend 1.5 hour/day doing his research on prospects (LinkedIn, Twitter, News clips)* * Source: http://www.bridgegroupinc.com/inside_sales_metrics.html
call, call, call until you reach your target It takes 8.4 calls to reach a prospect (on average) * 18% of sales heroes make 100+ calls a day * * Source: http://www.salesshift.ca/fast-facts-scary-stats/
arrange an appointment 89% of prospects reject the meeting proposal * 80% of decision makers do NOT accept meetings without referrals * * Sources: Study bu the Kenan Flager Business School and http://goo.gl/BwCLY
do the maths Browse, ﬁlter & arrange your 1h prospecting listCall ofﬁce desks for 20 targets 1.5hResearch your targets (12 good contacts) 2.5hCall your target until he accepts to talk 3h (105 attempts)Arrange ONE SINGLE appointment ok to ﬁx one single 8 ho urs appointment with a qualiﬁed prospect
do the maths With an average salary of a sales rep at $100k * This brings the cost of your LEAD to 560$ * Sources: Inside and outside sales survey http://goo.gl/BwCLY
cherish your clientssell better, sell more Making friends is our business