Article 101

Cold calling is dead.
Elvis is alive.
I'll make more money if I just work harder.

If you believe any of these you are either delusional... doomed to mediocrity - or worse.

I can't help you if you believe Elvis lives or that working harder is a success strategy, but I can educate you on overlooked benefits of cold calling correctly for appointments.

There are many high revenue very profitable businesses and individuals that rely on cold calling high probability suspects as a core business building strategy.

The calls are not just about setting an appointment. It took me years of calling to appreciate other benefits of calling through a group of highly targeted suspects that fit the profile of your best accounts. Let me share some with you.

Remember, these advantages flow to you, without additional effort or more calls, when you execute an organized calling process and are properly setup. But, but, but... you have to know what you are looking for before the call, in order to get it during the call, and use it effectively after the call.

1. You identify your highest worth targets. By asking "Columbo" questions, you can determine which targets are most likely to buy the most from you.

2. You separate short term from long term suspects and allocate time and marketing resources accordingly.

3. You gain info on product and service preferences. If you have 5 offerings and determine a suspect might only buy one, you can better focus your message.

4. You gain current vendor info that enables you to exploit competitive advantages you have.

5. You identify low worth / no worth suspects and invest no more time or money on them.

6. You get targeted suspects into your "Plan B" automatic multiple touch system. They start to call you and are more receptive to future calls.

7. Your closing ratio and size of average sale improves. 20% - 30% improvements in closing rates are not uncommon. You are seeing better prospects.

8. You can fire your low worth accounts. Yippee!! Throw them down the stairs. When you can confidently and systematically sell more profitable accounts, you can get rid of those who are more trouble than they are worth.

9. You can multiply the result and get new hires productive faster. When you are working a system, not just making frantic random calls, you can expand easier and get new hires productive faster.

10. Marketing results improve with the information you gather from your calls. The data you collect enables you to launch more targeted marketing initiatives to higher worth targets. Your marketing ROI can jump substantially.

There is a bigger picture as to how cold calling for appointments can help you grow your business. I hope this has helped you see it.

Best wishes for sales success,
Scott Channell

copyright 2006-2009 Scott Channell

Article 91	The Top 10 Overlooked Benefits of Cold Calling
	by Scott Channell