How To Make 150 Cold Calls A Day
Prospecting is the lifeblood of any sales organization. Without prospecting, there are no qualified leads. Where there are no qualified leads, there are no opportunities. Without opportunities there are no sales, and without sales, there is no more business.
Everything in the company starts at the top of the sales funnel. But prospecting is hard and it can be difficult to get the motivation and systems in place to have consistency in this area.
If cold calling isn’t your main function, but still vital to your sales job or business, here are some ways to set it up so you can get all of your prospecting knocked out in one or two days of straight cold calling.
- Plan Ahead
It’s easy to get busy and distracted with many other functions in a business and ignore the hard and boring tasks like cold calling. If you have enough of those days of procrastinating on your prospecting, you will no longer have a job or a business.
That’s why it’s vital that you plan ahead for cold calling. If you just want to do it for a portion of the day, make sure to block of time on your calendar so you and everyone else knows that it’s cold call time.
- Build The List
Build a list of sales leads before you start to call. The last thing you need is to break up the cadence and rhythm of your cold calling. Once you get in the groove, you don’t want to lose momentum.
Have your list ready to go when you start to dial. Make sure they are all organized in your CRM. If you don’t have a CRM, get one or you’ll be wasting your time. Without a CRM, you can’t keep track of warm or qualified leads once you get them. And it’s really difficult to follow up when you don’t know who to follow up with, when and why.
InfoFree.com has a great CRM tool you can use for free. If you’re just cold calling, you don’t need a high-priced sales CRM with a bunch of bells and whistles. In fact, all of the extra tools and functions may distract you from the real task of making the calls.
- Smile and Dial
Once you’ve planned ahead and blocked off the day and you’ve build your list, you’re ready to attack. Get on the horn and start dialing.
If you get into a rhythm, you should be able to make 20 dials an hour. That’s not hard because most of them will go to voicemail or you’ll get a gatekeeper. It’s likely you’ll pitch a decision only once or twice during that hour of making 20 dials.
If you keep up 20 dials an hour, you should be able to make 150 dials a day and even get a 30 minute lunch in there. Every sales benchmark is different, but how many sales appointments could you get from making 150 dials?
Motivated by the Math
Just do the math and let the potential additional revenue or commission motivate you to stay disciplined with prospecting. It’s the one lever you can control.
You can go as full throttle or not as you want, but it’s the one thing you control in your business and your sales pipeline.
If 150 dials ultimately equates to one more sale that you didn’t have before, how much is that worth to you? Is that an extra $500 a month? Are you in a high ticket business where that might mean another $10,000 in revenue?
Making 150 cold calls a day isn’t hard. You just have to plan ahead, build the list and hammer away on the phones.