If a prospect doesn’t meet these criteria then I don’t book the appointment. Now most could argue that it’s more important just to get your foot in the door anyway you can. But that to me is always a mistake. Put yourself in the cold caller’s position for a minute. Your cold caller has set an appointment mostly to meet some arbitrary quota so unfortunately quality goes out of the window. Keep in mind that in a 7-14 hour weekly time frame the cold caller must…
A. Reach the decision maker- which has become more complicated in recent years,due to voice mail and spam blockers if your e-mailing as a means for contact. This can take numerous phone calls over days or even weeks if the prospects are hard to reach.
B. Once they’ve located said prospect- the cold caller must then quickly and succinctly introduce themselves and the company and probe to determine if there is an interest. Generally the prospect wants a call back after receiving either a link to the company website,general information or a direct mail piece which can take another week for the prospect just to read after it’s been mailed. Most people will not set an appointment without reading info on your company so get over the fact that you need to send something folks.
C. Once the cold caller has sent info out then a follow up phone call needs to happen. Again you may need to make several inquires to reach the prospect which can take days or weeks to do. This is best done by asking the following questions.
1. Did you receive the info?
2. Have you read it?
3. What did you think about it?
You want to always ask these questions because you always want to make sure the info has gotten to the right person,that they have read it and get an opinion on what they read to determine their level of interest. It makes no sense to spend the time and money to mail to someone without knowing if it has even made it to the right person.
If they have answered all of the questions concerning literature favorably then you can proceed to the next phase which is generally the appointment. But before you can do that you’ll need to review your company,product, services and reason for the appointment otherwise you’ll run the