If you do any amount of cold calling then you eventually have a dry streak. Dry streaks are those inevitable periods of time (days,weeks) when you simply cannot get a prospect to commit to a sale or an appointment. Dry streaks are very common among sales and marketing people and everyone has them. Even the most skilled among us has had to admit defeat on occasion. Don´t panic. It does get better.
So how do I get through this Dry Streak?
It´s never simple and there are no easy answers to getting over a dry streak ,but there are some steps you can take to get through it faster and easier and break the pattern.
Begin by asking the prospect probing questions
Be sure to send literature to the prospect. They love to see information in writing.
Fax or e-mail info if possible.
Get on friendly terms with the gatekeeper. He/she will be able to tell you when to reach the decision maker.
Take good notes and leave no more than 2-3 messages on voicemail. Taking notes will allow you to back track to see if there is some info you can use in the future.
Be persistent until it makes sense to back off. Not everyone can become a client…
This is an excerpt from my book"Telemarketing Success for Small and mid-sized Firms available at www.amazon.com and bookstores everywhere
Tony Wilkins is the owner of Telemarketing Consulting Services and author of "Telemarketing Success for Small and Mid-sized Firms´ available in most bookstores and online at www.amazon.com and www.xlibris.com you may also find out about his workshops and services at
http://stores.ebay.com/telemarketing-success via e: mail at email@example.com or phone 415-267-4872 .If you´d like to be notified of a new posting for this column, please contact Tony Wilkins at firstname.lastname@example.org