How well you organize your sales calls is essential in establishing the flow of your day. From that very first cold call—pre-coffee, post-coffee—you need to find your rhythm and groove. You may have an excellent database system but that’s not going to prevent you from possibly overcalling and driving the Shirleys of the world bonkers.
You could be chasing Bill the decision maker for months, but one too many calls can cost you and your company business. Forever.
Don’t over call.
Try to work in twenty-five percent new leads into your daily rotation. Psychologically speaking, new contacts are a much needed lift. Looking at the same names and numbers is the equivalent of “Oh, no, not meatloaf again.” The meatloaf line is a clich? but it sounds better than chicken, and speaking of chicken don’t get gun-shy about going after hard-to-get Bill.
Pursue Bill but don’t overcall. Give him a “vacation” now and then.
You’ll know exactly when you’re overcalling. Shirley will come in loud and clear:
“Is this Johnny Monge from XYZ?”
“Actually, Shirley, it’s LMNOP, but you’re close.”
“Well, Johnny Monge from LMNOP, Bill’s not interested in doing business with you.”
Has Johnny Monge cooked his own goose? Not necessarily. There’s always a way out no matter how small the opening.
“I’m sorry, Shirley. I can be a little over assertive sometimes. Do you know anyone within the organization who could benefit?”
Shirley just might provide you the name of another decision maker. Why? Because by your wonderful demeanor she believes that you won’t be calling Bill again. Untrue. But when you dial Bill, either before and/or after hours, you better make sure he picks up.
If Shirley doesn’t give you a reference then ask her very nicely when she’s taking her next vacation, then make a note and call back at the appropriate time.