Superscript
More conversion = More Turnover
Cold Calling vs Luke Warm Calling
Jürgen De Cleen
For many people in sales roles, the words, "cold calling" are something that make their hair stand up. And indeed picking up the phone and calling someone you don't know and where the conversion rate is around 2% can be really tense. There are days when you do dozens of phones without any results. Unfortunately, this is a truth, but the sales person has to do it because his/her boss wants it.
Therefore, it is always better to make calls with a specific purpose. By this I mean before you start calling send an email first. And I do not mean just any mail, but one with tantalizing information for the specific audience you will approach. In that mail, also use a tracking system so you can see who opened the mail, what clicks they did. Then you can systematically start calling in a certain order. You start with people who have already responded to the mail (Hot Leads!!!), so work your way to mails where customers have clicked, then to people who have opened the mail.
I have done a lot of research on this myself by calling and listening to salespeople how they built their work.
When really cold calling, I achieved a ratio of 2%, which is about a reasonable average.
When calling after sending an email, I easily achieved a success rate of 8 to 12%, which is a very good result for telesales. Figures did vary depending on the target group I approached.
Don't make your target groups too big either. For example "All construction companies in Flanders". If you do have to tackle this type of target group, do it in batches of 20 to 30 companies. That way you can react much faster than if you suddenly schedule three thousand calls.
To avoid wasting time during the cold calling of your sales people we would like to come and take a look at your personal situation and see what could be done better. After we have a picture of what is happening, we will do role-plays in order to have better conversations. After all, we can always interrupt a role-play; a huge advantage that is not possible with a real call.
If you want more sales or conversion, send us a message via +32 477 80 07 04 or jurgendecleen@icloud.com and we will come and listen to the sales conversations of your employees for one hour for free + 1 hour of free coaching. This promotion runs until March 30, 2021.