Today we’re going be talking about cold calling efficiency, and yes, I know that some people are completely scared to death to even pick up a phone and try a cold call, but for you intermediate to pro users of the cold calling device, the cell phone, I’m going to give you some tips that you can use to become more efficient in your cold calling process.
Recently we won a video contest hosted by Ring Central for Small Business Appreciation Week. You can see that video right here. RingCentral is one of our partners and we use them at our offices for almost everything we do. So, my tips today will be in conjuncture with the ability of a service like Ring Central.
So, in the dialer system, they actually have a click to call feature and so if you’re using any sort of CRM, which is what we use, the ability to have the RingCentral app when you click on the number, it simply prompts you, and says, “Would you like to use the RingCentral app?” I click the box and say yes always, and then hit accept. And from there on out, all I have to do is click a number, a couple of seconds later, if I’ve got my headset on, boom, the phone starts ringing. This allows me to get in and out of calls really, really fast, which means that I’m efficient.
It means you make more money. If you can make more dials, you can certainly make more appointments. If you can set more appointments, you can do more pitches, if you do more pitches, you can make more money. It's as simple as that.
So, in the dialer system, they actually have a click to call feature and so if you’re using any sort of CRM, which is what we use, the ability to have the RingCentral app when you click on the number, it simply prompts you, and says, “Would you like to use the RingCentral app?” I click the box and say yes always, and then hit accept. And from there on out, all I have to do is click a number, a couple of seconds later, if I’ve got my headset on, boom, the phone starts ringing. This allows me to get in and out of calls really, really fast, which means that I’m efficient.
I talked about this in the video, which we won second place by the way, I’m sorry, an honorable mention, I think we won second place… In the video I talk about the fact that my sales guys don’t have to look at the screen, look at the phone, dial a couple of numbers, look back at the screen, dial a couple more numbers. All you have to do is make one click and it starts dialing. Because what we saw was around an 18% increase in our efficiency, that means that we got more calls out per day because of the efficiency of the system.
So, when you’re looking at cold calling, your time matters. What I say is you can typically reach 18 to 20 dials. You can do 18 to 20 dials per hour. So that’s my rule of thumb. And a dial doesn’t necessarily mean like a call, right? Maybe it rings three times, someone doesn’t answer. Maybe it rings and. the receptionist answers, but then you don’t get anywhere, right? We’re not talking about like full blown conversations. We’re talking about 18 to 20 numbers that you can dial per hour. Out of that you should have about three significant conversations. Significant conversations means what? It means that you actually got a hold of the person you were trying to call, or you got some good intel, like, I mean, we’re salespeople, so like we’re hunting. I’m hunting for some info. I’ve got the guy’s name and his company, but maybe I don’t have his email address. I’m going to try to get that from the gatekeeper. Maybe I don’t have his cell phone number, maybe I’m real sly and can get that from the gatekeeper. But all of this comes into the efficiency of making the most out of every single dial. And that starts with dialing the actual number.
And this is why I love RingCentral's app. They're a great company, their customer support is by far the best out there. If you want to check them out, just click on their logo.
We like Ring Central but if you can find a dialer system to where you can do a click to call, it will really enhance the efficiency of cold calling. Now, again, we’re talking about intermediate to pro players here if you’re just coming across the website and you’re probably like, dude, I don’t even want make a cold call, I’m scared to death to make a cold call…then click the button at the end of this post to grab my free book “Phenomenal Phone Calls.” It’s only 44 pages, it’s got plenty of pictures – because I’m dyslexic. I wanted it to put in just as many pictures as words so it’s really easy to read through it only taking about an hour and a half and there’s the option for the audio version as well.
Here’s to your success!
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In this best selling book, Coach Carroll lays out the latest way to dominate your market by getting on the phone and setting appointments which result in HIGH DOLLAR sales! If you want to grow your business to the level of success you dream about – this book is the answer! Your deserve it. Your family deserves it. I’m here to tell you it’s achievable!
