What Formulas Do I Need To Know For The Act What Is The Secret Cold Calling Formula In Reaching Executives?

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What Is The Secret Cold Calling Formula In Reaching Executives?

The answer is simple and it’s called PERSISTENCE! If your prospects don’t call you back, guess what? You keep calling them! If they didn’t answer your phone call after the second, third or even fourth try, guess what? You keep calling them! According to the National Sales Executive Association, 80% of sales occur between the fifth and twelfth contacts, and 20% of sales occur between the first and fourth contacts. What do these statistics tell us?

These statistics show that the most successful sales reps are the ones who choose not to give up on their prospects! They understand that potential customers who answer “not interested” objections are really asking for more information about the product or service. They understand the importance of consistently following up with their sales prospects. They understand that their prospects respect their persistent persistence. They understand that their “persistent persistence” can be the catalyst for the purchasing decisions of their potential buyers. What exactly do I mean here?

Those prospects (i.e., C-level executives, senior executives, directors, and business owners) that are contacted are successful for one reason and that is because of their “sustainability.” Often, our purchasing decisions are based on more than just the price, features and benefits of a product or service. Our purchasing decisions may also be based on the person from whom we purchase the product or service. In this case, a prospect dealing with a sales representative who has demonstrated “sustained tenacity” can quickly identify with that winning personality trait. They perceive that the sales representative has something in common with them, and therefore may consider this information in their purchasing decisions.

Now that I’ve shown that persistence helps bridge the gap between you and your sales prospect, now what? You need to keep reminding your prospect of your “durable persistence” because this will increase their awareness of you! This means that when you leave them a message, you need to let them know that you’re not giving up and you’re not a quitter! Let your prospect know (either by cold calling or voice mail) that you’ve been trying to reach them for six months, a year, or even something crazy like two years!

I’ve included some lines below that you can include in your cold calls and/or voicemails. These examples of persistence include:

“(PERSPECTIVE PRONOUN), Can you believe I’ve already been trying to get you (CENTER OF TIME)? Talk about persistence, right?” (pause)

“(PROSPECT’S FIRST NAME), I think I’ve left you at least ten messages, do you respect my consistency here?” (pause)

“(PROSPECT’S FIRST NAME), You have to respect my persistence here, I have called you so many times that I have run out of space in the ACT database.” (laugh a little and then pause)

“(PROSPECT’S FIRST NAME), I hope you appreciate my persistence here, I don’t give up that easily.” (pause)

Copyright 2006 MR. COLD CALLING SEMINARS – All rights reserved.

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