Pick Up The Phone and Sell

CHAPTER 17HOW MANY CALLS PER DAY?

Salespeople often tell me they don't have time to make proactive calls.

They say they're too busy.

After all, customer calls are incoming constantly, right?

These customers have needs, requests, and – as we've already established, more than anything else – problems. Customers bring us problems and urgencies.

If they need product, they need it, like, now.

So who has time to make a lot of proactive calls?

Here's the thing: using our approach, it doesn't take that many proactive calls to make a huge impact on your business.

If you were to make 3 proactive calls a day, you would be making 780 calls a year.

What about 5 calls a day?

That is 1,300 proactive calls a year.

Do you know how long it takes to make three to five proactive calls a day?

Most days, it takes just three to five minutes. And that includes sending a follow-up text or LinkedIn note and logging your call (writing it down) in your Proactive Call Tracker.

That's it.

Why is it so fast?

Because usually, you'll be leaving a voicemail – a highly effective, well-rehearsed voicemail from one of our scripts in Chapter 19.

Now, let's assume you're calling people you know – or at least people who recognize your name or your company's name. If you leave one of our voicemails and follow up with a text message or LinkedIn note as laid out in this book, you should expect approximately two-thirds of these people to communicate back to you. Let's be conservative and make it “only” a 50% return communication ...