Question

Topic: Strategy

When Cold Calling, How Long Between Follow Up Call

Posted by Anonymous on 2/11/2010 at 11:04 AM ET 125 Points
I have been prospecting via cold calling and frequently talk to the Voice Mail. After leaving a message I schedule my next follow up call for the following week. Once I am able to speak with a prospect - Some have thanked me for my persistence, some have been aggravated by the persistence. I do not want to give an impression of being a nuisance so I was wondering what the average wait time between calls might be. I've been calling once per week during the initial 3 calls, then move to every 2-3 weeks depending on the opportunity size.
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RESPONSES

  • Posted by thecynicalmarketer on 2/11/2010 at 11:26 AM Accepted
    I have had good experience with a 2 to 3 day gap. Most of us return the calls we wanted within that time. Any closer together and you haven’t given the recipient time to respond and you become annoying, any longer and they may not make a mental connection between your calls.

    It is a big plus if you can give a new reason for your third of fourth call, e.g. "I am calling again because we just released a new white paper that solves the same types of challenges that your company is facing...and I'd like to send you a copy" Of course, every call/voice message should be focused on what benefit the target will get if they contact you, beyond simply stopping the harassing calls. :)

    Best of Luck, JohnnyB.
    The TCM Blog, https://bit.ly/75KkSG
    https://twitter.com/tcmblog
  • Posted on 2/11/2010 at 11:42 AM Author
    Thanks, I used the same gap time initially then changed to the once a week schedule. I somethimes think the frustration of cold calling tends to make you question strategies. I appreciate the feedback.
  • Posted by CarolBlaha on 2/11/2010 at 1:41 PM Accepted
    You are doing just fine. I do about a 2- 3 day gap too.

    Remember in sales there is always rejection.

    When I get someone who sounds annoyed, I just tell them, "I'm just so excited because I know this will work for you".

    Make sure you call is specific, has a reason and you have done your homework. Dont just say you've done wonders for companies like his-- state you've done wonders for whatever field it is companies.

    I always say, If I didn't cold call, I'd be living under a bridge.

    Your post is refreshing. I deal with so many people with call reluctance-- even a warm fuzzy lead-- they just won't pick up the phone. Kuddos to you!

    It will happen. Trust me on this. You aren't a nusance, you are just driven by your belief in your product or service-- and you know it will improve something in your prospects business world/life.

    Sell Well and Prosper tm
  • Posted by michael on 2/11/2010 at 1:53 PM Accepted
    It depends on the sales cycle.

    I used to call weekly for a month, monthly for a quarter, quarterly for a year. Then every year.

    They key is the message. If it's canned, you'll be a nuisance. If it is personalized (I don't mean names) to an event in the company..."I noticed that you are opening a facilty in Gainsville, GA"...you'll be good.


    Michael
  • Posted on 2/11/2010 at 1:54 PM Author
    Thanks Carol, a 2 - 3 day gap works for the first few dials. I was hoping to also get your view on dials 4, 5, 6 , 7 etc ... I am determined to speak to the human I need to speak with but don't want to place numerous calls bunched together over a 2 week time frame. It sometimes takes the 11th call to finally reach the prospect.
  • Posted by CarolBlaha on 2/11/2010 at 2:25 PM Member
    Call as often as it takes. 11 is not unusual. My largest sale of my life -- it took me a year to get a return call. Then a year to make the sale. It wasn't the only egg in my basket and was worth every bit of it. 2.5 Mil sale.

    I do a presentation on this-- and have a ppt slide--

    50% of sales people stop at call #1
    65% #2
    79% # 3
    My slide shows 12.

    I'm sure you've seen that Thomas Smith quote-- I have it on a slide, but couldn't find the full version online. This will give you the idea-- the full version goes to 20.
    https://www.coffeenewsofscottsdale.com/What-it-takes-to-get-noticed.pdf

    If you are sure it's a fit-- then its a fit. Keep them in the funnel-- don't let them slip away.
  • Posted by CarolBlaha on 2/11/2010 at 2:30 PM Member
    BTW, in reviewing your comment-- I extend the call back for the follow up calls. My advice would echo Michael's comments.
  • Posted on 2/11/2010 at 2:37 PM Author
    I appreciate the feedback from all. It helps to keep the fingers dialing.
  • Posted by Chris Blackman on 2/12/2010 at 1:16 AM Accepted
    If the key thing for you is to speak to a human, why leave a message on a machine at all?

    That way, you can call back in a very short time frame, and as far as the recipient is concerned, when you finally get to speak to them, this is call #1.
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