Daily Cold Call Stats

Originally, I said I would post my numbers but honestly I thought responses would be from people who are excited about sales. I can't believe how much negativity there is in these forums. I guess it hits home the reason why 10% of the salespeople in a company produce 90% of the sales. Thats because only about 10% don't go around complaining. They just sell.

Anyway, I said I would post so here are my numbers for the week. Doubt I will be posting any more though.

All appointments are with companies that have more than 25 employees enrolled in their health insurance plan. My list is 25+. Smallest is 35 lives and all renew between now and March. 2 Appts set are with CEO's/President and 1 is with the CFO. (I only call on C-Level prospects). Total combined enrolled from all 3 appts set is 210 lives and represent potential annual commissions of $105,000. I spent a total of 3.5 hours prospecting. Like I said in earlier posts... prospecting should be your shortest activity in the sales process.

Dials/Completes/Appts
Tuesday: 36/3/1
Weds: 28/5/1
Thursday: 20/2/1 (I made these 20 from the road on my cell phone in between appts)

Time spent:

Tuesday: 1.5 Hours prospecting (5 Renewal Dates Collected)
Weds: 1 hour prospecting (5 Renewal Dates Collected)
Thursday: Approx 1 hour. Made my calls in between appts on the road from my cell phone. 2 - 30 minute Sessions. (3 Renewal Dates Collected)
 
2 days 40 calls total and no appts. Thats how it goes sometimes. Did get 5 renewal dates though and had a great appt today that I set last week.
 
2 days 40 calls total and no appts. Thats how it goes sometimes. Did get 5 renewal dates though and had a great appt today that I set last week.

How are you only swinging 40 calls in two days?

Good job on harvesting the x-dates, that's a gride, but a lot of agents have done very well with it.
 
How are you only swinging 40 calls in two days?

Good job on harvesting the x-dates, that's a gride, but a lot of agents have done very well with it.

Its not how many calls you make its the results you get from the calls you make. I tripled the production of 42 other brokers making 20 calls a day. Its all you need.
 
Its not how many calls you make its the results you get from the calls you make. I tripled the production of 42 other brokers making 20 calls a day. Its all you need.

All things remaining constant more calls would equal more sales. If you're doing well and happy with your results then that's fantastic. If you can make 20 calls a day and triple the production of 42 other brokers, why not make 40 calls and do six times what they do? At just over 100 calls a day that would equate to ten times the production.

For most agents doing cold calling they're going to have to make at least 200 calls a day to keep busy on anything b2c, on businesses at least 100. If you're getting good results with less than that you're certainly exceptional.
 
However, I should mention that cold calling means different things to different people. A lot of folks on here think of making phone calls from a list (which Josh just happens to have if anyone is in need of one :biggrin:) . But when I hear the words 'cold calling", I think of canvassing Door to Door because that is the way it was done when I started. Very few people were making cold calls by phone in those days..

Rouse,

Don't hold the fact that phones had not been invented back when you started your career against the rest of us :). For the sake cold calling or cold canvassing (what I call walking in a door cold) both work...They are work and most people will not do either. Both require effort and time and some many people believe the lines given by recruiters of how this is such an easy business.
 
All things remaining constant more calls would equal more sales. If you're doing well and happy with your results then that's fantastic. If you can make 20 calls a day and triple the production of 42 other brokers, why not make 40 calls and do six times what they do? At just over 100 calls a day that would equate to ten times the production.

For most agents doing cold calling they're going to have to make at least 200 calls a day to keep busy on anything b2c, on businesses at least 100. If you're getting good results with less than that you're certainly exceptional.

Hi Josh.. I definitely understand what you are saying and one would think that would hold true but for me at least... it never did. I made a decision a long time ago that I would rather spend more time selling and less time prospecting and I do it very well. People that make 200 calls a day have chosen to prospect more and sell less in my opinion. To make 200 calls a day your main focus is on the dials. The amount of time and energy that would go into 200 calls has to be 6-7 hours. Either way, when is there time to sell? And how much energy would you have to sell when the majority of your time is spent on the phone? It sounds like a horrible life and I would imagine most of the leads are with low level decision makers and a lot of your time is spent weeding out the bad ones and hoping someone agrees to see you.

Instead, what if you spent an hour each day researching your leads and then spent an hour calling your leads. 20 a day. You almost never get a bad name and you always know who to ask for. What if out of 20 dials, you set meetings with 2-3 CEO's of large companies every week. Instead of meeting with people you hope can make a decision, you meet with people you KNOW can make a decision. On top of that, you meet with prospects you know a lot about. Its not about what if's anymore. These are prospects YOU personally targeted as the prospects YOU want to do business with.

You have more quality appointments, more sales and you have a ton of time to learn your craft and become a true expert. For me, its just a better way. Again, this is what works for me and we did have those guys in our office that called a lot of people. They used to tell me that I would never make it because in the beginning I would leave at 4:30 every day. Kinda funny in retrospect.
 
Hi Josh.. I definitely understand what you are saying and one would think that would hold true but for me at least... it never did. I made a decision a long time ago that I would rather spend more time selling and less time prospecting and I do it very well. People that make 200 calls a day have chosen to prospect more and sell less in my opinion. To make 200 calls a day your main focus is on the dials. The amount of time and energy that would go into 200 calls has to be 6-7 hours. Either way, when is there time to sell? And how much energy would you have to sell when the majority of your time is spent on the phone? It sounds like a horrible life and I would imagine most of the leads are with low level decision makers and a lot of your time is spent weeding out the bad ones and hoping someone agrees to see you.

Instead, what if you spent an hour each day researching your leads and then spent an hour calling your leads. 20 a day. You almost never get a bad name and you always know who to ask for. What if out of 20 dials, you set meetings with 2-3 CEO's of large companies every week. Instead of meeting with people you hope can make a decision, you meet with people you KNOW can make a decision. On top of that, you meet with prospects you know a lot about. Its not about what if's anymore. These are prospects YOU personally targeted as the prospects YOU want to do business with.

You have more quality appointments, more sales and you have a ton of time to learn your craft and become a true expert. For me, its just a better way. Again, this is what works for me and we did have those guys in our office that called a lot of people. They used to tell me that I would never make it because in the beginning I would leave at 4:30 every day. Kinda funny in retrospect.

If you're spending that much time doing research and such that's much more than simply cold calling.

Not that it changes the thrust of what you're saying, but 200 dials should take about half the time you're suggesting :)
 
Rouse,

Don't hold the fact that phones had not been invented back when you started your career against the rest of us :). For the sake cold calling or cold canvassing (what I call walking in a door cold) both work...They are work and most people will not do either. Both require effort and time and some many people believe the lines given by recruiters of how this is such an easy business.

Well, we weren't completely without technology.. We did have tom-toms and smoke signals.. :1cool:
 
If you're spending that much time doing research and such that's much more than simply cold calling.

Not that it changes the thrust of what you're saying, but 200 dials should take about half the time you're suggesting :)

An hour doing research is not a lot of time.. Takes a few minutes each lead. A small price for quality calls. 200 dials in 3 hours is almost 60 calls an hour. If you were doing the High Probability Selling method I could see that but it goes to the quality of the call again. High production, low quality, more running around, lower sales. I know the cycle. You call someone up... do you want this? No.. do you want this? No... Do you want this? YES... wooo hoooo. hahaha
 
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