Business Cold Calling Math

 
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Know Your Cold Calling Math

cold calling math

George Clay

Knowing your cold calling math helps keep your sales prospecting on track.

Outbound B2B cold calling math includes total dials per hour…total decision-maker contacts per phone hour…and total qualified sales leads per phone hour.Review of Marketing Direct, Inc. business cold calling

Full time outbound telemarketer in business to business telephone program can make 25 to 30 completed calls per day — i.e., call in which decision maker is reached. In part-time effort, 5 to 7 completed calls in an hour are generally attainable.

Cold Calling Math Basics 

Determine (1) cost per out bound telemarketing phone hour, (2) cost per out bound call, (3) cost per qualified sales lead, (4) cost per order (or appointment).

Control of these outbound cold calling math met­rics is vital to any call center’s success.

  • Determine break-even points based on outbound cold calling math metrics including…product margins…realistic close ratios from quali­fied sales appointments…realistic average orders…buying cycles — both frequency of  purchase and likely dollar amount of repeat orders.
  • Include costs for sales literature. Test cold call scripts, follow-up sales let­ters and those all important lead nurturing call backs to boost your cold call lead generation efforts.
  • Track results. Set realistic goals. Include number of completed calls per day.…..number of qualified sales leads per day…dollar value of sales per quarter.…appointments made by phone and results of these appointments.
  • Want to learn how to write & deliver an effective lead generation prospect qualifying script? Go here.

Effective Cold Call Lead Generation

For effective cold call lead generation use real-time follow-up calls.

Voice-mail or email follow-up don’t count.

REAL time follow-up calls establish good rapport…forward the sales process..and keep your prospects and your customers from drifting away.

But most salespeople are too busy or just don’t want to make those calls.

B2B phone lead generation process? There is none!  Just farm out the sales leads and leave it to each sales person to bring home the bacon.

Is this how your sales team operates?

Ready to change how you organize and process your cold call lead generation call backs?

Try these tips for getting on track with your lead generation follow-up calls.

  • Use cold call follow-up to renew relationships with lapsed clients and build your customer base.
  • Follow-up calls to your house list are especially important. They build customer loyalty and help keep customers from drifting away.
  • Be on time with your follow-up sales calls. Prompt follow-up separates you from the competition and helps build long lasting business relationships.
  • Today’s cold call prospecting is all about building relationships. And that takes time. The key is follow-up calls. They keep you in front of your prospects.
  • Work your follow-up calls into a methodical strategy that moves your prospects through your sales funnel…educating and informing them about what you can do for the
cold calling math

George Clay

Improve Your Cold Lead Generation

Get updates on ways Cold Call B2B can help your business grow —especially in this economy.

Also, if you do nothing else today click and read this:

7 New Rules for Prospecting In The Age of The Customer

Harvard Business Review on benefits of cold call lead development.

Survey of B2B marketers on best media for highest QUALITY sales lead generation.

Marketing Direct uses tested direct marketing B2B phone lead generation and telemarketing to find, develop and manage B2B sales leads by phone marketing for sales organizations in high-end or technically complex business products and services.

 

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Category: Business Development, Business To Business Appointment Setting, Business to Business Lead Generation, Complex Sale Lead Generation, Direct Marketing, Direct Response Marketing, Lead Generation & Appointment Setting, List Building, Outsourced Sales Prospecting, Outsourced Sales Support

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