Episode 11 Fun facts that have you making more effective new business calls

Lisa Thal is an Author, Speaker, and Life Coach.  She wrote the book, "Three Word Meetings" for you.  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa helps provide fun and interesting 3-word topics to get your sales team motivated and inspired. It is guaranteed to save you time and have your team more engaged during the sales meeting. Make an impact on those you lead by using 3 words!

This episode focuses on the "Reason Your Calling" a new prospect. Picking up the phone is the fastest way to get on a client’s calendar, but too many of us fear the phone. Most of our fear revolves around the potential of being rejected or being hung up on. Every great seller has been hung up on. Those who had the courage to push forward likely found all long-term rewards for the temporary pain they may have experienced when the line went dead.

 

6 Takeaways to think about when making calls:

 

1. In 2007 it took 3.68 attempts to reach the decision maker. Today it takes 8 attempts.  You could be passing on a potential sale if you give up too soon. 

2. The best times to call are between  4:00–5:00 p.m. 

3. The best days to call to reach a contact are Wednesdays and Thursdays.

 

4. Referrals calls are our the most effective way to grow our business. Only 11% of us ask for referrals from our best clients. 

5. Establish a Valid Business Reason (VBR). Before you reach out to a prospective client, know the VBR for why you are calling. 

6. The key is your mindset! Do you approach your calling sessions as “cold calling,” which has negative associations, or have you shifted your mindset to “power hour,” where you’re in control?