Cold calling Round 2

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Apr 18, 2012 8:22 pm

I've been in production for 14 months and have 5.6mm AUM. However, I have fallen off the cold calling marketing wagon and need to quickly get back on it. 8+ months of calling produced a fair amt of new business but burnout has set in. Tomorrow is a new day and I will be tracking my marketing activities for the next month here. Hoping this will keep me accountable and get back up doing the activities which we all need to do to succeed! Happy hunting all and I'll post an update tomorrow evening.

Apr 19, 2012 8:49 pm

Today's results are the following....

Cold calls = 180

Contacts = 29

Leads = 4 of which 2 were good quality and two were so so

Appts. Scheduled = 0

All in all it was an okay day but wish I was able to schedule a few new meetings.

Apr 20, 2012 1:09 pm

NYSEguy,

Thanks for posting the routine. What constitutes your average call/contact/lead ratio? 

What you posted is about what I would have expected. I figured I would generate one solid contact for every 100 made, once I'm fully trained and applying an approach that fits my personality.

Apr 25, 2012 8:56 am

Yesterday's results are the following

230 total dials

220 were intro calls with 10 follow up calls looking for appointments

Contacts = 26

Leads = 3

Appointments = 0

Apr 25, 2012 9:04 am

frwicuiv I found that when I dialed a lot in the past the averages for the demographic I call were the following. Keep in mind this was about 6 months of dedicated calling!

Every 50 - 60 calls I would get a lead

About every 7.5 calls I would speak to the intended person creating a contact.

Out of all the people who I talked with and were open to follow up conversations about 10% would turn into an appt.

Apr 25, 2012 9:35 am

Who are you calling on? Business or resedential?

Apr 25, 2012 12:07 pm

I do not do any residential.... Have tried in the past and it is a rough experience!

Apr 30, 2012 8:47 pm

Today was an exceptionally good day calling. Way above avg. numbers today hopefully doesn't mean the rest of this week will be much lower!

Total calls: 215

Contacts: 37

Leads: 7

Appts set: 1

Highlights of the day included talking to an owner who hasn't reviewed the company 401k in quite some time. Opportunity is 1.5mm plan... I prolly just jinxed myself.

Is there anyone else calling out there?

May 1, 2012 4:27 pm

I'm calling. Today I had an event at Miller Park with the Brewers that I had to go to so I'll be calling residentals from 5 - 7pm .

does anyone know how to purchase corporate directories?

May 1, 2012 8:47 pm

Elusive leads (or something like that)
Post on craigslist looking for one (have not done it, but heard it works)
Salesforce.com/Jigsaw.com

May 1, 2012 8:56 pm

Today's results

175 calls made

1 qualified lead

1 new appt. set for next week

1 new prospect mtg. Held today

I have also thought about the corp directory route but don't have a clue to get my hands on one. 

Does anyone know an effective way to mkt to doctors?

May 2, 2012 8:46 pm

[quote=NYSEguy]

Today's results

175 calls made

1 qualified lead

1 new appt. set for next week

1 new prospect mtg. Held today

I have also thought about the corp directory route but don't have a clue to get my hands on one. 

Does anyone know an effective way to mkt to doctors?

[/quote]

Country Club! 

May 5, 2012 1:01 am

what are you guys saying when cold calling? my intro` is not working. i have called 400  people in the past 4 days and i havent gotten any leads.

May 5, 2012 2:43 am
BlueBevy:

what are you guys saying when cold calling? my intro` is not working. i have called 400  people in the past 4 days and i havent gotten any leads.

Name, firm and a couple features about a product and ask them if they want it. I've never tried a stock pitch, just fixed income or sometimes fixed income funds (if nothing in inventory looks good). If you've tried 400 people you need to try a better product or a more targeted list taylored to your product.

May 5, 2012 10:34 am
KingBobby:
BlueBevy:

what are you guys saying when cold calling? my intro` is not working. i have called 400  people in the past 4 days and i havent gotten any leads.

Name, firm and a couple features about a product and ask them if they want it. I've never tried a stock pitch, just fixed income or sometimes fixed income funds (if nothing in inventory looks good). If you've tried 400 people you need to try a better product or a more targeted list taylored to your product.

Ok, Let me shed some more light on my situation. I just got licensed with the 7 and 63. So for the past 4 days I made like 400 calls a day. I work 8:30am till the afternoon. But I plan to work late this upcoming week to see if there is a difference in my results. I call buisness's and homes but not many people are home during the day.

I understand this is a numbers game, but this is really challenging for me. Im seeing some guys post here that out of 100 calls 1 prospect it at least attained. In my time at the firm, I managed to get like six guys to bite the bait but to my boss, it wasn't considered a lead (I didn't get enough information from the guys because they were busy etc...but they said I can call back).

Heres my pitch:

name... firm... then, "not a sales call, I just want to introduce my self and send out a buisness card so the next time I make a major move in the market with my regular clients I can share the idea with you, is that fair enough?"

Granted, I've shortened it, did many different renditions and even tried a more straight foward approach like

name...firm..."Im calling to find out whens the best time I can call you next week with an idea in the market...etc"

If they show interest or stay on the phone then I ask them whats the last stock you purchased blah blah blah, but it never really has gotten to that point.

So really off bat, Im not selling a product its im probing for an indication of interest and trying to get an appointment so next time around when I call the prospect I can pitch them. But if I can barely get off a good pitch 1st time around to be convincing enough for a round 2...

I have begun to feel like there is no light at the end of the tunnel. In this day in age people are skeptical and very resistant to market conditions.

I have to deal with obstacles like secretaries fowarding me to voicemails and lots of numbers which are on the "do not call list"

Could it be that my leads are just not sufficient?

What do I have to do to strive and survive guys?

May 5, 2012 11:48 am

Practice, relax and talk dont read. People know when youre not being natural. Sit back in your chair and act like youre talk ing to one of your buds. Let them speak st least once before you pitch...otherwise your just reading

May 5, 2012 7:17 pm
BlueBevy:
KingBobby:
BlueBevy:

what are you guys saying when cold calling? my intro` is not working. i have called 400  people in the past 4 days and i havent gotten any leads.

Name, firm and a couple features about a product and ask them if they want it. I've never tried a stock pitch, just fixed income or sometimes fixed income funds (if nothing in inventory looks good). If you've tried 400 people you need to try a better product or a more targeted list taylored to your product.

Ok, Let me shed some more light on my situation. I just got licensed with the 7 and 63. So for the past 4 days I made like 400 calls a day. I work 8:30am till the afternoon. But I plan to work late this upcoming week to see if there is a difference in my results. I call buisness's and homes but not many people are home during the day.

I understand this is a numbers game, but this is really challenging for me. Im seeing some guys post here that out of 100 calls 1 prospect it at least attained. In my time at the firm, I managed to get like six guys to bite the bait but to my boss, it wasn't considered a lead (I didn't get enough information from the guys because they were busy etc...but they said I can call back).

Heres my pitch:

name... firm... then, "not a sales call, I just want to introduce my self and send out a buisness card so the next time I make a major move in the market with my regular clients I can share the idea with you, is that fair enough?"

Granted, I've shortened it, did many different renditions and even tried a more straight foward approach like

name...firm..."Im calling to find out whens the best time I can call you next week with an idea in the market...etc"

If they show interest or stay on the phone then I ask them whats the last stock you purchased blah blah blah, but it never really has gotten to that point.

So really off bat, Im not selling a product its im probing for an indication of interest and trying to get an appointment so next time around when I call the prospect I can pitch them. But if I can barely get off a good pitch 1st time around to be convincing enough for a round 2...

I have begun to feel like there is no light at the end of the tunnel. In this day in age people are skeptical and very resistant to market conditions.

I have to deal with obstacles like secretaries fowarding me to voicemails and lots of numbers which are on the "do not call list"

Could it be that my leads are just not sufficient?

What do I have to do to strive and survive guys?

Yeah, your pitch is REALLY bad.

'Not a sales call'
?
Of course it is, we all know it is. Tell them what you got.

'Im not selling a product its im probing for an indication of interest'
How are you getting them interested without showing them what's available?

"Im calling to find out whens the best time I can call" ?
Huh?

Search around the site a little, you'll find some great examples. Be honest and direct. Most people like that.