When It Comes To Cold Calls—Timing Is Everthing
Cold calling has always played a big role in the sales process, no matter what the business. A new study by Dr. James Oldroyd from the Kellogg School of Management, however, indicates that an individuals success rate may have little to do with their sales skills, and more with the timing of a follow up call, including specific day and time, according to “The Science of Cold Calling,” an article found in the July/August issue of Selling Power magazine.
“The study examined the electronic logs of more than a million cold calls made by thousands of sales professionals and 50 companies.” When the study was concluded, various patterns of success and failure were revealed and some conventional thinking in regards to cold calling was disputed.
Following are some interesting findings from the article and Dr. Oldroyd’s study:
- Thursday is by far the best day to contact a lead, and Friday is the worst.
- Contrary to popular belief, the best time to call and qualify a lead is 8:00 am to 9:00 am, or 4:00 pm to 5:00 pm.
- The best way to contact a lead is still by telephone.
- The worst time to contact and qualify a lead is right after lunch, between 1:00 pm to 2:00 pm.
- The best odds of qualifying a lead is within 20 minutes of a shown interest. In fact, 5 minutes is the most effective.
- Hiring inside sales reps, over outside sales reps has become the new trend.
Thanks for reading!
Barb
Posted in Business, Marketing on August 19th, 2009 by Barb | | 0 Comments
Creative Ways To Innovate…
The other day, I stopped at a local Walgreen’s to pick up a birthday card for my daughter. While paying for the card, the cashier pointed out a display of M&M’s and asked if I’d like to purchase some to maybe go along with the birthday card. I said, “Oh-no thank you.” She went on to say, “Are you sure? They have some new flavors including peanut butter and jelly and coconut.” I said, “Peanut butter and jelly? That one really doesn’t sound too good to me, but the coconut one, sounds pretty good. I still think I’ll pass, but maybe I’ll try that one the next time I come in.”
As I left the store, I thought a little more about the M&M’s, but more about the two companies, (Walgreens and M&M Mars Corporation) trying something different to boost sales and to be innovative, and thought…”Good for them!”
The practice of suggestive selling has been around for quite a number of years, and is often used by fast food restaurants, as well as many retail chains. While many businesses incorporate the practice, not every business does, but probably should. Add on products can add up fast and help increase revenue.
In todays market, it is more important than ever to stand out from the competition and raise sales. How is your business doing? Maybe it’s time to get those creative juices flowing.
Thanks for reading!
Barb
Posted in Marketing, Uncategorized on August 11th, 2009 by Barb | | 0 Comments
Adjust Your Attitude For Brighter Days!
We’ve all been down in the dumps at some time or another, but have you ever been around anyone that is always a downer? There negative energy is down right annoying and destructive to others. While not every day can be filled with sunshine, we all need to work on ways to keep our spirits up and positive, especially those in sales.
I recently read, “When the Going Gets Rough,” an article found in the April 2009 issue of Selling Power magazine that had some helpful hints for keeping positive and turning your attitude around.
Following are a few ways to keep selling in the face of adversity from the article that I wanted to pass along:
- Make A Positive Beginning—
Look for ways to make your mornings more pleasant. A positive morning will help set the tone for the rest of the day. Listen to some upbeat music, etc. - Offer A Cheerful Greeting—
When someone asks, “How are you?” try and answer with a positive response such as, “Fantastic, or Super.” You will naturally make a lasting impression, and pass along your positivity to others. - Expect The Best—
Expect things to go well, and they naturally will. This is important, especially in sales. Believe you can make things happen. - Forgive Yourself—
You can train yourself to think more positively. “We can often talk ourselves out of a bad mood as easily as we talk ourselves into it if we’re willing to make the effort.” If you falter, acknowledge that you are human and that you may have had some bad thoughts, but forgive yourself and change your thought pattern to something positive again.
Thanks for reading!
Barb
Posted in Marketing on June 11th, 2009 by Barb | | 0 Comments
Favorite Things…
We all them…those days that just don’t seem to go right. Unfortunately, when we experience days like these, it is easy to feel down and unmotivated. In sales, this can especially be true. Thankfully, if you keep at it, a sale will come through and instantly lifts the spirits.
Yesterday, I came across an interesting perspective on how to restore your motivation when everything seems to be going wrong from “A Few Of Your Favorite Things,” a Reader Tip, found in the May 2009 issue of Selling Power magazine that I wanted to pass along.
The reader suggested to restore motivation, make a “neat stuff” list of everything that is going right.
- It is a beautiful sunny day.
- I got an appointment with a customer that I’ve been trying to get in contact with for a long time.
- A rebate check came in the mail.
- Etc.
The key is review your list daily, both morning and night, to keep the positive thoughts with you. “Research suggests that after one to two weeks of reviewing your list, you will start feeling more positively focused and energized.
Sounds like a simple way to try and keep positive to me. How about you?
Thanks for reading!
Barb
Posted in Business, Company, Marketing on May 21st, 2009 by Barb | | 0 Comments
Bounce Or Splatter—The Choice Is Yours!
Today as I was paging through the April 2009, issue of Selling Power magazine, I came across an article titled, “The Bouncers,” that caught my attention. According to the article, “there are basically two kinds of people: boncers and splatterers. Splatterers are those, that when times get tough, and they hit rock bottom, they fall apart and stick to the bottom like glue. Bouncers, however, spring back.” While it may take them awhile, no matter what obstacle is presented to them, they spring forward and often are driven even more towards success.
So what you may ask, is their secret? “They know that to survive you must be able to change, flow, bend, and grow and must be mentally tough.” They know they need to control their thoughts and keep them positive, and upbeat everyday, even in tough circumstances.
With a slower market and economy, many businesses today are facing tough decisions and choices that call for change? How are you handling these decisions? Are you going to bounce or splatter?
Me? …Most DEFINITELY BOUNCE!
Thanks for reading!
Barb
Posted in Company, Granite, Industry News, Marketing, Uncategorized on May 6th, 2009 by Barb | | 0 Comments
