Winning at Prospecting
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Winning at Prospecting Overview
Whether you’re calling from a cold list or targeting a specific prospect, our research tells us that the odds are stacked against you.
For the typical seller, it takes up to 100 calls to book 2-4 first appointments. (100 calls yields 99 contacts with gatekeepers, yields 40 prospect contacts or voice mails, yields 6 - 10 booked appointments which, after cancellations and schedule changes, yields 2 - 4 qualified appointments at a cost of 8 hours of selling time.)
And if you’re targeting a single prospect, you can expect to make five to seven attempts over several weeks or months before you nail down that first appointment.
But it doesn't have to be that way. Winning at Prospecting provides new ammunition to help you beat those odds and convert more cold prospects into qualified appointments and warm new customers in less time.
Winning at Prospecting gives you 66 proven techniques used by the best new-business developers to beat the odds.
Winning at Prospecting Specifications
Whether you’re calling from a cold list or targeting a specific prospect, our research tells us that the odds are stacked against you.
For the typical seller, it takes up to 100 calls to book 2-4 first appointments. (100 calls yields 99 contacts with gatekeepers, yields 40 prospect contacts or voice mails, yields 6 - 10 booked appointments which, after cancellations and schedule changes, yields 2 - 4 qualified appointments at a cost of 8 hours of selling time.)
And if you’re targeting a single prospect, you can expect to make five to seven attempts over several weeks or months before you nail down that first appointment.
But it doesn't have to be that way. Winning at Prospecting provides new ammunition to help you beat those odds and convert more cold prospects into qualified appointments and warm new customers in less time.
Winning at Prospecting gives you 66 proven techniques used by the best new-business developers to beat the odds.
