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Four Effective Strategies to Increase Your Closing Rates On The Phone
I made 150 cold calls a day for 30 days — here’s what I learned
Whenever I’m on the receiving end of a cold call, I like to think that the person calling me is living a Wolf on Wall Street type lifestyle, where everybody cheers and shouts out in joy whenever someone closes a sale. A few bottles of champagne pop and some sexy baristas come out holding wine glasses, shooting confetti into the air.
Likely, you’ve also been on the receiving end once or twice, and it might’ve sounded something like this.
“Hi there, ____. This is Jazz and I’m calling from (company). We offer a streamlined automation service for agents in your area. Would you be interested in sitting down for a demo sometime this week or next?”
Regardless of what you might think, cold calling is not dead. In fact, over 80% of buyers generally accept meetings when contacted by a salesman. Of course, not every lead in the book will want to buy, which is why businesses employ people like me.
I make thousands of cold calls in a given month. It varies wildly, but I can expect to set anywhere from 3 to 12 appointments a day, an average closing rate of 3–4%. And I know it doesn’t seem like much. Yet, with consistent effort, those 3 to 12 appointments per day easily grow to 100, sometimes even 150 appointments every month!
For the last thirty days, I’ve committed to making at least 150 cold calls per day. With what I’ve learned from this experience, I’ve been able to double my average daily calls, increase my closing ratio by a whole percent, and make some serious money in the process.
Below I’ve shared four essential lessons that I learned over the course of these 30 days.
1.) You’re not the one getting rejected, so act professional
It took me a while to understand that, from a cold-calling perspective, we should never take rejection personally. For the most part, rejection always comes from a business standpoint, especially in B2B sales.
When a client says NO, it’s important to understand that they’re not rejecting you, but the product or service…
