4X your sales call Answer Rate.
If I see a random number calling me, there’s about a 10% chance I pick up.
If I see that same random number calling me immediately a second time, there’s about a 50% chance I pick up.
This got me thinking.
Obviously, any salespersons goal at first is to speak to the decision maker...
...So, I set out to put some real data behind this.
Here’s the pilot we ran:
We called 100 mobile numbers in a day.
50 we only called once.
50 we called twice within a short time frame.
The results?
The 50 we called once: 16% answered.
The 50 we called twice: 60% answered.
*Not one person was at all irritated with the second call...if they were...I wouldn’t have shared this as it would have been ineffective. You obviously need to be on your game and providing value if you want to avoid this.
The takeaways here -
Most people (myself included) do not want to pick up a number they aren’t familiar with. “Let it go to voicemail. Must not be important if I don’t have it”.
Calling someone again shows that person this call is urgent/important and results in a MUCH higher answer rate.
You just got an opportunity to pitch your product/service to 4-5X more decision makers.
#sales #prospecting #mindset