Well I was just going through an article regarding 'Sales' in India when a question struck my mind which i think is worth sharing with you all.That article was about 'making Cold calls' about which I hope everyone has a fare bit of idea by now that what exactly it is and why it is a vital procedure in the selling process. There were 2 viewpoints...
1.Doing a large number of Cold calls is not important.What actually matters is you do a few but you give your best in those few calls and lets say you have a good conversion rate too.
2.Doing a large number of cold calls is actually very important if you are in Sales.There is no such rocket science involved in it.The only way sales work is that you keep adding stones in the pot, sometime soon the pot will get filled & the outcome will start from there. You just have to sustain that initial period of hard work, thats it.
Now the million dollar question arises...Which one is actually correct?Is it not possible to be consistent in all the calls you make?Does efficiency has anything to do with the number of calls you make in a day?
Switch your headlights on and throw as much light as possible..Everyone can share their view points..
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Going by Shubhankar's article,I believe that the
ReplyDeletesecond viewpoint is more realistic as compared to the first one because when you are making a cold call you don't really know how many you are actually going to convert.Therefore the person making the sales call should try to make as many cold calls as possible as there will a greater chance of having more conversions as compared to, when you have less cold calls.
From my personal experience i can say that the second option is always used as I used to sit a day and give hundreds of calls to get some appointments when we were not provided with data. What i used to do is take a number, say my number and den dial all numbers in the series. In dis way I used to do minimum of 200 calls in a day and sometimes I used to get 10 appointments and sometimes 5. Out of these the conversion rate use to be very low...
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