Write it Down to Improve Results

by Steve Knapp | Mar 26, 2021 | Sales Execution

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Write it Down to Improve Results

Time vs money when it comes to cold calling

A post-call report does what it says on the tin, it gives you an opportunity to report back to either a supervisor if you’re employed as a sales professional or your future self if you’re a business owner.

It allows you to give that call a conclusion, an opportunity to summarise and move that person through your sales funnel.

If you are still unconvinced let me change your mind by also highlighting that a post-call report helps you understand your KP’sI and increase your ROI.

Because the one thing I have learnt over my many years as a sales coach is that if a system or process can increase ROI it’s unquestionably worth doing.

So how exactly does it help ROI

Write it down to Improve results

In any business time is money.

If it currently takes you 2 days to convert 1 prospect imagine what you could achieve if you reduced that time to just 2 hours.

You would be converting 10 times more prospects within the same amount of time.

It might sound like a big leap but it is possible by reviewing your processes, finding your strengths and removing any weaknesses.

All possible by reviewing your cold call successes and making sure that you use more of those in future calls and avoiding any topics or conversations that caused people to hesitate.

Don’t just rely on memory, with 30/40 calls happening per day it can be easy to forget the things that matter.

Write it down after each call.

Understanding what works for you

Did you know that 15.5% of calls are answered between 10am and 11am, making it the best time to call your prospects, but we need to appreciate that there might be different sector by sector.

By analysing your cold calls, by feeding back the information into one central place you’ll soon be able to work out the best time to call your prospects based on their sector.

With 60% of cold calls going to voicemail, understanding when’s best to call can reduce this.

Successful follow up calls

92% of all customer interactions happen over the phone, so by calling your prospects you’re not doing anything out of the ordinary.

With 60% of customers saying no 4 times before saying yes, again by following up with a prospect you’re not doing anything out of the ordinary.

But with 92% of salespeople giving up after 4 no’s, you should be doing something out of the ordinary and focusing heavily on those follow-up calls, particularly after the 4^th.

To help, take notes!

Write down all the key information from each call, anything from what they liked, what they objected to, and even anything from their weekend plans to their birthday.

All this information will help you structure the next call and allow you to jump straight making them feel comfortable and important to that follow up call.

When considering using cold calling as a future prospecting method, remember that on average 50% of sales time is wasted on unproductive prospecting.

Although this might be hard to avoid at the beginning, while you work out your ideal audience, it is something that you can improve on by analysing and adapting.