COLD CALLING STATS HOW TO MAKE MORE CALLS - Bill Good ...

COLD CALLING STATS HOW TO MAKE MORE CALLS Keeping Track When I took my first sales job in 1974, I found out very quickly the truth of the “sales is a numbers game” principle. Very possibly my first inkling that the Old School was full of it was my observation that the more calls I could make the better results I would get. Right there, if I had really examined it, I would have seen the utter nonsense of the “Don’t-believe-the-prospect-until-he-has-said-no-fortytwo-times” school. The full insight was to come some years later. What did become very clear to me was the importance of setting goals for the number of calls on an hourly basis and then tracking my goal by the hour. I found that any hour I didn’t make my dial goal was an hour in which I didn’t make my sales goal. I finally reached the point where the number of calls was far more important than pursuing a long-winded prospect who might, or most likely might not, buy. SA Daily Stats Worksheet is designed to be used for each day’s calling. SA Daily/Weekly Stats Worksheet is to be used to summarize weekly results. At the end of a day, simply tally up your results from Daily Stats Worksheet and write them down on the Daily/Weekly Stats Worksheet. Managers would do well to require that Daily/Weekly sheet be turned in every day. Part of your daily routine as manager is to inspect it, comment on it, and then return it. At the end of the week, file the Daily/Weekly Worksheet in each salesperson’s folder. This gives you a running record of how your salespeople are doing. Adapted from “How to Make More Calls,” Prospecting Your Way to Sales Succeess, by Bill Good.

How to Mark the Daily Stats Worksheet When you make a dial, write a “/” (slash mark) If on that call you speak with a decision maker, change the “/” to an “X.” If that decision maker is a cherry, draw a circle around the “X” producing a “.” Green = Hot=☺ A sample stat sheet follows. Important Note: This sample sheet is a tiny bit different than the one included in this document for your use. It’s purpose is to show you how to keep stats.

Copyright 2001–2004,2012 Bill Good Marketing, Inc. All rights reserved. Reproduction, adaptation, or translation without prior written permission is prohibited, except as allowed under copyright law. Permission granted for System users to reproduce and/or adapt for own use. Gorilla and Gorilla Marketing are  trademarks of Bill Good Marketing, Inc. 800-678-1480, ext 1291 or www.billgood.com.

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FA Daily Stats Worksheet Date: ___/___/___ Arrived: ___:___ Left: ___:___ Hrs as SA ____ Hrs as FA: ____ $ Found : _____ Refs Promoted__

Results In-Person Appts

Contacts

New Cherries

Telephone Appts

Green Cherries

Referrals Promoted

Money Found

Clients Prospects Money Found— Clients

                                

Money Found— Prospects

                                

Contact Information

Time Spent as SA/FA SA

SV

7:00 7:30 8:00 8:30 9:00 9:30 10:00 10:30 11:00 11:30 12:00 12:30 1:00 1:30 2:00 2:30 3:00 3:30 4:00 4:30 5:00

FA

ColdPros 1

2

3

ConAttempt 4

5

6

Campaign

2

3

Dials

4

5

Client Calls 1

2

3

7

8

9

, List

Callbacks 1

Contacts

4

7

8

6

7

8

Hot

10 11 12 13 14 15 16 17 18 19 20

Cherries

, Script

Greenies

Hot

9 10 11 12 13 14 15 16 17 18 19 20

Dials Contacts 5

Green

, Hours

Contacts 6

Cherries

Cherries

Greenies

Hot

9 10 11 12 13 14 15 16 17 18 19 20

Meetings Dial = /

Contact = X

Cherry = ⊗ Green = Hot = ☺ Ask $ Prom Ref

Evening

TOTAL

Notes

Enter totals at top of page


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FA Daily/Weekly Stats Worksheet For statistical week ending Friday, ___/___/___ Reminder: Fill in this sheet daily.

Prospecting List

Hours

Script

Con Attempts

Contacts

Appts (Hot)

Red Cherries

Green Cherries

MONDAY TUESDAY WEDNESDAY THURSDAY Friday WEEKLY TOTALS

Callbacks to Prospects Contacts

Appts (Hot)

Red Cherries

Greenies

$ Found

Contacts

Appts (Hot)

Red Cherries

Greenies

$ Found


Calls to Clients


Bottom Line Total Appts Set Total Number of New Accounts/Households


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Glossary Appts Set-Total Campaign

Total number of apopintments set from whatever source. This refers to the the type of prospecting you are doing. Usual types: PMP-Phone Mail Phone. You call, offer info, and follow up with a phone call. MP-Mail Phone. Send a letter and follow with a phone call. PO-Phone only. You are attempting to sell or set appt on first call. CW Cold Walking

ConAttemp

Contact attempt. When cold calling, this is a dial. If cold walking, it is a door knocked on or in-office entered.

Contact

Speaking with a decision-maker.

FA

You’re being a Financial Advisor when you are meeting with and talking to clients and prospects about investments. What’s critical to understand here, is your job as SA ends when an appointment begins. The SA sets up the appointment. The FA fills it.

Green Cherry

Someone who is interested, qualified, but cannot make a decision now or has no funds currently available. To qualify as “green” one normally also must have a date and an actual or estimated date when the funds will be available. Estimate of the number of hours you spend being a financial advisor.

Hrs as FA Hrs as SA Hot

Estimate of the number of hours you spend as a Sales Assistant. Very interested, financially qualified, and willing to begin the sales process by setting an appointment in office, out of office, or by phone.

Money Found

A known or approximate amount of money available now or at some unknown future date.

Red Cherry SA

Interested, qualified,and willing to receive investment literature from the firm. Sales Assistant. Most of a new advisor’s time is spent acting as his or her own sales assistant. The job of the sales assistant is to ensure that the advisor always has plenty of interested qualified people to talk to and see. Since most new advisors don’t have many clients, they have to find prospects to talk to and see. So we are very interested in determining how much time a new advisor spends being his or her own sales assistant.

SV

Service Assistant. The job of a Service Assistant is handling all client service problems. To the extent that you are handling service issues, you are being your own SV.


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