I recently came across a strategy for improving cold calling results. It’s a surprisingly simple yet effective concept. I shared it with a colleague, who has worked with telephone sales reps for more than 20 years, and he confirmed its effectiveness.
Here it is: Focus your calls during any given time period on one vertical. Rather than making several dozen calls in one morning to a range of prospects, concentrate your efforts on one type of prospect (or vertical). There are multiple benefits to this approach:
1. You can fine tune your message so it will resonate with your prospects.
2. Your message will get stronger the more you deploy it.
3. You will hear the same types of objections, which will make you better at responding to them.