Sales training ideas – Planning logistics while cold calling.
August 26, 2009 by Johnc
Filed under Articles on Selling
If you are driving to sales appointments, you want to plan your daily sales calls ahead of time to make things as easy on yourself as possible.
How to plan your sales calls for time efficiency
Group your sales calls together based upon geographic location and minimize criss-crossing your territory. For example, if you are cold calling four prospects in the western part of your territory and you come in from the east, on your way you can cold call two in the east, then call on the four in the west, and finally catch another two in the east on your way home. Also, if you have an appointment in the east on Tuesday, and another account in the east calls to set up an appointment with you, ask if she can meet you on Tuesday as you’ll already be out that way. You can also make some cold calls in the east.
As you set up your day, keep grouping in mind; it will save you much time, effort, and energy—not to mention gas.
If you have a large territory and you have to travel a great distance to make a cold call, it is a good idea to phone first and try to schedule an appointment. That’s better than arriving unannounced, only to discover the prospect is not there.
The time of day you make your cold calls can also be important. What is the best time of day for your industry? For example, if you are calling on retail establishments, you can bet they won’t be too busy late Monday mornings or early Monday afternoons. On the other hand, Friday afternoons or Saturdays will likely be very busy times when cold calling should be avoided.
Note: Be careful about assumptions you make when you cold call. For example, if you get to a location at 12:05 p.m., don’t just assume the person will be at lunch. Also, remember that if you are just starting out and primarily making cold calls, your objective is to get as many cold calls in as possible, regardless of when it’s “best” to catch people.
Simply keep the logistics of “timing”, location, and other factors in the back of your mind when planning your sales day. It can save you lots of time, effort, and energy, and ultimately help you make more sales.
