8 – 18 cold calls before reaching a prospect It is one thing to make a cold call, it is quite another thing to speak to the target prospect and another thing again to engage that prospect. Research suggests that it takes on average 8 cold calls to reach a prospect. Another study found that […]

8 – 18 cold calls before reaching a prospect It is one thing to make a cold call, it is quite another thing to speak to the target prospect and another thing again to engage that prospect. Research suggests that it takes on average 8 cold calls to reach a prospect. Another study found that it takes an average of 18 calls.Persistence is essential if a salesperson is to speak to and begin the process of engaging a prospect by want of a cold call. To help with this process it is useful to note research suggesting that that: The best time to call a prospect is between 4.00 and 5.00 pm 30 – 50% of sales go to the vendor who responds first Once contact is made, it is important to facilitate engagement. Relevant to this are the following somewhat alarming statistics: 80% of sales require 5 follow-up calls…