Don’t Give Up

Salespeople give up too soon when trying to connect with a prospect by phone. The latest research says that it takes 16 attempts to reach a prospect. Unfortunately, salespeople on average quit trying after 4 attempts. The problem is that 20 years ago when you could reach someone with 3 or 4 attempts on average the prospect was stationary. If they were working, they had to be in their office and had a phone on their desk and a gatekeeper trying to keep you from getting to them. A skilled salesperson could defeat the gatekeeper and get to the target prospect quite easily. However, the modern executive is mobile. They can work from anywhere and their phone tells them who is calling and with the push of a button they can ignore the call. Its hard to defeat that. We have many other ways to track them down in today’s world. We can message them on 3 or 4 different ways and we can connect via Linkedin etc. But telephone prospecting is not dead. It is still the way that you have the most control over. So the lesson is don’t give up. Keep trying. Take different angles of attack and eventually you will connect.

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