What should we be aiming for over the next few months
when the cold calls that we make get redirected to home offices?
- We keep going – because we’re calling via an office switch with legitimate reasoning
- We benchmark success with the 30/50/50 rule
..A rule of three parts:
- Reach rate: Keep tabs on how much of your contact list you reach
- Qualify rate: Track how many of the people you speak to qualify as ‘good-fit’
- Conversion rate: Record how many of these take the action you want
By monitoring all three metrics you’ll improve hit rates and back-up your strategy for continuing the calling. Here’s what we mean:
