WHAT IS IT LIKE MAKING 100 CALLS A DAY FOR SIX MONTHS?
written by Pop Icon Mr. Cold Call™
Yes, that’s all I could possibly take—I just could not do this anymore. I have never watched the clock so much in my life. It consumed me, my family and in some ways was a true test of mental toughness. A common question might be the following: “Why did you stay?” Well, I had few options and I’m not going to just quit then what? I have a family and would never do that and the money was GREAT!
One cold call could mean a commission anywhere from $1,000 to $20,000 plus I got a base salary. Six figure incomes were possible if you were able to survive. They worked us like dogs. I was chained to a desk, but in this case the chain was a telephone cord. I had set call breaks. One break for 15 minutes in the morning and another in the afternoon and one lunch break for one hour (eating at your desk was encouraged). All other breaks were taken in the bathroom. No exceptions. You had to be either dialing, talking or the next question would be the following: “What else are you doing?”
I was without a doubt a true cold calling machine. Very few incoming calls to break the monotony of the day, so everyday and with every call made you needed constant enthusiasm and energy. Red bull and sugar drinks were the norm, but this calling structure is just not normal. The culture was about quantity of cold calls. With so much focus on quantity you risk losing the quality of the call itself. Research was virtually nonexistent. Co-workers were constantly pushing the call volume envelope. Summary call reports showed large call numbers with individual call activity well above 100 calls.
In fact, 100 calls was not the norm. Higher call activity were encouraged. I remember one guy making 262 outbound calls in a day and I thought to myself: “How does he mentally handle this madness?” The truth is he wasn’t there very long. Sales reps came and went all the time. I even kept a running list and by the time I completed my tour of duty there were 25 retired sales reps. However, not all 25 were retired, many were either terminated, just quit or went on to bigger and better opportunities. That’s a lot of traffic for only being there for six months.
Throughout my sales career, I’ve always preferred business to business cold calling. It’s really less intrusive than business to consumer cold calling. Who wants to be bothered at home? Also, when you call prospects at home your credibility immediately becomes the first objection. It’s really difficult to break the wall down unless the person that you’re calling was referred to you by a current client.
For business to consumer cold calling it’s not uncommon to be hung up on continuously, to hear cursive words or threatened with legal action. Thinking back, I never experienced this type of resistance when cold calling businesses. Cold calling businesses (i.e. attempting to reach the business owner) is a whole different ballgame as compared to calling consumers in the privacy of their own home. As a result of this experience, I learned many things, but in particular it reinforced the idea that sales is really about being strategic and the best way to be strategic is to make less calls and to do more research prior to each telephone call. The question that now remains is the following: “Did I really need to make so many calls for so long to figure this out?” Well, it’s not really the way that I wanted it to work out, but every experience is a foundation for improved success.
Copyright 2013 Mr. Cold Call, Inc. - All rights reserved.
Behind The Scenes With Mr. Cold Call™
Mr. Cold Call™ is aworldwide sensationand claims to have made over 80,000 cold calls to date. He has been quoted by numerous national publications such as Selling Power Magazine, Investor's Business Daily, Successful Fund Raising and Advantage Magazine. He has written over 80 articles on cold calling and developed a sales ratio calculator that automatically calculates your daily, weekly, monthly and yearly sales ratios, and finally, is the author of four best-selling ebooks with FREE email support and these titles include: