How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
Thanks Michelle: Role playing really helps.Thanks a lot Mr. William Portor: the script was also really helpful....How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
Hello- Just my opinion, but as I said in my e mail "be consistent"! It's up to you wether or not you decide to use a script, but it's better to prospect 1-2 hrs. a day Mon-Fri, than 3 hrs on Monday then do nothing for the rest of the week. Go to your follow up meeting of course, but remember your phone prospecting and lead follow up can be just as important, so don't neglect them. Motivation...well, think of it this way. If you were working for an employer, would your boss ask if you "felt like doing your job today?" Answer: NO. You'd be expected to do it, or they'd find someone who would. You need to develop this mindset. You're trying to build a business, and that will only happen with consistent effort. You don't need 65 hr. work weeks, but you do need consistent work habits. Quote from: SnyderKristine on March 04, 2014, 03:14:48 PMThanks Michelle: Role playing really helps.Thanks a lot Mr. William Portor: the script was also really helpful....How consistent should I be in calling. I do cold calling for 3 hours, and then the next day I don't feel like doing, specially I have a client who wants to have a follow up meeting...
Price, and major companies are giving them low prices and software at no charge.The second is quality, they want references.
Are you giving prices over the phone? What are you telling them when you ask. I find it difficult to quote a price until you get a handle on what you will be doing and the condition of the office.
QuoteAnyone was interested at all would be a surprise. When you cold call , all you get is VM, you can leave messages, nobody ever calls back.If and when you connect with a live person, they are interested in only two things.Price, and major companies are giving them low prices and software at no charge.The second is quality, they want references. Your self recommendation is worthless, they have heard it all before.So you think they should be interested in a no name company with higher prices, and no references?
[In my experience, and I've been doing this for years, this is true, they are interested in price and quality. However, with price, I tell them "you get what you pay for" which is true. I may be higher than some of the other companies out there but they are not just a number with me. I make sure I collect on EVERYTHING that they should be collecting on. Most providers income jumps dramatically when they switch over to me because they were leaving a lot of uncollected claims behind. I can't do the detailed job that I do for less. And as for software, most providers already have it. They never ask me for software. If they do, I help them find one for their needs, and yes, sometimes that is a free option. If their needs can be met with the free option there is nothing wrong with that.
The other day I was on a Facebook group where the offshore companies were advertising a great salary of $15K a year for Indian billers... even brazen enough to say "Must be male". Can you imagine a company in the U.S. doing such a thing?
You may have to talk to 100 people before you get through to the right person. And that "right" person will vary according to the practice. Most practices are busy and don't want to be bothered by "sales" calls. But you have to keep at it. Merry