If your salespeople are making cold calls, they will secure a meeting with a prospect 1% to 3% of the time. While cold calls may be an essential part of their prospecting activity, this is a low return on their time (and your investment). On the other hand, making “warm” calls results in securing prospect meetings 30% of the time.
What are “warm” calls? Simply put, they are referrals. Now perhaps you are thinking that your salespeople already asked for referrals. That’s great! But…..
- Are your salespeople getting as many referrals as they can?
- Do they have a structured method for asking for referrals?
- Do they know how to consistently grow their number of referrals?
For our clients, utilizing their personal networks along with LinkedIn has resulted in more
appointments with qualified prospects, more sales opportunities, and more sales. No longer do they haphazardly ask, “Do you know anyone who might benefit from doing business with us?” Rather, they have a targeted, precise approach that makes it easy for customers and business acquaintances to introduce them to desirable prospects and secure meetings.
To learn more about our Fractional Sales Management service for small and medium-sized businesses, please contact us at 216.410.3024 or info@keylangroup.com.
