1. Along with the company name, prospect name, address and telephone number, you need to track dates of contact; what was discussed; dates to call back; if marketing materials were sent, which ones; if samples, which ones; etc. You want to make sure that you have the correct spelling of your prospect’s name (everyone likes to have their names spelled correctly) and her full title. And make sure to keep notes of everything. Flag prospects with which you set up meetings and prospects that require follow-up calls.
2. Good times for calling senior-level executives are generally early mornings before 9:00 a.m. or early evening after 5:00 p.m. Frequently, secretaries are gone, and prospects will answer their own phones. Lunch is also a good time; again, secretaries might be out, and the prospect may be answering her own telephone.
3. Your industry may have specific times during the day when it is easier to reach people. You’ll know what times it is easiest to reach prospects if you track your calls.
4. Make telephone calls. Following the above advice does not mean that you will never again have to dial the telephone. Instead, what it means is that your ‘hit’ rate on an introductory call will go up. Part of sales is simply numbers. By using these methods, you will be able to increase the number of times that you can reach your prospect directly. You will make more appointments and get in more doors. And the more doors you open, the more sales you will close!