I for one understand that cold calling (phone) for appointments is not an easy task.
Phone Cold Calling
A recent survey from Spotio released some eye opening facts about sales calls stats.
- Only 2% of cold calls result in an appointment (Leap Job)
- It takes an average of 18 calls to actually connect with a buyer
On average a rep can make 12 calls per hour this includes re-call research (linkedin, CRM), ring time, talk time, voice mails, and post-call (always liked the word post) CRM updates.
With a work block of 4 hours a rep can log 48 calls. Thus 4 hours of work on average will result in almost one appointment. In most cases breaks are needed and I would find it tough to hit the 48 calls with every 4 hour sales block.
These are tough numbers especially with reps that have an existing account base that needs to be maintained.
Sales Emails
In the same recent survey Spotio had some interesting stats for sales emails.
- Email marketing has 2x higher return than cold calling (source)
- 40% of emails are opened on mobile first – where the average mobile screen can only fit 4-7 words max
- Personalized emails improve click-through rates by 14% and conversion rates by 10%. [Source: Aberdeen Group]
- Using the words “Sale,” “New,” or “Video” in subject lines boost open rates. [Source: Adestra] One of my favorites "I Missed You"
- Personalized subject lines are 22.2% more likely to be opened. [Source: Adestra]
I believe reps need to use both points of contact when trying to obtain appointments.
Embellish Your Emails
We all have or should have a signature line with your outbound emails. The tradition signature emails look like the image sample below.
Simple right? But is simple doing the job for you? Is simple allowing your prospects to learn more about YOU an the services you provide? Maybe it's time to embellish your signature line.
Sample 1 with minor embellishment (signature)
Below is a sample of my signature line that I've been using for years with a small bit of embellishment. (see attachment one if it's too small)
1) Linkedin link that directs client to my profile Art Profile Link
2) Laundry list of services that we offer
3) Reference from one of my clients
Sample 2 with increased embellishment (signature)
Below is a sample of my signature line that I've been using for years with the added embellishment for Linkedin referrals and certifications. (see attachment two is this is too small to see)
Extra additions
3) Linkedin references; this link goes directly to all of my references on Linkedin, the used can then choose given or received.
4) Certifications that I've received. This is something I'm still working on and I will be adding more shortly.
Conclusion
For the client who wants to know more about "you" the person, adding these links will allow the existing client, suspect or prospect to learn more about how you conduct your business. Think of the referals more like have five star client reviews available 24/7.
It's not a bad thing to send clients to your profile, because in the end people want to so business with people they trust and people they know. An embellished signature line in your email will separate you from the average rep. Who the frack wants to be AVERAGE!
-=Good Selling=-
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