I fully expect the doubt, push back, and criticism every single time I answer the question. If I had a dollar for every eye roll, snicker, doubting glance, or outright “yeah, right”, I could retire right now! I don’t blame them for responding this way because, as sales professionals who have sometimes dedicated decades to their craft, my response seems to defy all logic and human sensibility.
I tell them the answer is over 90% when they ask. That was the peak of my cold call success rate when I was in financial services prior to creating this business. In a world where the average cold call success rate is right around 10%, I don’t begrudge anybody for not believing me when I share this information with them.
When I first started this business, all I had to go on was the courage of my conviction, my belief in what my training could do for my potential clients, and my ability to share my cold call approach and philosophy with those that would consider hiring me to train themselves or their sales team.
A new business does not have a large body of work to rest upon, nor does it have a tremendous amount of proven success, due to the fact that they simply have not been around long enough to have such a track record. That can put any new business in a rather precarious position.
Do I invest in this individual or business that I really like, but has no history of success, due to the fact that they are brand new? Or, do I proceed with the individual or organization that I like less, but at least has an impressive body of work to put my weary mind at ease?
Since I went full-time with this business in October 2015, I have been exceptionally blessed to work with so many wonderful individuals and organizations, both in the for profit and non-profit sectors, that have gone on to do many great things in terms of cold calling success.
If you are a follower of mine on LinkedIn, you have undeniably by now seen me promote myself by sharing my cold call approach, philosophy, and other anecdotal information to pique your curiosity and, hopefully, generate interest.
But, you have most likely also seen a number of success stories that I have put in the public arena to showcase several of the amazing, mind-blowing cold calling success numbers that my clients have been putting up.
My body of work is now affording me the opportunity to let my clients sell for me, rather than me having to carry on this task unilaterally. Although I am proud of every single case I have worked on and every single organization that has enabled me to come in and coach the hardworking men and women on their sales team, I am especially proud of a few truly successful endeavors that are generating amazing results.
Here are a few cases in point:
The Realtor
Of all of the clientele that I work with, realtors make up a large proportion of my body of work. Based upon their need to get in front individual buyers, sellers, and other professionals who might be around these folks, cold calling is a constant aspect of their daily routine. Accordingly, I work with a number of realtors from a variety of organizations to help them master this skill.
Saralyn Mauer was an attendee at one of my earlier cold call training sessions and became such a believer in my teaching that she attended the same session multiple times over the course of several months because she loved the optimism, energy, and takeaways that she was presented with.
In the time since she has been working with me, she has compiled an incredible 85% cold call success rate and is literally getting in front of who she wants, when she wants.
To read her official success story, please click HERE.
The Skeptic
Rob Steier showed up on my radar in much the same way that Saralyn did. One of his co-workers took a meeting with me and asked Rob to attend. To say that Rob was skeptical of me and my success from the very beginning would be a gross understatement.
Although he was nice and professional during our meeting, his lack of belief in my ability to do what I said I could do was obvious. Rob took me for a test drive by attending one of my cold call training seminars and took enough information out of it to at least be willing to try some of the tips that I presented at that session.
He quickly realized some successes and made cold calling a higher priority than they were beforehand. He now boasts a cold call success rate north of 70% and is pumping out more proposals than he ever thought possible.
What’s more, Rob provided me with a personal introduction prior to my presentation at the BizTimes BizExpo in Milwaukee in mid-May and told the audience of 200-plus people that not only is he a believer, he is my biggest advocate. From the amount of referrals he has sent my way since, I certainly believe him in that regard.
To read Rob’s official success story, please click HERE.
The Newcomer
Collin Schreck was introduced to me by one of my clients, Bank of England Home Mortgage Division in Brookfield, WI. I had been working with the BOE team for several months prior to his arrival, and his boss wanted me to bring Collin up to speed with the cold call training program that his associates were currently working through with me.
Although young, ambitious, and full of obvious talent, Collin had no cold calling experience to speak of and was admittedly nervous about the prospect of getting on the phone. After only a few short weeks of working with me, Collin compiled a near 60% cold call success rate and has not looked back since!
He is now the top performing cold caller on his team, which includes several veterans with more sales experience than he has. His confidence is through the roof and there is nobody he cannot get in front of at this time.
To read Collin’s official success story, please click HERE.
The Lost One
Doug Harpster was introduced to me at my presentation at the BizTimes BizExpo, the same seminar that Rob introduced me at. With over 200 attendees at that session, however, he was simply a name and not someone whom I had a great deal of familiarity with.
Shortly after my session, he hired me for individualized coaching and came to me with all sorts of potential issues. He had less than a 5% cold call success rate, had not had a single voicemail returned in several months and, admittedly, had no confidence and no idea as to where to start.
Within a few weeks, he now has a 50% cold call success rate, over 70% of his voicemails are now being returned, and his swagger and degree of self-assurance on the phone is palpable.
To read Doug’s official success story, please click HERE.
For the sake of time, I will end this article here, but I wanted you, my reader, to see that this is not all bluster and self-aggrandizement. These are real people witnessing real results touching real results and starting to realize real success.
Although they came to me from different backgrounds with different needs with different areas that needed to be improved upon, their one goal was the same: how to get better on the phone to secure more appointments with their ideal clients and potential prospects.
Are you ready to add your name to this list? Are you ready to put the fear, doubt, and anxiety to rest forever? Are you ready to stop making excuses and to start taking your professional future in your hands?
Give me a call today at 414-313-8338 and let’s get to work!
