From the course: Cold-Calling Directors and Executives
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My tricks and tips
From the course: Cold-Calling Directors and Executives
My tricks and tips
- Now before we wrap up, I wanted to give you a few final tips and tricks that work for me. The first is six before nine and nine after six. So this is to make at least six cold calls before 9:00 AM, and at least nine after 6:00 PM. Almost every other salesperson out there is calling between 9:00 AM and 5:30 PM. This is when the gatekeepers are on full alert, and the decision makers are busy in meetings and hitting deadlines, so they're going to be hard to reach. If you think about who comes in early and leaves late in the business, who is it? The receptionist? No. The admin staff? Unlikely. The intern? Definitely not. The directors? Almost certainly. So, not only are the directors and senior people still at the office, the gatekeepers are not. So often, if you call the direct line, the receptionist is logged off, so the call will bounce through to the rest of the business, and who will answer? The CEO, or someone…
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