Gathering Sales Leads Through Cold Calling

One of the advantages when it comes to working in sales is that you are presented with the opportunity to have an unlimited earning potential. To do so, however, you must find people to sell your products to, and one of the ways you can close a sale and earn that huge commission is to first secure sales leads that will lead you to the most likely prospective customers.

One of the ways you can generate these sales leads is through cold calling. It can be difficult, but if you have mastered the knack of catching people’s interest over the line, you would be able to build your list of leads in no time at all.

There are some people who hate cold calling because they often get hung up on by people who hate being on the receiving end of these calls. However, you will need to remember that to get the sales leads you need, prospecting for these very leads is important. No matter how difficult it is, and it isn’t as difficult as many people make them out to be, cold calling can help you generate the sales leads you need.

There are many resources you can look at to help you master the art of cold calling. Of the hundreds of articles and books on the subjects, a majority of authors and experts agree on one thing: persistence. Statistically speaking, you will make an average of 15 cold calls to secure sound appointments with at least 3 prospects, which in turn will result to an average of one sale per day. This means that the more sales leads you call, the bigger your chances are of increasing this average in your favor.

With persistence comes the thick skin. You will need to take rejection with a grain of salt and regard it as a personal affront on your part. On the average, you are likely to be rejected at least 14 times before actually coming across a prospect who will say “yes”. There isn’t any hard and fast rule for this except that the more sales leads you call, the greater your chances of getting an affirmative answer.

It will, on the average, take you around 45 minutes to make 15 cold calls, and most of the day talking about your business or making offers. It has also been found that it will take you an average of 10 calls before you can actually reach a prospect who will make some decisive action in your favor. This means that if you want to gather a list of 15 high quality sales leads, you will have to make at least 150 cold calls.

To make your cold calling process easier, as well as increase your sales, it will also be a good idea to source your sales leads through networking with family, friends, colleagues, and other business contacts. Getting referrals and introductions will help you proceed with cold calling much more effectively. In this manner, you won’t feel rejected day in and day out with negative responses to your cold calls.

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