Published on February 27, 2014
Inside Sales Best Practices to Increase Contact Ratios Visit us at www.aayuja.com *Via Ken Krogue Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. Meet Goals, Beat Competition, Exceed Expectations AAyuja © 2013
1 Get direct dial phone numbers Usually doubles or triples effectiveness. The best lead generation reps know this best practice. This trick was shown to me by Steve Richard of Vorsight and it is so common sense people miss it. AAyuja Internal and Confidential © 2012
2 Ask for the best time of day Put on your web form or other response mechanisms this question, “best time of day to respond?” The individual knows their own schedule better than anyone. When getting stopped by a gatekeeper, ask the same question. This is also common sense
3 Know your best time of day to call This came out in a study with Dr. James Oldroyd, the contact ratios at 4 to 6 pm were 114% higher than right after lunchtime. 8 am was the second best time to make contact. So rearrange your meetings and calling times.
4 Know your best day of week to call Wednesday and Thursday had 49.7% higher contact ratios than Tuesday!
5 Call back immediately The odds of contacting that lead are 100x higher than even waiting 30 minutes. And the odds of qualifying that lead are 21 times higher Dr. Oldroyd and Dave Elkington found an incredible increase in contact ratios if you call a web lead back in less than 5 minutes
6 Call back persistently You need to make 8-12 calls if you want to dramatically increase contact ratios. Think about it. The average contact ratio hovers between 10-11% in business-tobusiness (B2B). How many calls do you need to make to reach someone? 9 to 10. In the same Response Audit studies it was found that the average sales rep at a company only makes 1.41 calls before giving up.
7 Caller IDs matter What shows up on your caller ID when you dial a busy decision maker? A blocked number? A Toll Free number? A long distance number? Those are all red flags that say, “I don’t know you.” A local caller ID has been shown to be 17% to 193% more effective in getting people to answer than those other three.
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