Step 1:

Cover as many companies as possible - focus upon "doing the numbers" (burning paper)
"Skim the Cream" - find sales based upon "coincidental" immediate need (treasure hunt)
Leave voice mail messages when ever possible (preferred!)
"Seeding" faxed or email information follows the call (1 or 2 pages max.)
Shortest cycle - 1 to 3 min./max.
Fastest pace - 12 to 15 calls per hour.


Step 2:

First Call Back - refers to fax, voice mail, or both
Leave another voice mail if necessary (progressive)
Fish for information from Receptionist or Assistant (rapport building)
Cycle lengthens by half - 3 to 5 min./min.
Pace reduced to 8 to 10 calls per hour.


Step 3:

May include Second to a Multitude of calls
Referring to previous messages, Re faxing, Making friends with everyone else in the Co.
Wait on hold for as long as it takes IF they are in!
Longest Cycle - can be up to 30 minutes per call
Slowest pace - may be as low as 3 calls per hour


Ultimate Goal:

Is to secure an appointment for a representative to visit the potential buyer.


The acceptable alternatives are:

To diarize the company for a future contact.

To have definite answers pertaining to their interest level.

Home - One-to-One Marketing - Re-Ignite - Franchising - Home-Based Business
Independent Sales Rep - Do-it-Yourself - Manuals - Clients - FAQ - Contact