Cold calling a home office

What should we be aiming for over the next few months
when the cold calls that we make get redirected to home offices?

  1. We keep going – because we’re calling via an office switch with legitimate reasoning
  2. We benchmark success with the 30/50/50 rule

..A rule of three parts:

  • Reach rate: Keep tabs on how much of your contact list you reach
  • Qualify rate: Track how many of the people you speak to qualify as ‘good-fit’
  • Conversion rate: Record how many of these take the action you want

By monitoring all three metrics you’ll improve hit rates and back-up your strategy for continuing the calling. Here’s what we mean:

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