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Quality vs. quantity of calls

by socialentry
17 replies
Which is better?

I am seriously thinking about bringing my autodialer to work, connect it to their PBX (somehow) and then just start cranking numbers.

If you go for vollume, should you be afraid of burnout?
#calls #quality #quantity
  • Profile picture of the author Aaron Doud
    You need to make 5 sales this week.

    Does it matter if you call 50 people or 5000 to get those?

    The key is learning what you are best at.

    Quality is risky if you are not good at judging and quantity can be bad because you seem like a machine to them at times. Every person needs to learn the right mix.
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    • Profile picture of the author socialentry
      Originally Posted by Aaron Doud View Post

      You need to make 5 sales this week.

      Does it matter if you call 50 people or 5000 to get those?

      The key is learning what you are best at.

      Quality is risky if you are not good at judging and quantity can be bad because you seem like a machine to them at times. Every person needs to learn the right mix.
      Can you ever burn a list?

      I remember a guy I hired once told me he called every restaurant in every state of the US... I call only locally for now. I can pull 400-600 dials easy a day if I setup a dialer, I don't care as much about burning the residential lists (we throw them away every friday)
      but there are only about 50 000 employers in my area.
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      • Profile picture of the author Aaron Doud
        Originally Posted by socialentry View Post

        Can you ever burn a list?

        I remember a guy I hired once told me he called every restaurant in every state of the US... I call only locally for now. I can pull 400-600 dials easy a day if I setup a dialer, I don't care as much about burning the residential lists (we throw them away every friday)
        but there are only about 50 000 employers in my area.

        Unless the list is really small why wouldn't you just start at the top again?

        I get cold calls all the time uyou could call me two days later and I would likely not remember you.

        That list might have hundreds or thousands of people who would buy if you hit them at the right time with the right pitch.

        No doesn't mean no forever. Unless everyone says no in which case it means get some training before you call back.
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    • Profile picture of the author ambrking
      Originally Posted by Aaron Doud View Post

      You need to make 5 sales this week.

      Does it matter if you call 50 people or 5000 to get those?

      The key is learning what you are best at.

      Quality is risky if you are not good at judging and quantity can be bad because you seem like a machine to them at times. Every person needs to learn the right mix.
      Agree. You need to have a balance. You should know what qualifies as a quality call first. For me however, it is not the number of calls that you make, it is the quality of appointment that you get.
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      • Profile picture of the author traninvestments
        Originally Posted by ambrking View Post

        Agree. You need to have a balance. You should know what qualifies as a quality call first. For me however, it is not the number of calls that you make, it is the quality of appointment that you get.
        Totally agree...You will need a quality appointment which will help you close effectively. You can have 10 appointments but they won't be able to sit down to talk when you are there. It's worthless and wastes your time.
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  • Profile picture of the author laurencewins
    You have to dial as many calls as it takes to get the sales you need.
    It's purely a numbers game and you learn how to hone your skills as you go.
    Don't just think you can make 50 calls and get a guaranteed 5 sales.
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  • Profile picture of the author century90
    First of all buy or build targeted telemarketing list under your niche and then make calling as you can. you really get good sales.
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  • Profile picture of the author laurencewins
    Aaron, you have a lot to learn about telemarketing. Many people would be on a Do Not Call Register for starters so you should be washing your list against that.
    People can file complaints if you ring them and they have ways to track the calls.
    You NEVER ring the same house 2 days later.
    When I managed a call centre, the absolute minimum was 6 months and sometimes that was even pushing it.
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    • Profile picture of the author Joel
      There is NO question in my mind that you should always focus on Quality over Quantity.

      Burnout & discouragement will occur if you focus on Quantity over Quality.

      Joel
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      "Without data or facts, you are just another person with an opinion"

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  • Profile picture of the author Huskerdarren
    I think you need to define what it is you're trying to sell. That will help us understand and advise you on positioning.
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  • Profile picture of the author Nail Yener
    You can't simply ignore quality and go for quantity, but quantity of course weighs heavier. Let's say you made 10 quality calls and closed one deal in one day and on the other hand, you made 100 low quality calls and closed 3 deals in one day. So, quality + quantity should be your goal.
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    • Profile picture of the author ryan.arnfinson
      Hey,

      I agree it's a balance between quality and quantity. The quality of sales confidence goes up the more you call. It all becomes so much easier after you make that first call of the day.

      Then you refine your pitch listening for nuances to overcome most challenges using points which seem to consistently resonate to prospects, and emphasize these in just a few calls. Take notes.

      I find the 'trick' is to know when the education/information gap is too much and move on quickly with a quantitative approach, thereby ensuring it's still a numbers game. No need to always cut your losses though...

      If your confident and have a valuable offer, there is usually just a lack of knowledge which would take too much time for either of you to inform them of in the moment, so then I'll capture the email address and follow up with helpful step-by-step bullet points for the prospect to absorb. And let them know SERVICE is your priority, that you want to especially belong to their team - so to speak.

      And if they don't reach out to you again immediately, I'll arm myself with additional competitive market analysis, constructive use fear of loss, or other forms of over-delivering value not mentioned previously in my offer, and follow up myself again in a 2-3 days as now they have become a warm lead.

      Emphasize how you are wanting to help THEIR business succeed and always be a professional - no matter what. They can't take it very personally if you PERSIST assertively for these beneficial reasons to them, and will keep you in mind even if they reject you initially. Establish a relationship.

      Either way, capturing the email and permission to follow up via email, on the phone or with a text until you have the definitive 'No' is the only way you can know you've done the best you possibly can to help out what's clearly missing from their current situation.

      Lastly, unless you're committed seriously it's easy make a random number of calls and then wait around anticipating positive results. I find it's best to set a concrete goal to make a certain number of calls, or call during a set period of time per day no matter what, while not anticipate anyone of them calling you back - so to keep in the positive mindset it takes to gain a mental momentum and refine your pitch.

      Quality usually happens when you've focused on meeting your goals not anticipating success or failure with a focused qualitative approach - because someone will usually call back and make you an offer.

      Have a good one!

      Ryan
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  • Profile picture of the author kellyyarnsbro
    As always quantity is never been good as to quality.

    It's a bit risky when you only deal with quantity and disregarding quality. I bet as a businessman you already knew the difference of the two.
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  • Profile picture of the author kellyyarnsbro
    The most important thing is you make sure that you make closes in an efficient and effective way, don't overdo and found out at the end of the day that none has positive response on your appointments.
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  • Profile picture of the author TheBigBee
    Originally Posted by socialentry View Post

    Which is better?

    I am seriously thinking about bringing my autodialer to work, connect it to their PBX (somehow) and then just start cranking numbers.

    If you go for vollume, should you be afraid of burnout?
    Check out my reply to this post: http://www.warriorforum.com/offline-...ing-times.html
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    • Profile picture of the author AndrewCavanagh
      Personally I prefer to talk to highly qualified prospects so
      I'm putting most of my effort into systems and communications
      that get prospects to the point where they're 8 out of 10
      or higher in seriously considering doing business with me
      before I talk to them on the phone.

      To get prospects to that point you can use referral systems,
      email, direct mail, your own website with lead generating
      reports and follow up emails, speaking at business groups etc etc.

      There are plenty of members on this forum who are great at
      talking to people who are 0 out of 10 in considering doing
      business with them (they don't know them at all) but even
      though I can do that I don't really enjoy it except to
      demonstrate to someone that it can be done.

      Remember that there are other options and make the most
      of the options you have to work out a system and methods
      that work for you.

      Kindest regards,
      Andrew Cavanagh
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  • Profile picture of the author JerrickYeoh
    I believe quality call because that will those customer that will loyal to you and they will bring repeated order with you or even suggest their friends or advertise free to the market about your service and product if they satisfied with .
    Quantities of call will kill your customer away and never get back to you and not even trust you .
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