Three Rings And You’re Out…

No matter who you call, most people sitting by their phone will pick up on the 2nd ring, and the remainder of the world’s population will pick up the phone on the 3rd ring. You know who typically answers the phone on the 4th ring? The answer is ‘Voice Mail’.
Considering that dialing the phone is largely a ‘numbers game’ in terms of getting through to someone, the problem with cold calling is the shrinking amount of time you have each day to actually get someone on the phone. Studies show that your chances of reaching a prospect live on the phone are much better earlier, or later in the day, 1-2 hours at best. If you add up the time you’re waiting for someone to pick up the phone, say by 4th, or 5th ring, you can run out out prime cold calling time very quickly waiting for prospects to answer their phone.
I recommend limiting your cold calls to 3 rings to save time. If the prospect doesn’t answer on the 3rd ring, then chances are very good that he won’t. After 3 rings hang up and dial another prospect’s phone number. Doing this will undoubtedly increase the number of call attempts you can make each day, thus increasing your chances of getting through to a prospect on the phone. Unless of course, you want to start leaving more voice messages that don’t get returned, or talk to more secretaries that screen your calls …


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3 Responses to “Three Rings And You’re Out…”

  1. Tony Donato Says:

    I agree that cold calling is more effective either early or late in the day. It is also very important to know your target industry category’s habits when determining the best time of day to connect. For example, I typically call on attorneys. I have learned that I am much more successful when calling on attorneys late in the day. Usually, attorneys are in court for the first part of the day and then need to catch up with their phone calls and emails when they are back in the office. By the time they have caught up, it’s never earlier than 3 or 4:00PM. Call after 4PM and you have a much better shot at getting them to take your call. So know your audience when determining what is a good time to cold call.

  2. teeminguk Says:

    You dont leave messages on voice mail but I’ll leave you one here, because it’ s a great article.

    I agree on the leaving the message. It a choice but hey why would you?

    Where I may differ is what is to become of the cold call, is it really now only for the hard core pro?

    Imagine teaching a rookie today who has to deal with PA, Sec, Gate keeper types and then voice mail. Tough gig huh.

    No whinging here I am just getting more results from upping my referral technique. Thoughts?

    • goldcall Says:

      I’m with you on referral based prospecting. It’s the best and easiest way by far to get your foot in the door. Calling cold is senseless because there’s so much information readily available to help with research before the call. Making cold calls is nothing more that just calling a name off a list – Who they are and what they do in terms of your business is anybody’s guess. Not a good plan at all.
      As for me, I search LinkedIn and Google to get background information first. Often times I find my sales prospect is connected to someone I’m connected to and I work the introduction referral. I only make a cold call as a last resort…
      One more point – Even if my call is the result of a referral, I still don’t leave messages unless the referral is highly qualified.

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