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Originally Posted by ratbastid
Cold calling is a numbers game. Do your very best on every call, and some small percentage of them will turn into bonafide contacts. And then some small percentage of those will turn into prospects. And then some small percentage of THOSE will become sales. And you'd better price the sale such that it pays for the product sold AND the cost of selling it!
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This is true. A good positive response rate is usually around five percent. That's assuming that some good effort went into making the list, you've just got to accept the fact that the great majority are going to say no, or worse. Just punch through it, keep emotionally detached and things can go very well.
How much control do you have over the marketing, could you warm the calls up with a mailing first? Most of us that make decisions are very aware of our time, and can read an info packet far faster than anyone can run through a sales pitch.
Also keep in mind that decision makers didn't get where they are by being naive or gullable, so sales gimmicks will never work with us, tell it straight and to the point or don't bother.
Final note, pleasant persistence can open doors for you.