Self Dialing

[eza4short]

About to go full force into the dialer using a power dialer. I understand there are many factors involved but on average what should one person get from the dialer working on it 8 hours a day calling small business 1-4 from 10-6.
Lets say using sales genie as the list I use

How many leads should i get?
What should be the closing ration?

 

[Full Throttle]

About to go full force into the dialer using a power dialer. I understand there are many factors involved but on average what should one person get from the dialer working on it 8 hours a day calling small business 1-4 from 10-6.

I've never known anyone to make it a full 8 hours without going crazy. Why not shoot for something reasonable like 2-3 hours a day? You'll build a huge pipeline if you do this consistently for a month.

How many leads should i get?
What should be the closing ration?

Don't know what you're selling, but guessing individual health. My numbers were 50 contacts to get 1 app placed. Here's a further breakdown:

1 in 10 contacts (not dials) will become a lead immediately entering my sales cycle (another 1 or 2 will give you a reason to keep in touch, but they're not ready NOW to look at their options).

1 in 5 leads will become a placed application

Now your script, what you consider a lead, your market, and phoning skill can drastically alter these numbers. For example, if a "lead" to you is anyone looking for a "quote", the closing ratio will probably drop somewhere to "1 in 15", but your lead to contact ratio will likely increase.

If you have a dialer calling out three lines at once, about 3 1/2 hours of phoning equaled one placed case. Although, it does take a month of consistent phoning to reach those numbers. Consistency for a month without worrying about the results is where you need to focus. If you're using a power dialer calling out one line at a time, it's going to take you much longer than 3 1/2 hours of phoning on average to get an application placed, however, the contact to app ratio won't change (it will just take longer to work through the law of large numbers).

Let's say $600 is your average commission, divide it by 3 1/2 hours on the phone, that's $171 per hour. However, remember, cold calling doesn't work. I'm convinced that most people don't believe it works since most of the time you are making the calls, it feels like a complete waste of time since you hear a lot of "no's". However, don't let it fool you, it's not the number of times you swing the bat and miss, it's how many you hits you get. You can swing the bat as much as you like to get those hits.

Keep a general system to stay on track. I always liked the 3 step approach:

#1: Make the initial call, look for pain, ask them if they want to look at their options. If yes, get the information to run some numbers (ages, nicotine use, meds, current plan info, ect). Get their email address and send a short intro email with a testimonial letter. Set a follow-up call for "tomorrow or the day after". Don't ask for a lot of committment yet.

#2: You call them back and give a general overview and now ask for committment. "I took a look and we can probably free up $2000 per year with a similar plan or possibly find some more savings by restructuring your current plan design. If you would like to look further, the next step is to set up a time to go into more detail, if you don't want to look further, that's fine too. What would you like to do?" If they want to look, lay out the process so they know you'll be asking for an app at the end of step three and find out if the spouse needs to be involved. Don't accept either of these: "I'll look it over and then explain it to my wife" or "can you just email me the numbers and I'll take a look". Both go to a dead end without a sale.

*As a side note, I just scribble one or two plans on a notepad before calling them in step 2. They aren't giving me an committment, I'm not going to spend much time on them. If you've done this longer than a week, you probably know where to look for the top two to three competitive options. Don't spend time doing work if you don't have any committment for them to take a serious look at what you have to offer.

#3: Simply run them through the options and keep it simple as possible. Whether via desktop share or on a yellow pad, I always show all the options with five different carriers on a one page summary. We can go into detail as needed, but it all starts from the one page summary. Help them buy, don't make them feel like they are being sold. If you reach step three, most will submit an app as they already knew the saving potential and process before agreeing to look into the plans in more detail.

Like I said above, I typically place 1 in 5 of my leads. The other four usually drop out on step #2 before I invest more than 5 minutes on them. A little long winded, but hope that helps.

 

[mcmillian-1]

About to go full force into the dialer using a power dialer. I understand there are many factors involved but on average what should one person get from the dialer working on it 8 hours a day calling small business 1-4 from 10-6.
Lets say using sales genie as the list I use

How many leads should i get?
What should be the closing ration?

You may want to look into the Leads Forum, Lot of great info there. I use a power dialer myself. One lead and hour is what I average so eight hours 8 leads, but that depends on many things, script, data, so much other stuff go to the leads forum and read all the lead data and dialer info.
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I've never known anyone to make it a full 8 hours without going crazy. Why not shoot for something reasonable like 2-3 hours a day? You'll build a huge pipeline if you do this consistently for a month.



Don't know what you're selling, but guessing individual health. My numbers were 50 contacts to get 1 app placed. Here's a further breakdown:

1 in 10 contacts (not dials) will become a lead immediately entering my sales cycle (another 1 or 2 will give you a reason to keep in touch, but they're not ready NOW to look at their options).

1 in 5 leads will become a placed application

Now your script, what you consider a lead, your market, and phoning skill can drastically alter these numbers. For example, if a "lead" to you is anyone looking for a "quote", the closing ratio will probably drop somewhere to "1 in 15", but your lead to contact ratio will likely increase.

If you have a dialer calling out three lines at once, about 3 1/2 hours of phoning equaled one placed case. Although, it does take a month of consistent phoning to reach those numbers. Consistency for a month without worrying about the results is where you need to focus. If you're using a power dialer calling out one line at a time, it's going to take you much longer than 3 1/2 hours of phoning on average to get an application placed, however, the contact to app ratio won't change (it will just take longer to work through the law of large numbers).

Let's say $600 is your average commission, divide it by 3 1/2 hours on the phone, that's $171 per hour. However, remember, cold calling doesn't work. I'm convinced that most people don't believe it works since most of the time you are making the calls, it feels like a complete waste of time since you hear a lot of "no's". However, don't let it fool you, it's not the number of times you swing the bat and miss, it's how many you hits you get. You can swing the bat as much as you like to get those hits.

Great info could not have said it better myself, just to lazy today to do it. Thanks for this post, a lot of this could be found in the lead forum.

 

[Full Throttle]

Lets say using sales genie as the list I use

Save yourself the money, just by a list for your state and have at it. It will take a little editing in Excel, but very easy to do. I bought my list for $100 1 1/2 years ago and I'm still using the same list (www.datadepot.biz).

 

[YouGotMyMoney]

what should one person get from the dialer working on it 8 hours a day /quote]

A headache and a bad attitude.

Seriously, there is no way anyone could be effective cold calling 8 hours a day.

4 hours is really where you wanna be at.

Anything past that and you're drained.

 

[pomfin]

Save yourself the money, just by a list for your state and have at it. It will take a little editing in Excel, but very easy to do. I bought my list for $100 1 1/2 years ago and I'm still using the same list (www.datadepot.biz).

Thanks for sharing this information.

 

[724care]

Seems like www.datadepot.biz is a great deal to get 1M leads withing your area. Do not forget to get your SAN number as well to get the list scrubbed.
You should average 1 appointment for every 30-50 connects or so. It will vary drastically depending on what you sell. For example, Medicare supplement appointment is much easier to get then employee benifits appointment. Varience is very wide. Your script and how good you are on the phone would play a big role as well.

 

[Full Throttle]

Do not forget to get your SAN number as well to get the list scrubbed.

These are business leads, the DNC doesn't apply.

 

[VaDwayne]

About to go full force into the dialer using a power dialer. I understand there are many factors involved but on average what should one person get from the dialer working on it 8 hours a day calling small business 1-4 from 10-6.
Lets say using sales genie as the list I use

How many leads should i get?
What should be the closing ration?

Here's my opinion. Buy a list of names in your demographics, buy the Mojo dialer,and you can call 3-4X as many people in a day, and it makes cold caling a whole lot more fun. I can easily dial 400 numbers a day, If I want to leave messages I push a button and it does it for me as I move on to the next calls.

More importantly, Mojo lets you dial at your own pace too. If you need to take a minute to think about the previous call, or input notes, it won't start again until you have done that.

 

[IndyAgentIDTMY]

I love to run my power dialer every now and then to drum up some new leads.

I already have the lists and my program costs per minute on live connects (about 2 cents a minute) with a built in CRM and no set-up fees. I just reload the account every now and then and plug away!