How to be better than 90% of other salespeople

According to Reed Publishing's CARR Reports, here are the statistics on how quickly most salespeople give up on calling prospects --

• 50% after the first call
• 65% after the second call
• 80% after the third call
• 90% after four calls

This means that all you need is FIVE Valid Business Reasons to call back a prospect and you'll be better than 90% of everyone else in your field.

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VBRs & HALF-BAKED:
Here are some random reasons to make contact --

1. Share a news article or magazine story
   
   
2. Provide a copy of an industry-related white paper or report
   
   
3. Drop off a few business leads for the prospect's company
   
   
4. Invite them to a networking event
   
   
5. Invite them to a station event so they can meet our audience
   
   
6. Send them a great business book signed by the author
   
   
7. Send them a signed CD from a core station artist
   
   
8. Send them a signed piece of sports memorabilia
   
   
9. Invite them to a business seminar
   
   
10. Invite them to a business seminar at which you are the featured speaker
    
    
11. Ask them to participate in a business/marketing/service/leadership survey
    
    
12. Offer to share the results of a business/marketing/service/leadership survey

There -- You now have THREE TIMES the average number of reasons to contact a prospect. I'm sure you have a few dozen more of your own. Make a master checklist and use it for each prospect. Don't stop calling until you cross at least five of them off your list, you'll be better than 90% of the other salespeople!