Market Dominance Guys

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Never, Never, NEVER Retire a Follow-Up Call

December 23, 2020

Never Retire a Follow-up Call - Donny Crawford on The Market Dominance Guys

In this follow-up to last week’s Market Dominance Guys’ podcast, “Your Sales People Are Brain Surgeons,” Chris and Corey have another conversation with ConnectAndSell’s customer success manager, Donny Crawford, about using the telephone plus your beliefs to gain market dominance.

First things first, they discuss how to get prospects on the phone who are the most likely to set a meeting with you. It sounds like a numbers game — more dialing equals more people picking up the phone, which equals more meetings set, right? But as every sales rep knows, you can lead a prospect to a conversation, but you can’t make them link you to their calendar. That rate of success is fairly low. In his experience calling on prospects, though, Donny discovered an amazing way to increase the dial-to-meeting conversion rate: make more calls to people on your follow-up list. He found out that if at first you don’t succeed, call, call, call again. Wait till you hear what his success rate is — and then listen to the story Chris tells about follow-up calls, which corroborates Donny’s experience.

Donny also shares the most important key for success in a cold call, and then he lists for you all the other ingredients in his proven recipe for successful conversations with prospects, one of which is his practice of listening to his own recorded cold calls to hone his ability to sound human.

As Corey says in the wind-up to this interview, what we’ve got here is “another great, fantastic episode of the Market Dominance Guys!” We sure do!

About Our Guest
Donny Crawford is a Customer Success Manager for ConnectAndSell. He is responsible for providing Flight School training to sales representatives of ConnectAndSell customers in order to help them become more effective and successful when cold calling.