They say that if you want to get good at something, start teaching it.
Consider this: A random day from the very beginning of these statistics: February 3rd 2012 – just over four months ago: In 46 minutes, I spoke to 86 people, made one appointment and got two callbacks.
Yesterday in 43 minutes, I spoke to 31 people, made three appointments and got one callback.
You see the difference: Three times the appointments from exactly half the number people.
I put this down to the new, longer script – and that only came about because of the videos which we use on the Cold-Market Academy. For the first time I could see what I was doing. This is like a professional golfer spending hours in front of the screen studying his swing. It was a revelation.
Until then I had spent five years saying the same thing – and had stood still for all that time.
Just to put the smugness in context, I should admit that in all three cases yesterday, I completely forgot to get a name and number for the husbands and wives at home so I haven’t made the follow-up calls and fully expect to see two of those appointments cancelled (the third lives alone).
But also there is a new development which is very exciting: I mentioned this back on May 24th and it really makes a difference. When you’re in a shop or a queue and you would normally hand out a card (basically when you’re within three feet of someone and the opportunity arises to say “hello”) instead of giving them a card, ask if they want to go in for your prize draw. Providing you go about it in a conversational way (rather than just blurting it out) almost everyone does.
And that is why I have an appointment with the man behind the counter in Jewsons.
|13.06.12||1213 – 1217||Woodbridge Car Park||4||7||Yes|
|1217 – 1225||8 (12)||4 (11)||Yes|
|1225 – 1231||6 (18)||3 (14)|
|1231 – 1239||8 (26)||6 (20)||Yes|
|1239 – 1251||12 (38)||10 (30)|
|1310 – 1315)||Jewsons||5 (43)||1 (31)||Yes|