00:00I recall a past client telling me that they'd only reach live people about 3% or 4% of
00:06the time when calling all day long.
00:08What do you think is a realistic percentage of reach for cold calling?
00:13If all they're doing is speaking to these people like four times out of 100 phone calls, it's really an
00:19oasis in a desert.
00:21My opinion is why don't you hang out for a while?
00:23Instead of doing an average five-minute phone call, why don't you stretch it to 15 minutes?
00:27Because you're probably a little cold and you need to warm up and somebody's there.
00:30These are two ships passing in the night.
00:32I would take advantage of that.
00:34If you need to throw your list in a predictive dollar so you can speak to at least three more
00:37people.
00:38But that's not the point.
00:39The point is if you're doing these phone calls, I think you should slow down a little bit more and
00:44just take advantage of that.
00:46More people are doing omni-channel non-voice support, as you were mentioning, filling out forms, doing chat.
00:53One of my clients has the same challenge.
00:55They're getting the 4%.
00:57So instead of doing 150 phone calls a day, they reduce it to about 115.
01:02So as I mentioned before, they can find out a recent promotion or some sort of company culture.
01:08So when they're leaving their voicemail or they're sending that email template, it's really custom made.
01:14And I've seen that, yes, phone call area, contact conversion ratio dropped a little bit.
01:20But then here's your advantage.
01:22Let's say you make another phone call back to these people.
01:25You're mentioning cold emails.
01:27Not anymore, Michael.
01:28Now it's a warm email because I've sent it.
01:31I could be following up on it even if they haven't read it.
01:34But I might ask, and I'm sure you like something from the email to at least try to anchor in
01:38there.
01:39But you could be doing a second, third, or fourth touch approach to a client.
01:45Realize this is their protocol.
01:48But I do believe that by doing a little bit of due diligence research and seeing the one thing that
01:54the person loves the most and just mentioning it with them, it will give you a lot more mileage when
02:01you're speaking with the people.
02:03Yeah, I think that's really smart, Richard.
