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When to Contact Prospects: Live Discussion
September 26, 20163:00-3:30pm EDT
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Today’s Discussion
• Introduction – Problems we solve….
• When?
• What days?
• How often?
• Observations from the Field
• Q/A – End by 330 pm ET
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Shot Across the Bow!
• Some associations won’t survive the next downturn.
• Ongoing and consistent business development is critical.
• Tracking and measurement must occur.
• It’s not what you have to offer, it’s the problems you solve.
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When should I call prospects?
• According to research from James Oldroyd
and Inside Sales, effectively reaching out to
prospects 4-5 p.m. had a 164% better
connection rate than 1-2 p.m.? Or that
connection rates drop by 400% if you
respond in 10 minutes instead of five?
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When should I call prospects?
• Between 8 - 9 am; alternatively 4 – 5 pm.
• Schedule alternatively based on time zone.
• Consider the rhythm and method of your industry.
• American Bakers Association
• Worst time is between 11 am – 2 pm.
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What days of the week should I call?
• Wednesday and Thursday are best for prospecting
• Friday is worst. Work the pipeline on Friday.
• Take the opportunity to structure every minute of your “workout.”
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How many times should I call the prospect?
• 7 contacts to close a “deal.”
• No current discrepancy in the $$ or industry.
• Drop dead after three “cold calls” don’t work.
• Some research shows 4 calls to reach a prospect.
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How long does it take to close a deal?
• Gungho Marketing says 4.5 times to cold call to reach a prospect
• 49 days to close deals in 2016, down from 61 days in 2015.
• Most expensive dues are up to 77 days.
• Lower rate card is approximately 40 days.
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Essential items for your process.
• Scripting.
• To set up a conversation
• To learn about them, association and the opportunity
• Closing – here’s where I think we are
• Sales CRM to track action.
• Communications platform to ID the most interested.
Script 1:Setting up the call: CEO Directly
Good morning,
During three decades in the association industry, I’ve learned the most effective executives had an
authentic motivation for revenue growth. These leaders saw resource generation as a reflection of their
value to the industry and an accelerator for influence. If the cash wasn’t there, the association could not
fulfill its mission.
I founded The Moery Company five years ago to sell membership and sponsorships for these types of
executives and their organizations. If your association is not generated revenue, these links might interest
you.
Here is a video about our business model.
And, a blog about how our best partnerships work.
Let me know if an initial conversation makes sense by emailing me directly.
JP Moery
The Moery Company
571-814-3443
Website/Linkedin/Facebook
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Q/A
• Contact them from 8-9 am
• Do so on Wednesday and Thursday
• Realize it takes 12-15 contacts to close
• Measure
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JP Moery, President
Connect with me directly571-814-3443
Website
You Tube
Podcast: Association Labs
Twitter: @jpmoery
