When we talk about “call bursts” in prospecting, we are referring to a predetermined number of consecutive calls we are going to make before setting the activity aside for a bit.
So the “burst”, in this context, is really referring to the number of consecutive calls.
From a productivity standpoint this is a fantastic approach, but;
There’s actually a way to make it MORE productive!
What if you were to refine those “bursts”?
2 quick examples;
Location
Vertical
So if I know I’m going to be calling Houston Texas today, I can look up things that are going on in the area, the weather, I can take a quick trip over to LinkedIn to see if there’s a hot, local, topic people are discussing in the InHouston group, I can have some local examples of work I’ve done for Houston companies, perhaps a relevant story, a local testimonial ready to be emailed at a moments notice, etc
I can use the same approach if I’m doing a “Vertical Call Burst”.
I can change the language of my opening statement to reflect industry language. I can ask more targeted questions since I’m focusing on the industry instead of 20 calls, 12 different industries.
I can have industry specific testimonials, analogies, stories, examples, stats, studies and lots of industry specific “evidence”.
So not only can I be more productive by making a predetermined number of calls;
I can save a ton of time by focusing my tactics instead of being all over the place geographically and vertically.
Make sense?
100 Prospecting Tips and Tactics
I share 100 of my best prospecting tactics as well as 35 cold email templates, phone and voicemail scripts, 15 LinkedIn templates, etc in a download you can access by clicking HERE or the handy/dandy button below!
Better hurry, it goes away later this month!
