1. How long do I wait for a response to a submitted proposal?
Indefinite. Let the proposal expire. Don't charge for answers because it ruins your image. Use a follow up process that adds value to your lead, but without charging for returns.
2. How long do I wait on the phone to be answered?
If you are prospecting, count to 30 and hang up. Next.
3. How many times do I insist if the phone is busy?
None. Go to the next one on the list. Try calling that busy one back the next day.
4. How many companies should my list have?
Minimum: 100. Ideal: 500.
5. How long do I wait at a reception before being attended to?
20 minutes. If it is an important account, stay the whole time.
6. How much time do I dedicate in the planning and preparation of the prospecting?
15 days, maximum 45 days.
7. How much time do I dedicate to prospecting?
Minimum: 1 hour per day. Maximum: 3 hours per day, Monday to Friday.
8. How many calls do I make per day?
Minimum of 20 cold calls. Start with 4 and build up every day. You can get up to 80 calls a day, which is transformational.
9. How many businesses can I conduct, during the conversion, at the same time?
With quality, maybe 15, maximum 20. A very important account will probably take all your focus.
10. How many clients should I have?
Enough to not depend on any.
