Prospecting is a marketing function

Really? You're achieving a 50-75% conversion rate on cold calls? I apologize in advance but I find that pretty hard to believe.

Yes, it is. I have eliminated much of the despised "rejection" that comes from working the numbers in the truest sense. It's not any faster than sitting down with a phone book and burning through piles of prospects.... because before my call to the decision-maker for an appointment....

...I called to get their name, I printed out a letter, addressed an envelope, puchased and enclosed a prop, stuffed the envelope, stamped and mailed it.

Cold calling a prospect without my intro letter goes against my philosophy of incremental steps. It is easier when you break it into smaller steps because you do not risk the prospect feeling yanked out of their comfort zone--from calling cold--which causes an instant impulse to pull away.

Did you read the previous 2 pages...? They are not "cold" in the traditional sense. They are highly targeted and then contacted by mail first...then called. Also by conversion...meaning an appointment was set...not necessarily a sale.

That's a big investment for just one prospect. Good thing your conversion rates are high.

Yes it is. That is WHY the conversion rate is high. Also, some prospects are never reached--no matter how many times I call. That is money lost. But the overall results are reliable and cost effective, and it suits my style.

I have read the other posts and I understand that the conversation is about contact:appointment conversation rates for highly targeted prospects.

The reason I find it hard to believe is that at any one given time only a small number of companies or individuals will be in the market for a particular product or service.

Now if by "Highly Targeted" you mean that somehow you've discovered which companies "are" and "are not" in the market for your service and limiting your calls to those who "are" then with a good offer a high success rate is possible.

So let me ask... have you found some way of identifying those who "are" and those who "are not" in the market for your product... prior to making contact?

No. I have identified companies who have a common need that I can fill. They do not know they are "on the market" for my product. They recognized that need when I bring it to their attention and they are interested in hearing how I might solve it.

You will notice I stated a short, light chat, and a quick appointment close. I don't get into my product at all during that conversation. I identify their need. I tell them I have a creative solution to it...and 2 other things: it's low cost and comes with an unconditional money back guarantee and I set the appointment.

Rainmaker, what do you attribute such a high conversation ratio to?

You mentioned securing 2 or 3 appointments for every 3 or 4 contacts made. Using these same skills what kind of appointment to closed deal conversion rates are you achieving?

A combination of all the things already discussed.