If you want to become brilliant at cold calling, you need to determine how much time you will spend every day or every week on the phone. This will depend of course on your other commitments and whether you work out of a home office, mainly your car, or a business location.
For example, suppose you are a territory representative and you spend four out of five days on the road visiting customers and
Friday is your administration day. In that case, you might want to set aside one-hour on Friday to make cold calls.
On the other hand, if you start the week in your office, you might be able to dedicate two hours a week to cold calling. If you spend the majority of your time in a sales office and only go out to see customers face-to-face one day a week, then you can dedicate perhaps one hour a day, four days a week.
I can’t tell you how many hours a week you should be on the phone as it all depends on what you’re doing for the rest of the day or week. The point here is if you want to be effective on the telephone, you need to set a certain amount of time aside every day or week to make the cold and warm calls.
You can’t just randomly decide to pick up the phone. You must set aside a particular time and a certain number of days a week to pick up the phone and make cold calls.