This is a short segment from a YouTube video (Scientific Sales | Cold Calling Techniques To Increase Sales) in which Sabri Suby explains a data-driven approach to cold calling: treat number of dials as the single controllable input, measure how many calls are required to produce proposals, set daily/weekly dial targets from that baseline, and focus simultaneously on small improvements in closing rate and pricing. He gives concrete examples (about 20 calls per proposal; targeting five proposals per day requiring ~100–150 calls) and emphasizes persistence and the law of averages.
Questions this video answers
About 20 cold calls per proposal.
Five proposals per day.
Approximately 100 to 150 cold calls per day to get five proposals out.
Chapters
There's just so many variables in the roll in terms of the quality of the lead, how many of them pick up, how many no shows, all of those different things. Some level of scientific consistency based on how many dials that you need to get in order to do that. But the one. The only factor that we can control is the dials. There's nothing else that we can control. So that's why you want to use that as, like, the baseline of the activity because that sets the tempo of everything, and that's going to give you the most accurate determination of the activity that's going to require. So that's okay. It is nowhere near as many dials as other people. That's. That's not what we're trying to do here. Right. It's not comparing you to anyone else. It's finding out what does it take for Blake to get that amount of props out. So you go away and figure out what that is, and you use that every day and every week. Your thing as I know that based on the numbers of entire year, this is how many dials I need to do in order to do a deal. So it's as simple as that. Like, when I was on the phones and I was cold calling, I knew I had to basically make 20 cold calls in order to get one proposal out, right? And my goal was to get out five proposals every single day. So I was making 100 to 150 cold calls to get my five props out. And I would not stop calling until I got five proposals out no matter what. And like, there would be times I'd make 20 phone calls and I wouldn't get to do any pitches, but the law of averages, it took me 20 calls to get a proposal out. So figure that out, because that's the thing that's gonna really, like, when you look at every day and it's like, if you have a rough day or a rough morning or you're feeling really good, just know that that's. You go to bed at night, you pretty much have to have those numbers to be on track. It just may work out that you need to make more calls on average to close. And I'm not saying don't focus on bettering yourself as a closer. You definitely should either. I look at, like, my. My career as a salesperson. Like, I always made the highest amount of calls and I closed the highest amount. Right. That was the way that I was able to just smoke everyone is because I would. I would look at those things. I definitely think that's the right area of focus, because with dials that you make, like, you're not going to be able to like, double your dials, right? And that's not going to be like the best area of focus. But I think is one the yeses that you do get is making sure that you. You aren't leaving any money on the table, so to speak, and you're getting, you know, a price that is a fair representative of the value that we're going to bring to that relationship. And it's also going to allow you to better serve that prospect and that client because you're giving them like a high price and there's going to be enough made in it to get them a really, really good result. So, yeah, I think that if you focus on that along with your closing, because for you, if you had like a 1 or a 2% increase in your closing rate, that's going to be a dramatic and a disproportionate output, right? Because you've already got the baseline of the calls there. So if you get like a small little improvement on the closing that's going to draw on the price of the average price per deal, your outcome is going to be ridiculously different. You've obviously got, you know, how many calls that you need to make on average to get a prop out, but then also muck around with the numbers a little bit and just say, okay, what if I had a better close rate on this dial to get a prop out and see what that looks like? But you still want to be using that as a baseline. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day, and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with hashtag hey, subbree in the comments section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video.
