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Putting time aside to make your prospecting calls is tricky enough, without endless voicemails and no conversations. When you have committed the time and no one seems to be answering – it can just plain suck! I wish I never had to hear the dial tone ringing out after a, “I can’t talk right now,” or the robotic sounds of the umteenth generic voicemail. There are many reasons that you might be experiencing low connection rates. Here we’ll go through a few of the main reasons and what you can do to get the most out of your ‘hour of power’!
The clients in your database will not be available to chat all at the same time. Each demographic is going to be most likely available at certain points in the day. For instance, we know that working professionals are most likely to answer at midday and in the late afternoons; retirees likely earlier in the day. However, spending the time to break down your database into these demographics is not guaranteed to net you a return on investment.
Test different calling times to see what broad timeframes your client base is more likely to answer. Although this is something to be mindful of, DO NOT USE THIS AS AN EXCUSE. Certain times may yield a higher success rate, but this does not mean you should shrug off calling because you aren’t able to do so in this optimal timeframe. Not doing calls at all is far less productive than making the calls and getting slightly lower connections.
Dirty data is the single most likely answer when grappling with low connects. So what do we mean by “dirty data”? Your database has dirty data if it has:
- Contacts identified as property owners, with no properties attached or incorrect property ownership records
- Contacts with missing or incorrect contact information (think of contacts with ‘00000’, ‘**’, ‘.’, in the phone fields and/or disconnected numbers)
- Contacts assigned to the wrong or no relevant categories
Dirty data falsely fills your database and wastes your time when you are trying to power through a prospecting session. You’ll waste time updating information as you go and it can also contribute to phone hesitancy, if you feel worried you may reference incorrect property details or waste time calling if they’re not an owner at all! This impedes your ability to speak with your clients with authority and certainty. It is vital to make sure that you are on top of updating your contact cards and removing useless data to make your call sessions useful and prosperous!
Focusing your attention on quality data and knowing your database will greatly improve your results on the phone. But most importantly, just keep dialling! It’s a numbers game and the more dials you make, the more conversations you’ll have with your marketplace. If you use these tips and are still struggling, have a chat with us to see how we can recommend you improve your call-to-connect ratio or have us handle it for you. If you are struggling to have meaningful contact with your clients, see our posts on The 3 keys to constructive client communication and what makes a good call note for tips and ideas for your next conversation. As always, listen out for that “not yet,” as it may mean “sometime soon.”