Welcome back to another Ask Jeb. This question came in from Brett. He asked is I made 40 calls. I did that in an hour and nobody answered the phone. And so what can I do to get people to answer the phone? It's a great question. And I know that it's something that a lot of sales people struggle with. So there's a couple of reasons why you would make 40 calls and no one would answer the phone. Number one is you're calling at the wrong time of day and that usually means that you're

calling in the afternoon and a lot of salespeople push prospecting off into the afternoon

because they say it's better then but really it's just an excuse because you were

procrastinating because you didn't want to do it in the morning.

If you think about most people in business, when they start their day, they're sitting at their desk, wherever that desk may be, and they're available.

In the afternoons, they're in meetings, and they're out in the field, and they're working with their own customers, and they're doing their projects.

And so it's going to be more likely that when you call in the afternoon that your call is

going to go straight to voicemail. So one thing that you can do is start calling early in the morning,

the first thing that you do during the day and I guarantee that you'll get more people.

The second reason why you may have made 40 calls and no one answered is you're calling the

wrong people. So you've got a bad list. And that can happen when, for example, you go to a list building company

and you just grab a list and you dial the list without doing any research on the list.

Or it's completely cold and all you're doing is leaving voicemail messages.

Now, there's nothing wrong with that, but that can be the problem.

So a random list can result in a poorer result or a poorer outcome. So the one thing that you

can take to the bank when it comes to prospecting is better list, better outcomes. So that can happen.

The other reason that you may be facing a situation where you're making 40 calls and no one is answering

is because you didn't actually make 40 calls and no one is answering is because you

didn't actually make 40 calls. And that happens more often than not. You're making calls,

you feel like you've made 40 calls, but when we actually go back and take a look at it,

and I do this on a regular basis, I found out that you made 12 calls, or 13 calls, or 14 calls,

or 7 calls. And it took a lot longer to make the calls

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