The Blitz Call

All experienced salespeople will say that prospecting is simply a numbers game. In my years of working with salespeople I have heard this over and over again. I have also heard those same sales professionals give me myriad reasons why they don’t actually do the numbers, even though they know they need to.

I have found that it boils down to one main problem: No systematic process exists that we can use to “work the numbers.” The blitz call system offers the solution.

We teach the blitz call as the standardized method of prospecting and making cold calls. We suggest that every sales professional develop his wording and use the same basic words and procedures every time he or she makes a prospecting call. We have seen that by standardizing this process, the results are similar to manufacturing in that weaknesses can be quickly identified and corrected. Also, the sales professional quickly becomes adept at the prospecting process.

The blitz call is simple and will revolutionize your prospecting. Here’s how to use the formula.

BCW = (NCW x BCM)÷WS

BCW = The number of blitz calls you need to make per week

NCW = New Customers Wanted

BCM = Blitz Call Multiplier (we will show you how to determine that in a moment)

WS = Weeks that you will actually be selling in the next 12 months

First, determine how many new customers you would like to acquire in the next year. Take into consideration all of the factors relevant to your business and industry. For example, how long does it usually take to acquire a new customer? What are some of the factors that affect your selling process? How much time do you need to commit to a new customer, initially? Do you need to involve others within your organization and, if so, will that affect the time involved?

After you have considered all of these factors answer this question: How many new customers do you want? (A)

Now you need to determine your Blitz Call Multiplier. Answer this question: If you call on 20 prospects, how many can you expect to sell in the next year?

Divide 20 by that number. (For example, if you said that you would likely sell 5 of 20 prospects, divide 20 by 5 and your BCM would be 4.)

Your Blitz Call Multiplier (B)

Next, determine how many weeks you will actually be selling in the year. Take into consideration sales meetings, vacations, training, holidays, etc.

Your actual weeks selling (C)

Now simply complete the formula:

(AxB)÷C = Blitz calls per week

All that is necessary from here on is to be sure you know your blitz call well and then simply make that many each week. We suggest that you set up a regular time each week for blitz calling. Most of the people that I have worked with like to divide their prospecting evenly throughout the week. Therefore, if they need to make six blitz calls per week, they make two on Monday, Wednesday, and Friday.

Yes, Fridays are great times for blitz calling. Just think, most of your competition will probably quit early on Friday and your prospects will appreciate the fact that you only stop for a brief visit. Many great relationships are started on Friday afternoons.

As you blitz call more and more you will probably have to make adjustments to your original numbers simply because most of us really have no idea of our current statistics.

When you really get comfortable with the blitz call system, you will probably have to reduce your number of blitz calls per week, because you will be much more effective on each call. This means you will stir up a lot more business than you ever expected.

The Basic blitz call

“Hi, my name is (your name), I am with (company name). We specialize in skillbased training workshops for sales professionals, managers, and sales managers as well as the field implementation of the skills we teach. I know that you weren’t expecting to see me today, so I won’t take any more of your time. I would like to set up a time to come back and visit with you to learn about your business and some of your goals regarding the continuing development of your sales and management team. Perhaps some day we can work together. When would be a good time? First of the week, end of the week, morning or afternoon? What’s best for you?”

How to Find Your Own BCW (Blitz Calls Per Week)

NCW (New Customers Wanted) x BCM (Blitz Call Multiplier) / WS (Weeks Selling During Year) = BCW (Blitz Calls Per Week)