Of the more than 200 people in the workshop, 77 percent said that they spent up to 10 percent of their time on cold calling — but over half of attendees said focusing on the centers of influence actually resulted in the most business.
NASHVILLE – Of the time you dedicate toward marketing, what percentage of that is focused on cold calling? On centers of influence? On referrals?
Panelists at a NAPA 401(k) Summit workshop on “selling without selling” polled the audience. Attendees responded in real time by sending text messages with their answer.
- Of the more than 200 people in the workshop, 77 percent answered that they spent up to 10 percent of their time on cold calling.
- A quarter of the attendees in the room said they spent 50 percent to 75 percent of their marketing time focusing on centers of influence.
- And a quarter of the room said they spent about a quarter of their marketing time focusing on getting a client referral.
Which option resulted in the most new business? Over half of attendees said focusing on the centers of influence did.
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