How many calls does it take to book one B2B meeting?
No single number holds across every list. The count depends on how many of your numbers reach the right person, how many of those people have a use for what you sell, and how clearly the reason for the call is put. A figure quoted without seeing your list is a guess.
A more useful way to see it is as a chain: numbers dialled, people reached, conversations held, meetings booked, meetings held. Each step loses some of the previous one. Calls per meeting is only the end result of that chain, so it helps to record every step along the way.
Why does one person need more than one call?
A first attempt can fail to reach the person for ordinary reasons: they are in a meeting, away from the desk, or the number goes to reception. A single attempt can leave the question of whether a number is worth pursuing open.
For that reason Greetsby makes up to 4 call attempts per person on a new list, on different days, between 9.30am and 6.00pm. Spreading the attempts over different days matters, because someone who is out on Tuesday morning may be at their desk on Thursday afternoon. It also helps to count attempts per number. Four attempts to one person is one number worked, even though it is four calls.
How do you work out your own calls per meeting?
Take a list of 1,000 numbers and keep four counts: total call attempts, people reached, meetings booked and meetings held. Divide total attempts by meetings booked to get calls per meeting. Divide the money spent by meetings held to get the cost of a meeting that actually took place.
With a flat price per batch the sum is simple. A batch of 1,000 numbers costs S$1,800, which is S$1.80 a number covering up to 4 attempts each. Divide S$1,800 by the meetings held and you have your figure for that list. Greetsby does not state an expected number of meetings, because that depends on your list. The first batch shows what your own list produces.
If you call in house, the same four counts work. A call log in a spreadsheet is enough, and it will show you where the chain loses most people.
What changes the number more than the caller does?
Four things tend to move the count. The first is the list: numbers that are out of date, or that reach the wrong job title, use up attempts without a conversation. The second is the opening and the reason for the call. A reason tied to the prospect's own business is easier to answer than a general introduction. The third is timing, which is why attempts on different days help. The fourth is what happens after the booking, because a meeting that is booked and then missed adds a call and no result.
Greetsby sends a reminder before each meeting and contacts no-shows to rebook, at no extra cost. Every call is recorded, including those that did not book, and the client can play any call on their list. Listening to a dozen of them tells you more about why a list performs as it does than a summary figure.
Do the Do Not Call rules affect how many calls you make?
The Do Not Call rules decide whether a number may be called for marketing at all. They are a separate question from how many attempts you make. Organisations check their numbers against the Do Not Call Registry at dnc.gov.sg, and a check result expires after a set period, so check close to the time you send a list. Confirm the current period on the Registry pages.
This is general information. The rules sit in the Personal Data Protection Act, and for a specific list it is sensible to check with a lawyer.
With Greetsby, the client checks the list against the Registry before sending it and confirms that on upload. Greetsby does not run the check. Anyone who asks not to be called again is not called again, and Greetsby passes that on to the client.
What does a service like Greetsby cover?
Greetsby calls the people on your own list and books meetings into your calendar. The client approves the opening and the reason for the call before calls start. Greetsby books meetings only, gives no product advice and offers no gifts. A named caller is responsible for your campaign and is reachable during working hours. Calls show a Singapore number, and each person sees the same number every time.
A weekly report gives calls made, people reached, meetings booked and meetings held, which are the counts above. Payment is made before calls start, for the batch chosen: 1,000 numbers for S$1,800, 2,000 for S$3,600 or 3,000 for S$5,400. There is no contract and no monthly fee. Financial advisory firms can use the service, but the firm must appoint it. Individual representatives cannot sign up themselves. Questions go to hello@greetsby.com, and a business can pick a batch on the Get started page.
Questions
Is four call attempts enough?
Greetsby makes up to 4 attempts per person on a new list, on different days. The weekly report shows people reached and meetings booked, so you can see for your own list whether a further batch is worth ordering.
Does a reached call mean a meeting?
No. Reaching someone is one step in the chain, followed by a conversation, a booking and a meeting that is held. That is why the weekly report separates people reached, meetings booked and meetings held.
How long does a Do Not Call Registry check stay valid?
A result expires after a set period, so check the list close to the time you send it. Checks are made at dnc.gov.sg, where the current period is stated.
Can an individual insurance agent or adviser representative hire Greetsby?
No. Under MAS Notice FAA-N02, only the financial adviser firm may appoint an introducer, so the firm must be the one to sign up.
Sources
General information for businesses in Singapore, not legal advice.