|1||How many times will you call someone over the next few weeks before you have called them enough?
You have to decide how many times in a row is enough. You have lots of folks to call, so you don't want to spend too much time on any one target. Three to 5 attempts is typical, depending on where the list came from.
||How often will you make those calls?
Call every day and you are stalking. Every two weeks and targets don't remember any of your calls. For most prospectors, a call every week is a nice, professional pace.
||If you don't reach them, do you leave a voicemail? If you have their email address, when to send an email? After the voicemail?
Leaving voicemails and sending emails is a topic of debate. Most sales trainers and consultants recommend it, since targets do call back and even a small percentage of callbacks will have dramatic impact on your performance numbers.
||If you don't reach your target after the pre-defined number of attempts, do you put them away and start another pursuit in a few months? If so, how long before you start that next pursuit?
If your product needs a business development model, a pursuit every six months is a popular pace. If you need a 'drive by shooter' model, you would call targets once or twice and move on.