Cold calling is a sales pitch call to someone out of the blue, with no referral, no information, no qualification, no relationship or rapport, no trust or credibility, it’s just cold. If that is how cold calling is supposed to be, then surely cold calling is dead. It’s time for warm calling, or as sales pundits say; smart calling. Internet marketing has taken the place of cold calling. It helps firms achieve more than expected, with less resources.
More importantly, firms now have the capability to double their goals because the internet has the power to achieve them. The internet helps the sales rep by providing him with the relevant information for targeting sales prospects. Moreover, it also gives out information regarding the characteristics of the prospect, their social circle, their likes and dislikes. All of this information helps the sales rep in targeting the right prospect in a more effective and efficient manner.
People have come to a conclusion that cold calling is dead, thanks to LinkedIn.
Many sales pundits think that the time for cold calling is over. Somehow that is true, but it doesn’t mean that calling is dead or that it can’t be used as an effective sales medium. Here are just a few tips to show you can make the most out of these calls.
[Tweet “Cold calling isn’t dead entirely, what’s dead is the cold part.”]
Cold calling is not cold anymore Calling people from a huge list of phone numbers, calling as many as you can and desperately trying to make a sale will take you nowhere. Nowadays, we have a much more sophisticated way which isn’t really cold at all. The sales and marketing team work together to create synergy and identify the most qualified leads. This way you don’t call people based on gut feeling but actually knowing whether the sales prospect is in a decision making position or not and the problems that they are facing. All of which you are about to solve through your product or service. Sales reps are not sure how often or how long it would take the prospect to read their emails, so the quickest way to connect with the prospect is always via telephone.
Understanding the tone There are certain words that can be used to express jubilation, but at the same time could be used in a sarcastic manner. The only difference is the tone of the voice, which is not very easy to detect in an email. When you’re on the phone with the prospect, there is a lot that you can pick up by listening to their voice, not just the words spoken. If you ask a customer if they are satisfied with your services and they a take a long time to respond with a non committal statement, then there are high chances that they are ready for a change. You can’t have this kind of sales intelligence through email.
Cold calling isn’t dead entirely, what’s dead is the cold part.
Smart scheduling In our personal lives, there are some assumed rules about when to make phone calls, such as not to call your ill grandparents after 12 a.m.. In sales, you also need to follow some rules about when and how often you call the prospects. Sales calls are more effective when they follow a specific pattern. Technology allows sales reps to follow a pattern of calls that’s more likely to result in a sales conversion. The telephone call still has value for sales firms, but there is now a revolutionary shift from cold calling to smart calling.