Did you know that almost 90 percent of all customer interactions are happening over the phone? Cold calling is one of the most targeted ways to reach a potential client in direct marketing in 2018.
Cold calling was a very popular method in the past for B2B sales. But then, internet and social media became very popular and somehow cold calling took a step back. Many businesses consider cold calling ineffective and intrusive, but does it really deserve all this negativity?
To begin, cold calling is a process where clients are contacted via telephone without their permission, hoping that the client will accept the call and listen to what you have to offer. While a lot of the businesses do not use this anymore, there are still some who use it quite successfully by a lot of B2B sales professionals.
Not that it is dead, only it stopped being used as a number one tool in the sales process. Today, number one tool is sending a cold email to a possible client and request a chance to talk to them on the phone. When a client is interested, he will give you his email and provide a number so you can call at a scheduled time. This way is more attentive and responsive.
If you do what to succeed in cold calling, there might be a few steps to follow:
- You should make a list of a target group before you go on calling everyone. You need to make a profile for the ideal prospects that you want to contact. Of course, you should understand the types of businesses that will mostly need you and benefit from your service or product. Make a decent research for any potential client’s industry and location, focus on the one person that is possibly the decision maker.
- You have to be well informed. Knowing the potential client history and current state, any problems they make go away for customer etc. And really listen and remember, they will only listen to you if you are telling them what they want to hear, or if it helps them solve their problem.
- Don’t rely on using only cold calling in 2018. Combine other methods such as emails and social media marketing.
It may seem like a lot at first, but once you get the hang of it, it will be a piece of cake. Just overcome any fear you have of public speaking and relax.