The Modern Day Cold Call

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The Modern Day Cold Call

In today’s digital age, calling prospects may seem like an old-fashioned method of reaching out. After all, who needs to talk when you can text, email or even communicate over social media? The truth is, if you really want to connect with prospects, however, a live conversation on the phone is often the best way to go.

Talking on the phone with prospects is a great way to build a rapport that leads to stronger client relationships. It also helps to avoid the types of miscommunication that can cause deals to fall through at the last minute.

Surprisingly, research shows that in the past five years, more and more companies have put additional resources into training their sales staff on the value of talking with prospects on the phone. Why? Because unlike the cold calls of years past, today’s cold calls occur after a prospect has had some contact with a business.

So what does the modern cold-calling process look like? First, potential customers are identified and research is conducted so that sales staff know something about the issues a prospect is having or problems he or she wants solved. In other words, what type of products and services a prospect actually needs.

At this point, some would argue that reaching out to a prospect by text or email would be just as effective as a phone call but this is not the case. People crave a personal touch. Further, the back-and-forth of a live conversation can help uncover issues that ensure that a client gets exactly what he or she is looking for in a product or service. Finally, there are subtle cues that can be picked up in phone conversations that are easy to miss during electronic communications.

Not that making calls is easy. Statistics show that 80 percent of closed sales require up to five follow-up calls. Unfortunately, many salespeople give up after just one. However, if the hard work is put in, cold calls pay off. What’s more, cold calling makes lead nurturing much easier. Calling leads is a great way to remain on their radar and convey the message that their business is important to you.

In the end, today’s cold calling methods do not dismiss modern lead generation and sales techniques but instead use these methods to make cold calling more effective. For example, researching companies on line, having an active presence on social media and tracking visitors to your website can help make sure that when you cold call a prospect, you won’t get a chilly response.

The Best Way to Succeed at B2B Marketing

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Many marketers will tell you that B2B marketing can be much more challenging than B2C marketing. This is because B2B transactions often require more time, involve of a greater number of decision makers and require a proven return on investment. B2B marketing also is challenging because this market segment is focused on streamlining the buying process in order to save time and money.

One common mistake B2B marketers make is to spend most of their time selling based on the proposition that their product or service is better than their competitors’ products or services. While this certainly must be part of the equation, it is important to understand that the majority of B2B sales are made when you are able to solve a problem. In other words, many times a B2B marketer must accentuate the negative aspects of a prospect’s current vendor in order to make a sale.

One of the most important things you can focus on when approaching a B2B prospect is how they feel about their current vendor and the level of service that vendor provides. The fact is, most businesses you want to sell to already need what you are selling, they are just buying it from someone else. In those cases, you need to find out how you can do what their current vendor is doing—only better. This involves asking prospects if they are happy with their current vendor. You also need to ask questions like, does your vendor pay enough attention to your needs? Do they make things easier on your business? If you find out the answer is no to any of these questions, you have the perfect opportunity to explain why your company is a better fit.

Another huge issue that many B2B companies have is that they are overwhelmed with managing multiple vendors and would be much happier having one point of contact. If you are able to provide this single point of contact, you need to emphasize it. You can start by asking if they would like to spend less time managing vendors. If the answer to this question is yes, you have your opening. This is especially true when it comes to IT solutions. Show a prospect a software system or solution that is easier to manage and you might find yourself with a new customer.

In the end, B2B marketing involves solving problems. Therefore, to successfully sell in this arena, you must always pay attention to what your prospect has to say about what is wrong with their current situation and vendor and then tell him or her how you are different.

Why Follow-Up Calls are the Most Important Calls of All

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Why Follow-Up Calls are the Most Important Calls of All

There is nothing better than finally getting an important prospect or high-level decision maker on the phone for the first time. Chances are you have rehearsed exactly what you will say in order to establish a strong rapport with this individual.

While the first conversation with a sales lead is always rewarding, in almost all cases, the most important call is yet to come. The follow-up call. Research shows that 80 percent of sales will require five or more follow-up calls before any deal is closed. Unfortunately, almost half of salespeople will give up long before this, leaving a lot of closed sales on the table.

In order to remain focused on follow-up calls long after the thrill of the first connection is gone, it is important to remember why these calls are so important.

1. Follow-up calls establish connections. Follow-up calls help a salesperson establish a rapport with a prospect that simply cannot be established after just one conversation. These types of calls show that a salesperson is committed to a prospect, not just out to make a quick buck.

2. Follow-up calls build trust. During your initial call with a prospect, you likely outlined why your product or service is the right choice. By reiterating and reinforcing these reasons over subsequent calls, a prospect comes to trust that your sales pitch is legitimate.

3. Follow-up calls help prevent problems down the road. When a prospect can tell you his or her reservations during follow-up calls, it reduces the chances of a snag coming up when the deal is ready to close. With the details worked out over time, the final sale will be much smoother.

4. Follow-up calls result in more sales down the road. Let’s face it, people prefer to work with individuals that they trust. When you have built a relationship through follow-up calls, prospects are relieved to have someone they can buy from without wondering if this person will fail to deliver on their promises or, worse yet, disappear when they need him or her.

5. Follow-up calls lead to more referrals. When a prospect becomes a customer, the relationship you have established will be the type that makes a customer feel comfortable referring others to you.

While the initial call is always important because it gets your foot in the door, follow-up calls are just as—if not more—important. After all, these are the calls that allow you to come inside and stay there!

Five Myths that Derail Appointment Setting Success

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Five Myths that Derail Appointment Setting Success

Appointment setting is one of the most effective ways to maximize sales efforts. Unfortunately, many people look at appointment setting as something to dread rather than an avenue to success.

There are many myths that revolve around appointment setting that lead to subpar results. In order to make sure that your appointment setting efforts are productive, it is necessary to debunk these myths.

Myth #1: The more calls you make, the more leads you will get.

Reality: Sales is indeed a numbers game but it is important that just as you qualify sales leads so that you can concentrate on the best ones, you need to establish a criteria for appointment setting candidates. In other words, you need to target those individuals and companies that are most likely to respond positively to your request for an appointment.

Myth #2: You must be pushy if you want to set appointments.

Reality: The key to getting someone to listen to a sales presentation is not by forcing him or her to talk with you. Rather, you need to establish a rapport with that person. The most successful appointment setters listen to the needs and concerns of those they are calling and are able to have a real conversation instead of just pushing for an appointment.

Myth #3: Appointment setting is a job no one wants.

Reality: If you view appointment setting as a challenge and an opportunity to offer prospects something that will really benefit them, appointment setting instantly becomes less of a chore.

Myth #4: Gatekeepers are the enemies of appointment setters.

Reality: Contrary to popular belief, gatekeepers are often an appointment setter’s best friend. Unfortunately, many appointment setters spend so much time and effort trying to avoid or get around a gatekeeper, they miss a golden opportunity to establish a powerful ally. Remember, most gatekeepers have the ear of the decision maker. When a gatekeeper respects and trusts you, they are much more likely to work on your behalf to set up an appointment.

Myth #5: Setting your own appointments makes the most financial sense.

Reality: Appointment setting doesn’t come naturally to everyone. Partnering with a professional telesolutions firm is often the best way for salespeople to get in front of prospects. Such firms are better able to ferret out the most promising appointments. Further, experience counts when it comes to appointment setting. Therefore, salespeople—who understandably want to spend their time selling and not setting appointments—don’t have the time necessary to hone their appointment setting skills.