Question: Why do B2B sales managers consider business cold calling obsolete?
Answer: Social media and web based marketing are their focus.
And cold calling is misery for their sales people.
Question: Is cold call otreach effective?
Answer: Harvard Business Review On-Line says cold calling is "the most effective way to set up appointments with the right decision makers at your target accounts...and should be used by every B2B sales force."
Effective business development cold calling is a skill---one that can be learned, honed, perfected.
Phone prospectors --- the really good ones --- can work any industry.
Technical data and industry buzz words are helpful.
But over the phone skills ---genuine friendliness...business savy...good etiquette --- are even more important.
Never "Wing It". Use a script. It keeps repetitions, omissions and improper sequencing out of your pitch.
Keep It Short. Make your introduction brief and to the point.
How brief? Twenty to thirty seconds! That's all you get.
So be accurate, concise,and persuasive. Are you starting to see why you need a cold calling script?
R-e-l-a-x. Dialog and delivery in movies, TV, and plays flows from carefully crafted scripts. Yet these staged conversations sound completely natural and -spontaneous.
Effective cold call prospecting is no different.
Subtle inflections and pauses make your presentation more natural and far more believable.
Prospect Qualify. Good prospects...weak prospects?
Find out who's who by asking specific questions.
For example, "Does this interest you?" Or "When would you like me to recontact you"?
Make prospect qualify questions part of every cold call script!
Test, Test, Test ----but control your variables carefully.
Be especially careful with key words or phrases.
You might think they don't matter, but they do!
So once you find a winning script, stick with every word of it!
Building Good Prospect Lists
What I've learned is nothing worthwhile comes easy. Especially so-called telemarketing lists. Most of what you buy are loaded with junk you need to clean up and that's a real pain. What to do? Build your own lists and keep your data clean and up-to-date.
Helps if you have a good list company like Accurate Leads ---- Small family owned list company. Great service. Plus you can test small batches of prospect lists custom built to match your needs. My review of Accurate Leads is here.
Q: What goals are realistic for prospecting to get appointments?
A: Only a small percentage of prospects offer REAL sales possibilities. Introductory outreach calls are simply qualifying calls --- adding to your prospect list the folks interested in what you do. Forget booking appointments at this early stage of your list building.
Question: Does effective business outreach cold calling require a background in the industry or markets you are calling?
Answer: Surprisingly, industry specific knowledge about the business segments you are calling is NOT essential.
Your ability to bond with someone --- usually a complete stranger if you're cold calling --- will have more to do with your tone of voice than anything else.
But too many sales managers insist only salespeople with deep understanding of the markets they are selling can do business development cold calling.
It's myth based on lack of real-world testing and experience rather than tested cold call business experience.
But you need experience to sell into our market! We're way too specialized.Here is where you'll have to go against what you have been told all these years --- that only reps with deep knowledge of your industry niche can get you in the door to meet your customers. Granted, you need to understand your customers --- what makes them tick. Just basic stuff that gets their attention. And keep in mind your tone of voice --- how you sound --- is more important than what you say!!
What I can do for you
Build your prospect list with introductory cold calls.
Develop the qualified prospects with lead nurturing follow-up calls.
Get you Appointments by methodically working this new client list.
Make sure every lead gets followed up.
Give you full notes & clear records of each lead generation call at all stages.
Give you DAILY Call Outcome Reports so you can share information and adjust tactics.
Save you money…with cold call sales marketing TRIAL PROJECTS.
And because I test everything for you with small trial projects you will NEVER waste your money on your cold call b2b marketing going nowhere.
The Truth About Getting Real-World Appointments
Quality business development appointments do not happen overnight.
Routine follow-up calls plus e-mail follow-ups get you in the door for a face-to-face meeting.
Also, business development by phone is a form of direct marketing.
And building a highly targeted database is the key to any successful direct marketing campaign.
Therefore, view each call as fine tuning your business development database.
It's a work in progress that never ends!
Strategic calling and TeleMagic
Keeping notes and accurate data on my calls requires a strategic calling platform enabling me to contact key batches of prospects in a very personal way and in a very short time.
My outreach prospecting is based on research and testing literally thousands and thousands of these TeleMagic calls for my clients over the years.
It's a methodical lead qualification phone process that develops over-time and not with a single phone call.
Reaching out to clients you would normally meet at trade shows or conferences or meetings you were planning to attend but have decided to put on hold due to travel concerns is where you may want to test my outreach services.