Thursday, June 7, 2012

Defrost Your Cold Calling Approach

One of the reasons why people dislike getting random phone calls is that it's just that: purely random. And when you look at the worst examples, you have to admit that the whole thing sounds a lot like a numbers game. You get a list and start calling. That's it. You don't do research. You don't try and see why these particular companes might make a good business leads. You just dial in, fling your pitch, and expect a Yes or No (chances are, you'll get a No more often).

Why do you think it's called 'cold' calling in the first place? You need to defrost your approach and improve your chances with each call. And as implied above, the key is to do a bit more research. Is it really too much to first look up the company? Maybe it would have been a few decades ago when telemarketers were still scanning phone books.

Today, with internet and social media, you have more opportunities to learn more about who you're calling. This isn't even comparable to B2C telemarketing because unlike consumers, businesses can be quite eager to talk about themselves. It's how they impress their own markets. More and more companies are setting up websites and establishing presence in social networking sites. These places are excellent sources of information that can help you make yourself more relevant to the needs of their decision makers. Another advantage you have with information is that you also know a few things that would make for a good conversation.

Furthermore, information isn't just the only way to boost your chances. Throwing in a bit of email marketing can help too. Try contacting prospects that way and get those who respond into receiving your call. If you're going to insist that you don't have the time to look up a company, then you a list of addresses instead of numbers. At the very least, your emails are going to be less disruptive.

Of course, there are limits to what you can find on the internet. And yes, companies are also taking measures to make sure that the online channels of communication don't get clogged with marketing efforts in the same way that the phone now has.

That's still no excuse to do things far too randomly. B2B leads are defined by the information they have on the prospect. Information is supposed to help improve the accuracy of your marketing efforts. It's supposed to reduce the uncertain factors which lead to randomness. An appointment setter who shows sincere interest in finding out problems and offering solutions has a higher chance of getting people to meet them than those who just try and set the date without showing that same consideration.

Ask yourself, would you rather burn through a whole list by just rapidly calling the numbers on them or would you rather improve your chances with each, single one of them by knowing more about who they are? Defrost your impersonal telemarketing approach and remember that getting information is what you're supposed to do, even from the very start!

1 comment:

  1. check, I once find leads from all over the places: seo, ppc, forum ads, etc....before I then find out about the software and since then often obtain the leads from there, it might help getting the leads you really need..