Cold calling has a very specific purpose: to have a human-to-human interaction with your prospects. Often, this purpose is forgotten – not because it’s unimportant, but because most sales people don’t like doing it.
As a matter of fact, telemarketing and cold calling remains an important discipline to apply to any sales role. In many business-to-business sales organizations, old school “door knocking” might be unproductive, especially with large territory assignments. However, prospecting via phone calls remains a great complement to your overall appointment setting and lead generation activities.
With this being said, the importance of cold calling boils down to this: it’s a cost and time efficent method of targeted, human-to-human lead generation.
As discussed in The Difference Between Qualified Leads, leads can be broken down into two categories – buyer-generated and seller-generated. Buyer-generated leads generally advance through the sales cycles more quickly because a potential buyer is actively searching for your product or service. However, there are a finite number of buyer-generated leads.
This is when the importance of seller-generated leads is presented. Telemarketing continues to prove itself as a tried and true method of seller-generated lead generation.
When you can clearly define and identify who your prospects are, cold call telemarketing is a great way to hustle for new business opportunities. It becomes even more effective when advertising and marketing budgets limit or prohibit other forms of lead generation. Cold calling remains a cost-effective lead generation method, giving you control over growing your business, while not depending upon inbound generation methods.
Customer Testimonial – Proof of Cold Calling Success
Recently, Dunlap Marketing scheduled an appointment for a software technology client. The telemarketing call was made inside a targeted database of potential users. It was a successful call, and likely an opportunity that would not have surfaced unless a cold call had been made.
Get Cold Calling To Work For You
Cold calling is a tool that can be used to continuously add new prospects to your pipeline of selling opportunities. Typically, cold-call-generated-prospects are not the ones you find through inbound methods; because of this, they complement other lead generation strategies, giving your pipeline both buyer-generated and seller-generated leads.
Contact – Mike Dunlap, firstname.lastname@example.org (281) 496-9870 x140