Cold calling. It gets a bad rap. While most of us hang up and shout when we get these frustrating calls, surprisingly they are still incredibly effective. In fact next to face-to-face sales, cold calling actually has an impressive ROI if you know what you are doing. In this article, I will be removing all mystery from the dreaded cold call.
Let’s get to it.
Why It Works
First impressions are everything and that counts for cold calling as well. Unfortunately, many salespeople don’t know the slightest thing about opening a call. Most sales folks are used to warm leads where customers have expressed interest and asked questions. This is like a car salesman who sells its customers the car they were looking for. It takes skill but its not as hard as say asking random people on the street if they want to buy a Toyota.
So why would BIG companies like Uber and Twitter use this seemingly pointless shot in the dark? It all has to do with psychology. You see, similar to any ad, a cold call entices a customer to solve a problem or utilise a solution they didn’t know they had. Once the mind recognizes there is an issue it wants a solution.
Experts in the cold-calling field are really psychologists. They have studies the hows and whys around people purchasing and have turned it into a powerful science. This is also why, today, most companies outsource their cold-calling.
Outsourcing
When it comes to cold-calling lead generation, outsourcing is one of the best options. First, it is profoundly less expensive to have your leads taken care of by experts than train, fire, retrain, fire employees that just can’t hack it.
Third-party operations also allow for different time zones and accents to be used as well. For example, I use to work in a cold-calling centre where we called the UK from Canada. Guess what the Brits made the sales. They could relate and connect instantly to their fellow kinsmen and sell to them based on their understanding.
Businesses who are looking to add cold-calling to their business may not have native English so outsourcing helps to overcome that hurdle.
It is not illegal to cold call in the UK or US. That being said, there are rules that must be followed that any expert call centre will be aware of and have as part of their specialised script.
Lead Generation
With the right cold calling lead generation, actual prospects are as opposed to random people are collated in a list. Lead generation is one of the most critical aspects of any business and the generated lists make all the difference.
Part of your outsourcing will include experts in lead gen and sales. In doing this, you add authority to your business.
Wrap Up
Cold calling, when done properly by trained professionals, can earn you incredible results. Cold calling lead generation will provide you with a list of warm prospects who meet some element of your demographic and offer an “in” to your sales team. Outsourcing your cold calling and cold calling lead generation is one of the best decision you will ever make!
About the Author
Ester K. is a content writer at ladolcestudio.co.uk and a sales and Public Relations (PR nerd), obsessed with research, sleeping in as much as possible, and listening to podcasts. When I am not at home with my fam, I enjoy long walks through the beautiful city of Jerusalem.
