Categories ArchivesCold Calling

The Cold Calling Conundrum standard

While the world has “gone digital,” cold calling is out of date to say the least. However, there are cold calling statistics that make me wonder; well sort of; it’s a bit of a conundrum actually. In the past I posted articles relating to the cold calling marketing strategy. One article alluded to the fact that cold calling has definitely had its day; another stated that the marketing shift caused by technology has left even the best cold calling sales people wanting, and another still that bashed the “training systems” still being marketed on the net. In my training workshops, I speak to professionals and discuss cold calling and their reluctance, if not abhorrence of the concept, you can read more ...

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Inbound Marketing is Cold Callings Best Friend standard

What inbound marketing does really, really well is eliminate the cold call. After all, when you have scores of interested people taking the time to visit your landing page or blog and then leaving you their contact information the odds are pretty good your call will be taken. This behavioral bridge is amplified when they have taken advantage of a download (white paper, case study or some other relevant piece of information) and have something really tangible... and it has your brand on it! What we are actually describing is an effort to create a warmer environment and avoid a cold one. To accomplish this a good sales professional will usually "prime the pump" with an introductory letter (print or e-mail) ...

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Reverse Cold-Calling, or How to Lose a Customer in 10 Seconds or Less standard

We know it as Cold Calling 2.0 (in our office we refer to it as interruptive sales) but there is a tactic in telemarketing and phone sales that is guaranteed NOT win the hearts and minds of your potential customers. Don’t know to what I am referring? Reverse – cold calling is the act of trickery in getting someone to phone you. Here’s an example: “Hello, is Mr. Jones in?” “Will you please leave him a very urgent message about a significant purchase we would like to make?” Obviously, when Mr. Jones returns to his office and is told by his secretary that a very important call may mean a big sale. Of course Mr. Jones will call you back immediately. ...

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Is Inbound Marketing Effective for a Start-Up? standard

Is Inbound Marketing effective for a start-up or should I start cold calling? In a recent online post I was asked,” When starting a new business and trying to generate qualified leads, are there any tricks when you are cold calling or is it purely just a numbers game”? This is a common question, especially from start-ups with limited budgets or no history of marketing. Consider this perspective… As a start up you are an unknown entity... and you have little to no track record... and no doubt you have a story to tell but who is going to take the time out of their time impoverished lives to listen to it just because you called? What You Really Need You really need a ...

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Just How Effective is Cold Calling Anyway? standard

Just How Effective is Cold Calling Anyway? Let’s be honest for a moment; no one likes cold calling. Cold calling was once the standard method of gaining new business for many industries, the number one lead generation technique, especially financial services. For everyone from the boiler room operations seeking donations to the New York Stock Exchange pitchmen, effective cold calling was the tried and true path to take towards lead generation and growing revenues. Those days are gone; what appears to be forever. The glory days of cold calling are over, replaced by the internet. Some people could not be happier. Even the term sounds contradictory; “Effective Cold Calling.” That seems akin to “Jumbo Shrimp” or “Military Intelligence.” It sounds that way. ...

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