I have been very successful cold calling, it is really all about how you speak to them. Normally it leads to an email to actually get the info. to them, but I always start with a call.
One of my biggest customers is a very large truck stop chain, I did not even plan on being in that market. I came across the name of a buyer in a copied email and thought I would give it a shot, called the buyer, she loved the product and order 5000 pcs. the following week.
Why not try anything to get your product to market. Cold calling, emailing, mailings, it all works if you reach the right person.
I agree but I am not sure that I have found a good replacement for it yet. Any real suggestions...
I always find that a scattergun approach is very time consuming. I started my sales career 35 years ago and since then have always used whatever methods available (my whole livelyhood was geared around successful cold calling until about 6 years ago). I am suggesting that the world has changed now and to our advantage as sales and marketing people.
The best approaches are now much more focussed and targetted. Know your target market, your target customer profile and discover and adopt systems to mechanise contact with them through the use of email autoresponder campaigns and your company website. Give them something upfront that is directly in their interest. Knowledge, tips,news, newsletter, information, your company brochure on .pdf (anything). If you do this on a regular basis you will get much better results and more of the world will know who you are, where you are and what you do.
Is the goal of giving them something up front to get them to call you or to allow your call to get through when following-up?
Could be a way but I find that if you send several messages with useful or valuable information to your targets they may respond , but the job here is profile. This is the first item on the agenda for any new business. If you have an impelling urge to call them the old fashioned way then you might find it isn`t a cold call but a warm one because they will already know who you are. What I try to do is get them to call me. If you want a working example that runs for 14 days on autopilot send me your email and I will return an email to demonstrate this to you realtime.
Forget the research, know your market, know their hot buttons and ask a pointed prequalifying question. Knowing what you can accomplish is more than enough. Too many salespeople use research as a dodge. Get a name and call. Repeat this process at least 5 times a day when you`re established and all day everyday if you`re not. Stop procrastinating, get on the phone. Or, you can outsource this: www.outsourceyoursalesforce.com
With all due respect exsell, you`re wrong. We do it. We do it well. We do it for ourselves and for our customers. Passivity leads to failure, fortune favors bold action. Online media and permission based marketing should be part of a portfolio of marketing that must include professional, consistent, conversational personal contact with new prospects. www.outsourceyoursalesforce.com
Whatever technique you decide to use remember this...
1. Stand up when you talk on the phone. (your voice will sound stronger)
2. Put a smile a your face. (it comes through on the other end)
3. Don`t take "No" personally. (you end the conversation...not the person on the other end. This will keep you positive for the next call...which you should make IMMEDIATELY!)