Does cold calling really work?
Cold calling is dead ...
Long live the cold call
Cold calling is dead. That’s what they say, and it’s easy to see why. Everybody’s busy, and nobody likes to be interrupted by strangers selling stuff. If customers need something, they just order it online. Contacting strangers and convincing them to buy a product seems like an inefficient way to seal the deal.
And it is. Vanishingly few prospecting calls result in conversion – that is, an agreement to attend a local product seminar, to look for a brochure in the mail, to take a survey, or to accept a second call from the sales representative.
Cold calling is old-fashioned but it remains an essential part of the selling process, where it transforms strangers into prospects.
CEOs and other top executives say they prefer phone calls to email and other media, especially in the early stages of planning a project.
ONE OR MORE COLD CALLS IN 2019 (RAIN Group)
FROM SALES REPS VIA PHONE COMPARED TO EMAIL, FAXES,
DROP-IN VISITS, AND OTHER MEDIA, ACCORDING TO
PHONE CALL STATISTICS.
THEIR MOST VALUABLE TOOL FOR WORK – ALONG WITH
CRM SOFTWARE, EMAIL, AND SOCIAL-MEDIA
PROSPECTING. (Marc Wayshak)
FROM PHONE CALLS WITH SALES REPS. (RAIN Group)