Cell phones are phenomenally powerful. But what if I told you that for all of their sophisticated technology and flashy qualities, their most valuable feature for a sales person is still the dial button?
Today it seems that everyone bows down to social media, trying to squeeze water from a stone with new-fangled marketing tactics. And all the while, you can be running circles around them on the phones.
I’ve said it before and I’ll say it again: cold calling is not dead.
What most salespeople don’t understand is that cold calling done right is just as powerful as ever. However, it requires a new mindset and strategy to make it work in 2019 and beyond.
I’m not one to leave you guessing. So allow me to introduce to you the 3 C’s of Cold Calling Done Right. They are: Consistent, Cost-effective, and Capital. Let’s break it down.
#1 – Cold calling done right will net you Consistent Leads
How is your funnel looking? Whatever your marketing team is doing (or not doing), building and maintaining an enviable list of qualified sales opportunities is the responsibility of the sales manager.
Getting the right list requires a strict lead qualification process. Maybe you’ve relied on the marketing team or a purchased list to get the phone numbers that matter. But we both know that’s a crap shoot.
Fine-tuning your approach is the key here. And it’s worth the effort. Once you have an effective cold call campaign system in place, the sky’s the limit. Seriously, if you dial in on your target day after day… well, it’s literally the closest you can get to printing your own money.
If you and/or your sales team show up consistently, the leads will start flowing consistently. You can bet on this, as sure as the sun rises in the morning.
#2 – Cold calling done right is Cost Effective
Do you believe that cold calling can be the most cost effective form of client acquisition? I know, this might seem like a foreign concept to you.
Of course, it’s not an overnight silver bullet for explosive growth. In fact, depending on your offer and industry, the sales cycle can take weeks, months, or even years.
But done right, it’s still the most cost-effective way to close deals, hands down. Don’t believe me? Let’s do a quick line-up.
Many have turned to digital strategies, with the expectation that a great website and online advertising will do the trick by itself. Not so. And a company’s mood sours quickly when they see how much of their efforts shuffle along on the oft-empty digital dance floor of trial-and-error. And while their “likes” may increase, no one “likes” an empty sales pipeline… or empty pockets. Ouch.
Yes, snail mail. It’s fun to see your face mass printed on a postcard, mailed to a list of (cross your fingers) corporate offices where your unsuspecting targets reside. How unusual, how unexpected, oops, and it’s in the recycling bin. Just like that. OK, to be fair, direct mail does have its place. And if you do it right, it can actually be pretty powerful. But when you factor in conversions and effort, it still doesn’t come close to cold calling in terms of cost-effectiveness.
I could continue about classics like event booth rental, site visits, and more, but I think you get the picture. When it’s done right, cold calling is the fastest and cheapest way to start filling your pipeline today.
#3 – Cold calling done right will net you Capital
With a winning cold-calling methodology, you can get anyone (and I do mean anyone) on the phone. This in turn translates to more face-to-face appointments with decision makers. And more meetings translates to more capital! Money, cash, moolah… or whatever you prefer to call it.
Also, when you know you’re in the room with the right person, you pitch with more ease, more confidence, and with greater success. Believe us, with years of experience getting C-Suite decision makers on the phone, we know a thing or two about cold calling for capital.
Growing your revenue by helping others is the name of the game, regardless of your industry or title. But let’s say you’re a sales manager and there’s no one on your team with a track record of pitching and closing execs. You can’t really blame them, nor can you imagine the amount of money you’re leaving on the table.
Tremendous gains can be had if you could just get in front of the big fish client you’ve been dreaming of hooking. A new revenue opportunity is knocking. Cold calling done right speaks the language of money.
Now, even if you had that big prospect’s direct number, would you know how to cold call right?
Here at C-Level Partners, we’ve made a business of securing qualified sales opportunities. And with over 15 years of experience navigating the cultural nuances and decision-making structures of top organizations, we have a penchant for getting it done right.
So if you’re ready to put some serious firepower behind your lead generation activities, we invite you to get in touch today. There’s no greater investment you can make than investing in client acquisition.
Until next time,