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Big Truth: Cold Calling Is Not Dead
SHOW NOTES AND LINKS
A cold call is defined as:
When you call a person who doesn’t know you, and is not expecting your call. So, if you just get a name, your call is cold. Your conversion rate is less than 10 percent, and you are in the “dialing for dollars” league.
Compare cold calling to referral sales. When you receive a referral introduction, you are pre-sold, your sales process shortens, and you ace-out the competition and convert sales prospects to clients more than 50 percent of the time. There is no other lead generation or business-development process that comes close to these results.
I don’t agree that Cold Calling is a thing of the past; I believe with the combination of Social Media, Cold Calling can actually work well.
There is no denying that referrals, Current Customers, and Word of Mouth are the best ways to get new clients, however Cold Calling can still pay dividends if done correctly.
* Cold calling can be very effective for salespeople who excel at it.
* The vast majority of people who are cold calling do not excel at it.
* A major reason for the vast majority failure to excel at cold calling is the fact that cold calling in many companies is assigned routinely to entry-level inexperienced novices. In other words, companies delegate work that takes a high skill level to people who have no idea what they are doing.
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By Terry E Thompson
SHOW NOTES AND LINKS
A cold call is defined as:
When you call a person who doesn’t know you, and is not expecting your call. So, if you just get a name, your call is cold. Your conversion rate is less than 10 percent, and you are in the “dialing for dollars” league.
Compare cold calling to referral sales. When you receive a referral introduction, you are pre-sold, your sales process shortens, and you ace-out the competition and convert sales prospects to clients more than 50 percent of the time. There is no other lead generation or business-development process that comes close to these results.
I don’t agree that Cold Calling is a thing of the past; I believe with the combination of Social Media, Cold Calling can actually work well.
There is no denying that referrals, Current Customers, and Word of Mouth are the best ways to get new clients, however Cold Calling can still pay dividends if done correctly.
* Cold calling can be very effective for salespeople who excel at it.
* The vast majority of people who are cold calling do not excel at it.
* A major reason for the vast majority failure to excel at cold calling is the fact that cold calling in many companies is assigned routinely to entry-level inexperienced novices. In other words, companies delegate work that takes a high skill level to people who have no idea what they are doing.