An Insight Into Reasons Behind Failed Cold-calling Efforts

By Author: William Snyder
Total Articles: 3

Whoever says cold calling is dead today couldn't be farther from the truth. It is not dead rather, alive and well. People sounding the death knell for cold calling need to reconsider their premature dismissal of this age-old marketing technique. Lots of companies in Canada are getting business from contacts listed in Canada business databases. These contacts are turning into customers through cold calling efforts. Although a lot of attention now is paid to social media, white papers, blogging, search engine marketing, and search engine optimization, cold calling has not lost its luster.

Understanding the relevance of cold calling to increase business productivity, it is necessary for your company’s Salesforce to avoid known pitfalls while calling. This blog highlights a few of them.

Making Few Calls

When your Salesforce is making six to ten calls a day, it usually does little to generate prospects for your business. It is simply a waste of your company’s valuable resources as you should have a fully researched and reliable contact list of your target audience, before you begin your telemarketing campaign. Minimum 60-80 calls a day per sales executive can help in prospecting. Calling a greater number of contacts will not only lead to fixing meetings, but also make sales representatives better at the sales pitch and objection handling.

Weak Value Proposition

Sales call value proposition should not be imperceptible,but rather, appealing enough to your potential customers for them to fix an appointment with your field executive. Meeting someone in-person to explain the features and benefits of your products and services is better than doing the same over the phone. Fixing a meetings with your prospects is not a cakewalk. Your sales call, should, therefore, drive maximum value to your customer and compel them to meet you.

Seeking Long-Time Commitments

Never expect your first meeting with a customer to last for an hour. In the first meeting, your prospect may simply be interested in investing as little time as possible and getting more information out of you. In that little time, try to create maximum value for your client. Show them how your business can add value to their work or personal life. This way, you end up getting better leads from your US or Canada business database.

Expecting a Meeting after the First Call

It is hardly possible to meet your customer after the first call, as it is a general tendency among people to say “no” to every sales representative. The first attempt on your part may evoke an objection. This way your client tests you to check if the meeting is unavoidable. You should, therefore, ask your customer twice for an appointment. A good telemarketing executive never gives up on their efforts to meet a client.

Failing to Resolve a Prospect’s Queries

Objection handling is the most important part of any sales process, and if you fail at this stage, your customer may completely reject your product or, service. At the time of cold calling your potential customers, you encounter objections to scheduling a meeting, such as, “Just mail me the information you are talking about, I don’t have the time right now, I am out of town," even if they are not. A good sales representative tackles these objections skillfully. They do this by showing the value of a face-to-face meeting in better understanding the product and subsequent action.