Stop Cold Calling Its a Waste of Resources

Stop Cold Calling It's a Waste of Resources

Think about how you feel when you get a cold sales call. Annoyed at the interruption, belittled by the implication you couldn't go and find the product or service if you wanted it, or just angry that you've just received your tenth call about insulating your home.

Cold calling is simply out dated and a lazy way to get sales, not to mention inefficient. The chances fo turning someone from not even thinking about your product or service to placing an order are very thin indeed. Even if you do get a result they are probably just trying to get you off the phone. They'll cancel the order or just not be in for the appointment.

There is a better way.........

So if cold calling is not the way to do it what are the alternatives.

Warm Calling
Hot Calling
Inbound Calling

Three much better ways and the further down the list you go the better they get. The next one down would be people calling you up and begging you to sell to them. Wouldn't that be great.

How do we move from cold to warm. Well warm indicates that the person you are calling is at least aware of what you can offer them and has in some small way indicated they have a vague interest in what you do.

Expose them to your Marketing Message

To get to this stage they need to be exposed to your marketing message in some way. A print ad, a mailing, a broadcast ad, a web ad, a live event, a kiosk promo. There are litterally hundreds of ways in which this can happen but happen it must.

The marketing message must be interactive and offer them some relevant value in exchange for their details. So take a kitchen seller for instance. A kiosk in a shopping center offers a discount voucher or a free planning guide in exchange for the persons contact details. Telephone, Address, Email.

Now anyone accepting this offer is obviously thinking about buying a new kitchen at some time in the near ro medium term. So you already have a warm lead to contact. If your sales team have learnt the sales process as taught in The Business Builder Club, then they will now how to proceed for maximum results.

HOT Leads

A HOT lead is similar to the above but they have expressed an intension to buy a new kitchen in the next month. Apply the sales process and you have a great chance of making the sale.

Inbound calling is the best solution. Sales professionals will be queueing up to work for you when you get to this stage. Its like shooting fish in a barrel. Your marketing message has been seen and absorbed, your reputation is high, you have loads of testimonials, and everyone knows someone who has bought a kitchen from you and is delighted.

As far as new kitchens in your area are concerned you are the 'Go To Guys'. As soon as someone starts to think about replacing their kitchen they think of your company adn call you. Your competitors will have a mountain to climb to sell against you and your profits will be heading for the roof.

So come on. Work smarter on your sales and marketing. Don't annoy people, wow them. Offer them something of value in exchange for their permission to contact them about something they have a desire for.

Author:
Steve Wardle - CEO, The Business Builder Club


By Steve Wardle - Founder of TheBusinessBuilderClub.com
http://www.TheBusinessBuilderClub.com