Friday, November 18, 2011

Cold Calling Brings Relationships

With so much emphasis being focused on Social Media Marketing these days it is easy to under estimate the power of the phone for establishing deep long lasting customer relationships.

What I think you need to remember is that of all the channels you can use for Marketing, Cold Calling is still one of the FEW ways if not the only way to be proactive in your marketing attack. Everything else waits for the prospect to contact you! With cold calling you go out and contact the prospect. In addition it is one of the only marketing tools that will give you an instant two way conversation with your prospect to allow you to secure a long lasting relationship.

So here are 5 ways to set up and focus yourself on attaining desired cold calling results:

1. Define your criteria. In any sales and marketing attack you need to define your target as narrow as you can. The more specific the better. Narrow nitch yourself

2. Have a preset agenda. You need a road map to get where you want to go. If not a “script” have an outline of where you would like to guide the conversation towards. Use open ended questions (how many times have you heard that?) and pointed questions. Might as well find out if their needs are real and what their time table is on your product or service. 1 day, 1 week 1 month 1 year, ask and find out.

3) Keep it relevant. To be effective you need to be relevant to the prospect. If it’s not important to them they will not care. So before you pick up the phone ask yourself, Why am I calling and why should they want to hear about it. If you cannot answer this question, you might as well not even pick up the phone in the first place and go on making that paperclip chain.

4. Have a voicemail strategy. Ya sorry but you got to figure that at least 75% of your calls are going to voice mail. That is just the way it is. Have a 15 to 20 second voicemail advertisement ready to go. If they want it, if they need it, they will call back.

5. Integrate your marketing channels. As a standalone you can and will get activity off your telemarketing attack but… if you can put it together with a planned multichannel attack you up your odds of success. You give them ways to approach you that they might find more suited with their nature.

Larson Notes & Satire: Telemarketing works cold calling works that is why we do it. If it didn’t people would not pay us to pick up the phone on their behalf and make the calls.

As stated best is a multichannel attack because one size or one approach does not fit all. Need help call us.

“We don’t sell lists, we find customers.”

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Howard Larson

Larson & Associates
Target Marketing & Telesales Professionals for new account acquisition
Making good businesses great and great businesses even better

P.S. We make telesales for small business affordable by offering programs down to only 15 hours a week. Maybe you could add telesales into your marketing mix call today and find out.

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