Cold calling. It’s not something that many of us like to do. It takes the right person to be able to sit down and “smile and dial” and get results. With the wave of social media that has hit, it’s important for business owners to not get sucked in entirely to these new marketing outlets and stray too far away from the old sales techniques. Proper training and techniques can make cold calls a bit easier. A business coach who has a sales background can help train your team if you don’t have the background and experience to guide them. Having a well trained team can potentially lead to an increase in sales and help make your business a success.
Steve Richard with Harvard Business Review lists 4 tactics that can help your sales team with their cold calls.
“As social media and web applications have become the hottest networking tools in business, too many sales managers are burying the cold call as an obsolete business practice. If you fall in this category I've got news for you: the cold call is not only alive, it's kicking. And it should be utilized by every B2B sales force.”
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Friday, April 9, 2010
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3 comments:
In this modern electronic market, I feel cold calling is not enough or even truly effective. Consumers and clients are online these days communicating in Facebook, Twitter, Linkedin and social bookmarking sites. The need for a successful business to have a social networking strategy is becoming more important everyday. Small to medium size businesses especially can use this type of word-of-mouth advertising to their advantage.
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Great article!! Cold calling can definitely be a tedious task, and businesses are even busier than ever now that social media has been added to the marketing mix. However, I agree with your thoughts that cold calling is still an important element of the business strategy and it has not been replaced by social media. That's which is why a lot of small businesses outsource that task to our virtual assistants. This way, the cold calling is in the hands of professionals who specialize in that skill set, freeing them up to see what social media tools are right for their business.
Ron Davis
www.virtualappoint.com
Cold-calling remains a strong force to generate qualified sales leads and business appointments. I must admit that it is still a great vehicle to increase sales.
Thanks for sharing this post.
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