Ideally most of your business comes through referrals and customer initiated inquiries, but many businesses need additional marketing to find customers in order to meet growth plans. The question is, how can you do this efficiently? We often hear people tell us that they don’t like getting cold calls. We understand, we don’t like getting them either, but the fact of the matter is that most businesses at some point have to participate in this particular marketing activity. We strive to optimize cold calls so that your prospects and future customers have the best possible experience.
Our cold calls are different from sales calls. We never push for an outcome. It’s not in our best interest to do so. We are qualifying leads. We are “Appointment Setting” – not selling – there is a big difference. If we push for an outcome, then when the sales meeting happens both the salesperson and the prospect are asking themselves- “Why are we doing this?” We don’t want that.
First, we will find out who the decision maker is for your product or service. Then, we have a brief scripted discussion where we ask about issues and concerns, initiatives planned or in place to address those concerns, buying cycles, and budget. If we have successfully identified how your product or service can resolve a problem that the prospect has, then they often qualify themselves. We set the appointment for your salesperson to then move things forward.
In addition, if the prospect is not ready to buy, we get an idea of when the best time to call them back will be, if your product or service is a priority, we document CRM ready contact information including title, email, direct line or extension, location address, etc.
The idea is that because it is often a multi-step process, the initial point of contact is as smooth as possible – a qualifying cold call which is brief, efficient and professional.
