You may have heard the whispers…
“Cold calling is dead…”
Maybe you’ve heard it from a fed up salesperson that can’t find success with this technique.
Or maybe, you’ve heard it from an arrogant businessperson who doesn’t see the value in it, because… they believe they can get the business they need through inbound marketing, or referrals.
So is cold calling really dead? On the way out perhaps? Or is it here to stay?
Here at PhoneBurner, we firmly believe that cold calling will never die – and today, we’ll give you our reasoning.
Just make sure to have your phone handy – you might have a new sense of motivation for cold calling after reading!
Your Competition Gives Up Too Soon
Here’s an interesting stat: 80% of sales require 5 to 12 follow up calls. But 44% of salespeople give up after just one follow-up.
That presents an opportunity for you. Those salespeople who quit after just one follow-up are likely the same people who yell, “Cold calling is dead!” to anybody who will listen.
If you can commit to cold calling and stay persistent, you’ll make the sales that your competition never gets a shot at.
This doesn’t even take into account all the businesses that have given up on cold calling altogether. It’s hard to blame them: cold calling is tough, there are other ways to generate leads and sales, and it’s in our human nature to avoid uncomfortable situations.
But if you have the gumption to keep plowing through call after call, you’ll see success.
You Learn More About Your Customer
Sure, with outbound marketing, you can create surveys to learn more about your customer, and that can work to a point…
But when you’re constantly making cold calls, you get to know your customer inside and out. You hear the same objections, discover their fears, and learn how to overcome everything and make the sale.
This knowledge cannot only lead to more effective cold calls, but you can use it to craft highly targeted inbound marketing strategies.
And the only place you can TRULY get it is by talking to people.
It’s Easier Than Ever to Turn Cold Calls to “Warm” Calls
With so many contact intelligence tools available, it’s never been easier to research prospects before making cold calls. With LinkedIn, for example, you can browse through common connections, view projects that your prospects are working on, and even connect with them before making a call.
Businesses Are Buying More Phones
Here’s another interesting stat that you might not expect: A recent study revealed that the number of desktop phones shipped to businesses has grown by 45% in recent years.
That’s right, businesses are actually buying more phones than they used to.
Managers want their sales staff to maintain rapport with clients, and they know it’s difficult to do through email alone.
If you really want to connect with your clients, cold calling really is key.
Calling Existing and Past Customers is Still Cold Calling
My home insurance agent calls me every 6 months or so. He wants to know how I’m doing and if I’m interested in adding an auto policy. This year I did.
My web host calls me yearly to tell me about new products and to alert me about products in my account that are set to expire. Those calls often end with me plunking down my credit card.
Cold calling doesn’t just mean calling strangers. If a client or a past customer isn’t expecting your call… if they haven’t raised their hand with a request… it’s a cold call.
In fact, your house list might be one of the most valuable cold calling lists you have.
So… cold calling is dead? Pffft.
It’s very much alive.
Sure, there other lead generation methods you can, and perhaps should, pursue. There are great ways to encourage targeted prospects to reach out to you, rather than you having to reach out to them.
We like, and use those methods too.
But they’re not a replacement for cold calls. They’re the perfect complement.
What do you think about the future of cold calling? Let us know in the comments below…