If you're in the business of sales, chances are you know exactly what cold calling is all about. This type of sales strategy can be very difficult, discouraging, and challenging. In fact, 63% of sales representatives agree that cold calls are the worst part of their job. Can you guess how many buyers complain about sales reps and their nonstop efforts to persuade them to buy? A whopping 84%.
Put it this way, when was the last time you answered the phone to a random number? What about when you do and it's someone trying to sell you something, how did you feel? Most people just simply hang up the phone the moment they notice it's a sales call because no one has the time anymore.
So instead of wasting your precious time cold calling and getting absolutely no results, spend your time doing these 4 things which are more likely to provide you leads:
1. Work on Your Referred Clients
It's much easier and faster to close a deal if you're not a stranger to the customer. Every referral you get is an almost guaranteed foot in the door. Not to mention it also facilitates your job.
The easiest way to increase your referrals is by simply asking for them. After each experience, ask the client to send anyone they know your way and let them know you're ready to help. However, keep in mind that every customer interaction is different. Feel out the interaction first before asking for a referral, if you think the customer would be more than willing then go ahead and ask.
Tip: Regardless of your industry, product, or service, you should always be seeking referrals.
2. Sharpen your Skills
It takes a solid 18 or more phone calls in order to connect with a prospect. For most sales people this is completely normal. However, let's put it this way: imagine having to call your dentist office 18 times before you can finally get a hold of someone to make an appointment for you. Think about how much time you've just spent on the phone.
Instead of wasting time cold calling, use that time to learn something new that will pay off in the long run. The internet offers thousands of free and paid courses that will teach you new things or simply help you perfect your craft. Check out tutorial videos, get certified, take a course on marketing, learn another language. The possibilities are endless!
3. Keep Track of Your Social Media
The best way to market yourself nowadays is through social media. It's free, easy, and accessible. When you're considering purchasing a product or service or trying out a new restaurant, how do you usually do your research? Do you perform a Google search or look it up on social media?
54% of users say they use social media to research a product or service. This is why you need to dedicate some time to update your social platforms and stay engaged. Use these 3 questions to track your social media activity:
- How many days have gone by since I last posted on my account?
- When was the last time I followed a few new accounts?
- Have I interacted with other's posts via comments or likes recently?
4. Focus on Marketing Activities That Will Pay Off
Yes, cold calling will eventually pay off but you run the risk of wasting significant time and annoying a lot of people over the phone. Thankfully, there are plenty of other marketing-related strategies you can implement in order to enforce your pipeline.
For starters, clean up your database. Having a cluttered database will simply have you going through lists of clients that you might not have spoken to in 10 years. The cleaner and organized it is, the less opportunities lost and better customer interactions.
You should also utilize email marketing on the regular. Email marketing is a low cost/high ROI marketing method that is still relevant even after being around for so many years. Check out our blog on opening rates in order to create market emails that deliver.
Lastly, work on your content marketing! Any blog post, video, and social media post that you create and share are all examples of content marketing. They don't specifically have to promote or sell a product but rather stimulates interest in your products or services. It also helps draw any potential client's attention and learn more about you.