Prospecting For New Business - Cold Calling
There has been a lot of debate in sales blogs and sales articles recently about the effectiveness of cold calling. Many people are taking a stance so that they can 'carve' out there own piece of the marketplace. Cold calling is dead screams one blog whilst another screams that cold caling is the best way too win business.
There are levels of cold calling - many of these are generally also referred to as warm calling.
When approaching someone who is a prospect to do business with you you are making a cold call.The most difficult kind of cold call is when the person you approach:
• Has never heard of your company.
• Doesn't believe he or she has any use for your product or service.
• Seems to be annoyed that you are bothering him/her
• Just doesn't like your approach
The best kind of cold call is when the person you approach:
• Knows your company.
• Knows something about your product or service.
• Knows that he or she has a need.
• Has heard about you.
• Had meant to call you.
This type of response comes from effective prospecting. Effective prospecting begins way, way before you ever pick up that phone to make the introduction. When you have an effective prospecting strategy in place you can have these golden moments when someone answers your hello with "I just meant to call you!"
Prospecting can start with the marketing efforts and brand building of the company. Never rely on this. The most effective salespeople know that they are the single biggest component of their business generation prospecting. The first step is this realisation. The second step is to have a sales prospecting strategy in place.
Check out the free sales resources on my blog and website to set you on the way to developing youjr effective sales strategy