Has cold-calling ever worked for you?
I have made thousands of cold-calls both face and phone over the years, more so in the early part of my career.
One of my first jobs was selling life insurance door-to-door in the western suburbs. I didn't really enjoy this experience, however I learned about the power of sales-process and overcoming rejection, which put me in good stead for later in life.
I then worked spruiking at shopping centres and tradeshows armed only with cleaning products, a microphone, and the sound of my own voice to keep me company - this was cold-contact selling, but with leverage from marketing via television.
In one of my businesses prior to BOOM Sales! we created one of Australia's largest web marketing companies, using a combination of outbound telemarketing and other lead generation activities. We had in-bound and outbound telemarketing that was supported with process and a sales team.
We had search engine marketing and backward links driving in-bound enquiries, and although these types of in-bound calls are considered warm, they need to be treated with the same support and process as a cold-call.
Many salespeople make the mistake of treating in-bound calls as easy wins or a guaranteed sale. However, my experience suggests you need to engage customers in the same way, don't skip steps in y0ur sales-process, and never assume they have buy-in just because they called you, as they may also have called three of your competitors.
Has coldcalling ever worked for you - To learn more about this author, visit Trent Leyshan's Website.
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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