I'd be interested in hearing more about your theory.
IMO, "Cold Calling" cold calling is never "Dead". It might fall out of favor or sport a new label but the primative nature of the concept precludes it from dying.
#12
MagicMan
Re: First Impressions
Quote:
Originally Posted by Bizal
COLD CALLING IS DEAD of any type.
Ok, you've got my interest. Why is cold calling of any type dead?
#13
Doc MC
Re: First Impressions
Quote:
Originally Posted by Bizal
COLD CALLING IS DEAD of any type.
Prospect profiling is the now and even that will die soon.
Anyone who cold calls either in person or on the phone is leaving sales to chance and sales is about methodology and systems, NOT luck.
IMO, cold calling is a more difficult way to go about prospecting, but can be useful depending on what you are selling. Either way, you always have to make an intial contact and "first impression".
#14
RainMaker
Re: First Impressions
OK Bizal...let's hear your alternative to cold calling (prospecting)...
#15
SalesPro
Re: First Impressions
Quote:
Originally Posted by CathieDag
OK Bizal...let's hear your alternative to cold calling (prospecting)...
I'd be interested in hearing about this too.
#16
RainMaker
Re: First Impressions
Quote:
Originally Posted by Bizal
Arhhhhhh
OK forum . a big Statement here.
COLD CALLING IS DEAD of any type.
Prospect profiling is the now and even that will die soon.
Anyone who cold calls either in person or on the phone is leaving sales to chance and sales is about methodology and systems, NOT luck.
Alright, Bizal...You've done a marvelous job building the suspense...I'm waiting to be enlightened. Let's hear it!
#17
Bizal
Re: First Impressions
Sorry we are back. Life is busy here.
Prospect Profiling
In simple terms this is collecting data on a suspect to get the following:
1: Who the decision maker(s) are
2: What they are looking
3: When they would like it
4: What the purchasing criteria is
5: What they like about their supplier
6: What they don’t like about the supplier.
Add all of the above into a sales database i.e. act, goldmine etc.
Now and only now speak to the decision maker ( at the optimum time) and sell a solution rather than asking them what they are looking for. Asking what they are looking for does not help thier business. Selling a solution to a business need does. These people are busy. Do NOT waste there time as so many people do.
Simple example
Selling IT support
Most contracts are for a year. So what is the point cold in cold calling when you have at best a 1-12 chance that they are looking for this service? Now if you had prospect profiled all the calls would be to people who are renewing or looking for an IT support company.
#18
MagicMan
Re: First Impressions
Quote:
Originally Posted by Bizal
Sorry we are back. Life is busy here.
Prospect Profiling
In simple terms this is collecting data on a suspect to get the following:
1: Who the decision maker(s) are
2: What they are looking
3: When they would like it
4: What the purchasing criteria is
5: What they like about their supplier
6: What they don’t like about the supplier.
Add all of the above into a sales database i.e. act, goldmine etc.
Now and only now speak to the decision maker ( at the optimum time) and sell a solution rather than asking them what they are looking for. Asking what they are looking for does not help thier business. Selling a solution to a business need does. These people are busy. Do NOT waste there time as so many people do.
Simple example
Selling IT support
Most contracts are for a year. So what is the point cold in cold calling when you have at best a 1-12 chance that they are looking for this service? Now if you had prospect profiled all the calls would be to people who are renewing or looking for an IT support company.
I'm not seeing how that supports the concept of "cold calling" is dead.
On a different note, where would you get all of this information without talking to someone?
#19
Bizal
Re: First Impressions
Cold calling is defined as speaking to a decision maker and making and starting the sales cycle.
Now the easy question
Do you like people who cold you and have not got a clue if you are in the market for a specific product and service?
In the larger companies these people can get hit with 20+ cold calls a week and hence most waste their time.
Now do you like some calling you who knows what you are looking for, what your budget and preferred solution is and is offering a solution?
That is why cold calling is dead.
Re how you get the data.
1: Buy it
2: Call and speak to their people in the company i.e. reception, people in the decision makers team etc.
#20
MagicMan
Re: First Impressions
Quote:
Originally Posted by Bizal
Cold calling is defined as speaking to a decision maker and making and starting the sales cycle.
I've never heard "Cold Calling" defined in that way.
Quote:
Originally Posted by Bizal
2: Call and speak to their people in the company i.e. reception, people in the decision makers team etc.
In many cases, wouldn't these calls fall under this definition of Cold Calling?
