Are social networks the last nail in the coffin for cold calling?

Quote:

Originally Posted by 6Consulting

Social media and the tools it provides enables businesses to prospect better.

Social networking is only one aspect of social media. In my opinion your statement that "social networking will replace cold calling as the predominant method of prospecting in business" is misguided.

Quote:

Originally Posted by 6Consulting

Cold calling has been served notice, a new era beckons and with it an altogether different way of working. Social Networking is here and it will replace cold calling as the predominant method of prospecting in business.

You believe that social networking sites like Facebook, LinkedIn or MySpace will "replace cold calling as the predominant method of prospecting in business"?

Quote:

Originally Posted by 6Consulting

Cold calling has been served notice, a new era beckons and with it an altogether different way of working. Social Networking is here and it will replace cold calling as the predominant method of prospecting in business.

How do you prospect for new business with social networking? Do you send your offer through a message system like you would email? Isn't that spamming?

Some salespeople don't like cold calling and will jump on any reason not to do it or try any idea that promises no more cold calling.

Social media and the tools it provides are very powerful - if used correctly - for salespeople. Social Networking, bookmarking, media and more all have their uses.

The very nature of social media means you do not SPAM people, but create engaging content for people to discuss. We are on a social media site right now discussing issues that have arisen from engaging content.

In the UK this topic has sparked fierce debate with a 50/50 split for and against the hypothesis. Not surprisingly the people against teach cold calling as business! What they should be doing is looking into the subject and ADDING social media as a tool to sales departments as opposed to fighting the inevitable. Sales is a process, social media is a step in that process. If done well, warm calling becomes prevalent as opposed to cold hence the demise of cold calling as a central practice in sales departments (B2B, B2C or other!)

As ever, I am pleased that the article has caused such a conversation/debate, it shows and proves the power of social media!

6consulting, I have 3 concerns:

1. Your thesis in your original post in this thread is that social networks are "the last nail in the coffin for cold calling," not that cold callers should add social media to their mix, yet in your last post, you change your point-of-view to state that sales departments should be adding social networks to their existing activities. Those are two different points. Which one is your accurate position?

I agree that sales and marketing people should be adding social networking to their mix. I do not agree that social networking is the last nail in the coffin for cold callers.

2. It appears you are in the business of social networking (based upon your current profile here at SalesPractice). In this thread, you've been promoting social networking as a replacement for cold calling.

Yet, you chastised others who don't agree with you because you anecdotally accuse them of selling cold calling training for a living. That's the pot calling the kettle black, I believe.

3. You stated "Cold calling is less effective than it was 5, 10, 15 years ago. There is a wealth of data and research to back this up."

I asked you to in an earlier post to provide this data and research to the SalesPractice community. Seeing that you've haven't, it appears that there really isn't a wealth of data and research that you can point us to. But what there is, is merely your opinion.

It's okay for you to have an opinion, of course, but please don't call on "a wealth of data and research" to support that opinion if that data and research doesn't really exist.

Thank you.

Skip Anderson

Quote:

Originally Posted by 6Consulting

The very nature of social media means you do not SPAM people, but create engaging content for people to discuss.

Social media tools are constantly being used for SPAM purposes. That's a fact.

As Skip pointed out you first claimed "Cold calling has been served notice, a new era beckons and with it an altogether different way of working. Social Networking is here and it will replace cold calling as the predominant method of prospecting in business." I asked you if that was a statement you wanted to stand behind and you said, "Yes" so I think it's fair to ask how exactly will "Social Networking" replace cold calling as the predominant method of prospecting in business?

Can you tell us more about the research you're quoting 6Consulting?

Hello all

I'm new to this forum but wanted to join in the conversation as my position here on this topic is unusual: I own the WeCanDo.BIZ site that Matt saw such great results from; but my other business is a telesales business!

I think Matt's point was that lead generation for many companies is rarely ever more than sales people hitting the phones. But as this gets harder -- and combinations of increasing legislation, dependence on voice mail and the pressures a touchening economy put on managers in target companies -- there are other ways of getting to your target audience in a way that, to them, may seem less obtrusive.

As sales professionals, we are always looking for people who want to buy ahead of people we can sell to. No matter how mucvh you consider a target audience and their needs, cold calling is always promoting the sell -- looking for people who may not know your company to try and establish their need and present a solution. In a day on the phone, it is tough finding and closing people with a need great enough to want to buy. With social networking, you can have many more contacts active and more easily research their need -- those that need what you want will "stick" better than the ones where they can't envisage ever doing business from you. So, you find yourself cultivating only relationships where business is a likely outcome. The rest qualify themselves out.

We will never stop picking up telephones. But if you use online resources to better qualify the contact first, chances are you'll achieve a lot more in the calls.

As someone who is classicly trained in Customer Centric Selling. If there isn't a need, there isn't a lead. Take a look at this list of needs that our members share and you'll see that we, in particular, use social networking to help you get closer to your customers quickly: http://www.wecando.biz/rss/bizneeds.php

IH

Are social networks the last nail in the coffin for cold calling?

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