One of the most common questions I get asked is
“what do you think of cold calling?”
Here’s my take on it…
I don’t have a problem with it but what I know about cold calling is this…
It’s heavy lifting – and unnecessary heavy lifting at that
What I mean by that is simply this…
There are heaps of more effective ways to go direct to your dream clients, especially if you dislike
So what I’m going to do here is give you some reasons why you may want to reconsider cold
calling if you’ve been doing it and then give you some examples of the Direct to Corporate
approach that I help my Conversion Mastery clients to implement.
Reason 1 – Shrinking ROI
In a recent survey by leadcreation.com.au of over 100 sales and marketing professionals working in sales management
and sales training, it was reported that a whopping 85% of respondents felt that the effectiveness
of cold calling had either reduced or greatly reduced in the past 5 years.
To support that finding, one of my clients who actually has a telemarketing team that call and
make appointments for their sales reps found that they only get an average of 2 appointments for every 60 calls
that they make.
Reason 2 – Authority Suicide
The other reason that you may want to either reduce or stop cold calling is that when you cold call a prospect
mentally, you are immediately put in the same category as an off shore telemarketer who calls you at
7pm while you are trying to bath the kids and suggests you should change telephone carriers
Reason 3 – There are so many different alternatives
With the same amount of time it takes to make 100 cold calls the same amount of time can be spent
so much more productively publishing content that can position you and your business
way more favourably to your target audience which with some consistency over time
can mean you have clients contact you.
But what if you still want to go direct ?
If you want to go direct there are still some great ways you can achieve this and show up with way
Just today I had a client that I helped develop a direct to corporate strategy for 3 years ago that
recently just won a 50K contract with Coles.
In the book that I wrote Attract Dream Clients I talk in detail about ways you can go direct to the
clients that you would love to have but never thought you’d ever get.
You can download the book by going to this link
Other version of the direct to corporate strategy I have been working on with clients
Sending an Mp3 player and Magazine Style Report with valuable education based content to direct clients
Public Address System Sales
Sending a IPAD with a professionally shot video containing
education based marketing content to target decision makers
If you’d like to find out more about how you can the Direct to corporate approach to attract
and convert your dream clients without ever making another cold call, come join me
for the next 1 Day Professional Sales Master Class this month on the 28th June.
On the day you will learn exactly how I am able help clients to get 50% of targets on the phone and
20% appointment rates.