Like you, people like you have been using various sorts of cold calling as a successful technique to increase conversions for decades. While the concept and practices of cold calling have changed over time, from door-to-door sales to outbound phone calls, cold calling remains an effective B2B outsource sales calls development strategy when done correctly.
What is the definition of a cold call?
A cold call is a sales tactic that involves contacting prospects who have not previously expressed an interest in a company’s products or services to bring them into the sales funnel.
It’s easy to get disheartened with a success rate of roughly 2% and an astounding 80% of cold calls going to voicemail. Let’s look at the facts before you start thanking technology for ending the “outdated tactic” of cold calling. Even more intriguing, 57 percent of c-suite executives and vice presidents prefer cold calling to other outbound marketing techniques.
Yes, cold calling can still be an effective lead-generating method for your company, significantly if you shorten your sales cycle. A cold call may influence a prospect in a way that emails or lead magnets alone can’t. By providing your value proposition and resolving objections quickly and decisively, a cold call can influence a prospect in a way that emails or lead magnets alone can’t. But you can’t go about it the same way you did 20 years ago.
When is the most significant moment to contact someone on the phone cold?
As one might expect, the data used to determine when a salesperson should dial hard varies depending on the source. The silver lining is that most of the data have overlapping times, making split testing easier. Keep in mind that these suggested time frames are dependent on the time zone of the prospects.
When making a cold call, how long should it take?
This is mainly dependent on how well the call goes, but on average, a good cold call takes over 6 minutes, while a failed call takes just over 3 minutes, with the first 5 seconds being the most damaging. Cold calling should be entirely about prospecting, not selling, whether the conversation is going well or not. This is especially true for B2B sales. The primary purpose of a cold call is to set up an appointment. You’ll be destined to a low conversion rate if you try to shorten your sales cycle by combining the prospecting and selling processes. Furthermore, keeping interactions brief ensures that the message is conveyed effectively.
Final thoughts
Today, a B2B cold call is merely another point of contact, not the primary method of communication. Even if you are thrown to voicemail jail, look at it as an opportunity. A well-crafted message may prompt a prospect to explore your organization, thus moving them farther down the sales funnel.
The disadvantage is that managing cold calling in-house might become costly due to labor expenditures. This is why many businesses work with a B2B lead generation company. Your salespeople can focus on the more critical elements of the process by outsourcing the starting stages of the sales cycle, such as researching possible clients, developing lead lists, launching email campaigns, phoning potential prospects, and qualifying interested decision-makers.
