I posted on the subject of cold sales calls a couple of years ago and it continues to be common subject matter with my clients. I dug up the original post, mad a few edits and here are my latest thoughts on the subject of cold sales calls.<\/p>\n
There are many views on the subject of cold calling. For myself, a cold call involves attempting to talk to a person I do not know about a something I have no idea whether or not they will be interested in. In my mind that is a marketing activity as it results in the generation of prospects, not sales. Today, this is often a telemarketing function. At that point the prospect is handed over to the sales force for follow-up. You may have marketing and sales responsibilities, but do not confuse the objectives for the two functions.<\/p>\n
Marketing activities produce prospects and sales activities produce customers.<\/p>\n
I don’t consider any call ‘cold’. In the worst situation I will be calling someone I have not talked to previously, but with the belief that they may be interested in doing business with me due to research that has been conducted. It is not a call out of the blue sky. Here are a few tips when making those qualifying calls:<\/p>\n
Interestingly, these are tips that apply to making all sales calls.<\/p>\n
There is no such thing as a cold sales call, so get out there and start helping.<\/p>\n
Good selling,
\nRichard<\/p>\n","protected":false},"excerpt":{"rendered":"