One of the most potent tools that The Global Associates B2B Lead Generation Company possesses is cold calling; however, one has to use it properly and with careful planning. It has the potential of boosting an organization’s business and enhancing profit margins, but the improper use of this effective sales tool can be detrimental for the prospects of B2B lead generation company. Despite all its advantages, cold calling is still hated equally by both the sales people and customers alike. It’s a surprising fact that very few sales persons like making calls for talking to unresponsive, sometimes hostile prospects. Similarly, the prospects hate it as it’s an unsolicited intrusion that eats into their productive time.
Present business scenario:
The business environment has undergone a metamorphosis over the past few decades. Faster communication systems have turned the world into a global village; but they have also put enormous pressure on people, especially in the higher positions. A decision maker today is far more stressed and occupied than his predecessor two decades ago; each minute is virtually a matter of survival for him. He develops a natural aversion for sales calls and even gets hostile sometimes.
How to make cold calling friendlier:
Building trust is the first step for developing a business relationship; allaying the suspicions of the customer and making them comfortable is thus imperative. Here are two things you can do to make your calls more client friendly.
1. Act like a problem solver:
Over-eager sales reps can do B2B lead generation company a lot of harm. Trying to close the deal in the first call itself is a sign of immaturity; you don’t yet know the prospect and they don’t know you. You should start by trying to build a little trust. If you present yourself as a problem solver capable of alleviating their pain points; you have a chance to take this business process forward.
2. Create interest:
It’s going to be a short call but it’s essential for you to create enough interest to encourage the prospect to meet you to see if you have anything worthwhile for them. Today’s business scenario doesn’t permit aggressive hard-sell tactics; a gentle persuasion is always going to be more fruitful.
The success of B2B lead generation company depends a lot on the success percentage of the cold calls they make. Adopting a targeted approach and making your calls more customer friendly would always make cold calling more effective.