Despite the popularity of online marketing methods today, cold calling can still be a very potent tool for top B2B demand generation companies like The Global Associates in an era where lead generation has become a very challenging task. This age-old skill can help B2B demand generation companies convert greater number of leads into final deals if you can make your calls more appealing and result-oriented. Surprisingly, cold calling isn’t just disliked by the decision makers, even most sales people hate this time-tested tool. There is a need to do something extra, something special to keep this art relevant and effective.
B2B demand generation companies must be able to approach more and more decision makers and convince them about their suitability in order to improve their results. This task isn’t easy at all since today’s decision maker is very stressed and occupied. It’s important to make them feel comfortable by making your calls warmer and friendlier to make your approach easier; following are some ways for achieving this objective.
- Think and behave like a problem solver
The age of hard-selling tactics is long gone. Today’s customer doesn’t entertain selfish sales reps, you are likely to be rejected if you sound like one. Their needs and requirements should be your first priority, do your homework well to know their issues and pain points before calling them. Have a customized solution ready and show your good intent to win their trust. Remember, don’t be in a hurry, you cannot close the deal in the very first call.
- Create interest
Creating interest in the minds of the decision makers is essential for B2B demand generation companies to keep them listening. Make them believe every time that you have something worthwhile for them to persuade them to talk to you again and again. A carrot is needed each time you make a call.
The success of B2B demand generation companies depends a great deal on the success rate of their cold calls even in this age of online marketing tools. Make your calls warmer and friendlier to make them more appealing for the customer to taste greater success.