Two Simple questions to find out if Cold Calling will work for your business.

Sales Results cold calling

I’ve been asked a question today and I thought I’d answer it as a blog post, because it’s a question I get asked regularly and I thought it might be useful to share.

Should we be doing cold calls? Is it right for our business? Could it really work for us and are we missing business because we don’t do it?

Ok, what are the ways we think about cold calls -I’ve written and blogged about this before, more about the actual mechanics, tools and techniques and I will link to those things here to provide a proper resource.

Cold calling is just a tool, think of it like any other marketing strategy, social media, advertising, networking etc., all can be good and all can be bad – just depends on the execution, timing, context and relevance to the product or service.

I’m considered a cold calling guru, but I don’t love cold calling, nor do I hate it. It’s just a useful tool and it can enable incredible results for almost no outlay, but it’s just a tool and one of many I have available. I have also seen cold calling destroy companies and fail to deliver any positive results.

Cold calling isn’t dead. You just can’t call like its 1989, however, I can promise you its not dead, yet. Millions of businesses around the world still rely on cold calling to drive new business and generate results.

Before you consider cold calling, you should ask a few questions and consider if it’s a good fit for your business. Before I share those questions with you, I just want to say, that, any new start business will benefit from cold calling – yes, any! Its useful for gathering intelligence, figuring out who your customers might be (that’s the subject of another post). However, if you are a new start, completely new, get cold calling.

So, lets quickly determine if you should be using cold calling as a tool for your business or not. Ask yourself these two simple questions,

1 – Do my prospective customers ever buy on the phone? Have they been called in the last 12 months, cold, and actually bought something? Service, products – it doesn’t matter.

2 – Do our competitors successfully use cold calling as a marketing or sales tool?

Both questions essentially address the same thing. Will my prospective customer buy on the telephone?.

OK – so how do we find the answers to these questions? For question 1 – Cold Calling! Well, maybe not, however, you need to reach out to people and ask them. Survey them, meet them, talk to them, you need to know how they buy and how you can best serve them. Learn from them. Listen.

The other side of this coin is learn from your competitors. How can you do that?. Call them. I promise you its that simple. Call the sales hotline, you don’t have to tell lies just tell them you are very interested in their product, which of course, you are, and that you’d like to find out a little bit more about them. You could ask “are you guys going to be around for a while?, how are you growing your business, how do you win new customers” ask with authority and you’ll be surprised how easy it is to get a useful response.

If your customer is buying through cold calls and your competitors are selling through cold calls, guess what? You probably need to be cold calling! Or at least looking at it seriously

Next up – skill set, do you have anyone who can do this? Who is experienced, willing and able etc..

Then you need to develop a basic script and answers to basic rebuttals/objections. Really important and I’ll do another post on that. If you need help in the meantime get me at gg@salesresults.co.uk. Then develop a list of people to contact. This is the most important part of a cold calling campaign, data is absolutely key. Buy it, build it, rent it – just make sure its really high quality and absolutely laser focused on your ideal prospect criteria.

Sales Funnel – just a basic funnel ,nothing fancy just get started and tweak as you go along – if you need help with this, please email me and ill send you an example. The main things you need to consider are; can we reach one customer? Then, can we sell to one person? That’s it. You can build and scale from that, no matter how horrible the data , you can tweak, build and scale from that.

This is for you If you think Cold Calling Doesn’t work: How Uber got started with cold calling.

Sales Results Cold Calling

I am constantly being bombarded with messages telling me cold calling doesn’t work – it must be true! However, everything I know points to the exact opposite.

Take Uber as an example. One of the hottest companies on the planet right now, raised $17 billion plus in finance, completely disrupted a well-established industry and are Hughley successful at doing so.

They have a fantastic app, beautifully designed and works exactly as you would want it to.

Surely Uber have never made cold calls? Not a company as super hip as this, they must have started with some secret technology hack or just been lucky that the idea went viral?

Nope. It turns out one of the main stays of their success in getting started was good old fashioned cold calling. Smile and dial. No secret viral sorcery – just old fashioned hard work and working the phones.

“ I went to Google, typed in San Francisco chauffer or San Francisco limousine, I just filled out an excel Spreadsheet and I just started dialling for dollars, right? First ten guys I called, three of them hung up before I got a few words out, a few of them listened for like 45 seconds and then hung up, and three of them said I’m interested, lets meet. And if you are cold calling and three out of ten say lets meet, you’ve got something” – Travis Kalanick, Co-Founder/CEO of Uber.

I’ve said it before and I’ll say it again: you have to be using the telephone.

If you need help using this strategy – get in touch here, we’d love to help.

2017 Sales Trends – What are they and will they work?

Sales Results results

At the beginning of a new year I’m often asked my opinion on the latest sales tools and at the same time seem to be bombarded with news articles and posts on social media alluding to new technology, trends or machines which will see the death of the traditional sales process. 2017 will be the year of Artificial Intelligence, the year of Machine learning, cold calling/ emailing are dead etc, etc.

My view is that people will always buy from people. Every year we hear that cold calling is dead, direct marketing is over and that consultative/social selling are the only ways to succeed. At the same time, we see countless companies create huge revenues using these, so called, outdated techniques and not just traditional (old fashioned) companies, how about uber or twitter? These businesses rely on it to drive revenues, they have sales reps dialling numbers day in and day out. I agree you can’t work the phones like its 1987 and if you’re doing it like that, you will fail.

Society tends to over hype anything new and especially technology. We always have an expectation that something will change everything.

All over the world entrepreneurs are still building big businesses using in house or out sourced sales teams, with the same set of tools and hustle that we’ve always had. So why do we care about the latest sales trends that will dominate blog posts and news sites and eventually pass with a whisper?

Unfortunately, its not that simple. In 2017 being an effective sales person means you have to establish yourself as valuable and a resource for information. Ignoring changes or even potential changes that sales teams need to use In order to be most effective would be foolish. Potential buyers are more informed than ever and using out dated sales techniques is a losing battle. As a profession we need to realise that high customer turnover is as bad as low customer acquisition – we should only be selling to qualified prospects.

Sales processes and techniques have changed, the principal hasn’t. I firmly believe that people buy from people and that skills in influence and persuasion are essential, if you are to thrive aa a sales person. I honestly can’t see a chat bot built on top of an artificial learning machine being able to fully automate sales anytime soon.

All of these distractions cause sales teams and managers to chase a magical new tool instead of working on the key skills that make us better sales people.

Technology can be a costly distraction; focus on being better communicators, better sales people.

When sales growth stagnates or drops, we tend to look for the latest trend that will automatically solve the problem and double our growth.

Don’t get me wrong – I do it!. I start free trials left, right and centre. The point is that these new tools and trends cause us to become obsessed with software or technology being the answer and it rarely is. Look at all those sites that have a widget that pops up as soon as you land on the page -just

annoying, right? But these companies must believe that this annoying pop up is the answer to increased conversion.

All this attention does is distract us from what we should be doing, and that’s focusing on the development of yourself and your team as sales people and getting better at our profession.

It’s Not Cool to be Old School, profitable, but not Cool.

Many of the companies we consult with are start ups and many of the CEO’s come from engineering or technical backgrounds. Their prospective on the sales process tends to be science based, they want to automate etc. This means that they have usually spent a great deal of time and energy doing just that – automating the sales process. In reality, they should have spent more time training the sales staff to be better salespeople, communicators and influencers. These are the people who will close the deal and make the sale.

My point is that fantastic salespeople are made. It’s the best way to protect your company and yourself from the trends that will invariably come and go. Build a team that can sell. There’s always value there with the rise of buyers having unlimited access to information. A great salesperson will always help them cut through it and help them make the right choice.

Sales Trends For 2017

OK, so what should we avoid in 2017 that will let you focus on developing your salespeople instead?

Predictive analytics

Complex algorithm that answers the question “why didn’t they buy?” It’s a question asked by thousands of sales managers in every imaginable industry and a magic algorithm that answers this questions sounds great, right? I promise you, you don’t need an algorithm to tell you.

Its pretty straightforward. The most likely reasons your prospect didn’t close are:

– They weren’t qualified before they entered the sales funnel.

– You didn’t persuade/convince them. (assuming they were qualified)

Focus on your people, train and develop them and help them get better at qualifying and persuading.

Split Testing

Way too much time gets wasted on A/B testing especially when prospecting. I’m not saying it’s not essential, it is. However, taking action is more important. Just do it. You’ll start to get a feel for the sorts of things that work and if you are going to use them again. If you are going to use again, then that’s when to A/B test.

AI Chat Bots

This technology simply isn’t ready. Until it can answer specific questions about your service or product, there’s no need to put a chat bot in front of your prospects- its just annoying. Its easy to imagine that people will seek out sites with real agents who can answer questions and give informed opinion – at the detriment of chat bot sites.

Outsourcing Sales.

A bit weird putting this on here, given that we provide an outsource service for sales, marketing and lead generation….. it did raise a few eyebrows in the office!

Its important that outsourcing sales compliments what you are doing in house and isn’t a replacement. In the case of outsourced sales it can be used really effectively whilst you recruit, expand, replace team members. It shouldn’t be considered a long term permanent solution. The sales team are just far too important to be a fully outsourced commodity. Lead generation can also be outsourced successfully, however, it relies on good in house salespeople to convert. Training and development are crucial in building a high-performance sales team.

The last Word

Sales isn’t easier now because of technology. I don’t think it will be any time soon.

Feel free to disagree with me, However, the next time you find yourself willing to spend time researching new sales widgets, please consider spending that time helping your salespeople become better. It will reward you quickly and sustainably. Focus on what will never change: the eternal truths of human interaction. Influence and persuasion are the most important skills any sales person could learn now and for the past 2000 years.

If you would like me to help you develop your sales team click here.