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Mass lead gen (cold-calling) vs targeted lead gen

by Josh MacDonald
2 replies
How do you guys compare these 2 methods of selling:

A. Generate a list of cold leads that all require the same product. The old example is a list of small businesses with no websites. Qualify the cold leads in mass amounts with cold calling. Then setup an appointment to make your pitch.

or

B. Target a small group of businesses that are close by. Analyze each one individually for the IT service they need and build a small multi-page proposal. They may need an updated website, an app, ORM, etc. Deliver the proposal by hand.

What do you think of these 2 different approaches?
#coldcalling #gen #lead #mass #targeted
  • Profile picture of the author jamesfreddyc
    Originally Posted by Josh MacDonald View Post

    How do you guys compare these 2 methods of selling:

    A. Generate a list of cold leads that all require the same product. The old example is a list of small businesses with no websites. Qualify the cold leads in mass amounts with cold calling. Then setup an appointment to make your pitch.

    or

    B. Target a small group of businesses that are close by. Analyze each one individually for the IT service they need and build a small multi-page proposal. They may need an updated website, an app, ORM, etc. Deliver the proposal by hand.

    What do you think of these 2 different approaches?
    Won't you still have to go thru step A. no matter what? "Deliver the proposal by hand" is the same as a cold-engagement no matter if it's by phone or in person.

    Personally, I think you are overlooking a TON about cold-calling and proper methods to perform it effectively. Jason Kanigan here in this section is an excellent resource, search his posts and his youtube channel.

    I recently attended Oren Klaff's webinar where he laid out an approach that includes both of your steps A and B together where a first cold-contact is made (email, phone, linkedin, etc..). Then delivery of some content (your "B") and follow up series with a meeting and sale close. This may be product/service dependent though.

    If we are talking about a multi-thousands/millions deal then it will likely require this series of steps. But even if we have a more commoditized product/service (or perceived to be) then you can still pick and pull from the approach -- but I think you'd want to shorten the whole sales process by a LOT in this case.

    With that said, a good combo of A and B is probably a good idea but it requires a good start. Look up Jason Kanigan's work.
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  • Profile picture of the author Josh MacDonald
    I've already got a bunch of leads from method B and no I didn't have to cold call a large list.
    I'm just trying to weigh in and poll some experiences.
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