Cold Calling ++

It cannot be denied that cold calling is one effective marketing strategy. It would be more effective if you combine it with other strategies like SEO, SEM and E-mail marketing. Do you agree?

@bsummers

Just like any other marketing strategy... Cold Calling is only an effective marketing strategy if the telemarketer doing the cold calling has done their research first by identifying who they want to target and has a sales pitch offering a product/service that is relevant to the needs of the person and/or businesses they are calling.

Any single marketing strategy when done correctly and combined with another strategy(ies) always has the ability to be more effective depending on the goals of each marketing campaign being ran.

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Claude Whitacre

13 years ago

Originally Posted by bsummers

It cannot be denied that cold calling is one effective marketing strategy. It would be more effective if you combine it with other strategies like SEO, SEM and E-mail marketing. Do you agree?

All marketing helps all other marketing.

It's a good idea to be easily found online, because a prospect may want to check you out before they buy...or right after. It cannot hurt.

You'll also get an occasional easy sale from the SEO efforts.

But I wouldn't combine the two in a call.

E-mail marketing? Do you mean to people you call? I don't think it's necessary.

You are essentially using different media to get a different audience.

I would use multiple contacts if I were making an appointment to see them in person, and I do.

But on the phone? I think anything else is a diversion, if you mention it in the call.

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Aaron Doud

13 years ago

Everyone realizes this post is just spam to get people to click his signature links right?

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Claude Whitacre 13 years ago

Originally Posted by Aaron Doud

Everyone realizes this post is just spam to get people to click his signature links right?

Aaron; NO! The purpose of this thread is for people to click on my links in my signature.
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Jason Kanigan

13 years ago

Agree with Claude: talking about other marketing methods while you're on a phone call with someone is a waste of time.

"Let me send you some information." When has that ever turned into anything? Either the prospect is interested now or they are not, in which case you can call them back in 3-6 months. Their situation may have changed.

You have them on the phone now; have the qualifying conversation now.

Using the other methods to get some brand awareness before you call is helpful.

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DaniMc

13 years ago

Originally Posted by Jason Kanigan

Agree with Claude: talking about other marketing methods while you're on a phone call with someone is a waste of time.

"Let me send you some information." When has that ever turned into anything? Either the prospect is interested now or they are not, in which case you can call them back in 3-6 months. Their situation may have changed.

You have them on the phone now; have the qualifying conversation now.

Now now Jason - lets not get TOO hasty.

One of my marketing funnels is to ask people that very question if they wont set the appointment. When they say yes, we do all sorts of magic over the next few weeks - leading them through all the other marketing methods.

We warm them up big time and then call or go visit. It works well and I am selling this service like crazy.

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Jason Kanigan

13 years ago

Originally Posted by Dan McCoy

Now now Jason - lets not get TOO hasty.

One of my marketing funnels is to ask people that very question if they wont set the appointment. When they say yes, we do all sorts of magic over the next few weeks - leading them through all the other marketing methods.

We warm them up big time and then call or go visit. It works well and I am selling this service like crazy.

Did you get some pain on the table first? A reason why they would want to do business with you? Then I suppose follow-up like that could work because it's targeted.

But I would be wondering: why not now? Why doesn't the prospect want to do anything about the problem today? It must not be a big deal to them.

Going to visit would be nice. That's not an option in my niche. They're nowhere near me.

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DaniMc

13 years ago

Originally Posted by Jason Kanigan

Did you get some pain on the table first? A reason why they would want to do business with you? Then I suppose follow-up like that could work because it's targeted.

But I would be wondering: why not now? Why doesn't the prospect want to do anything about the problem today? It must not be a big deal to them.

Going to visit would be nice. That's not an option in my niche. They're nowhere near me.

When I'm working with a client - we isolate the campaign down to a targeted list. There are a few thou usually. Instead of doing ALL the marketing methods to everyone on the list - we call first and at least make a connection with the DM. Now we know who they are and that they will at least talk.

That's when we fire up email marketing, landing pages, direct mail, and a few other types of targeted marketing - aimed directly at the people we spoke with.

We don't go see them for the client - they have to do that part.

Essentially, we are engaging the clients marketplace. Creating a large group of prospects who know who they are. I guess you could call it Direct Market Branding. Or maybe Direct Branding.

It is expensive for small businesses to do all the direct marketing tactics to everyone - so we help them laser focus in on a group of a few hundred - and do all the tactics to THOSE people who are really starting to learn about my client over time.

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shane_k

13 years ago

Originally Posted by Dan McCoy

Now now Jason - lets not get TOO hasty.

One of my marketing funnels is to ask people that very question if they wont set the appointment. When they say yes, we do all sorts of magic over the next few weeks - leading them through all the other marketing methods.

We warm them up big time and then call or go visit. It works well and I am selling this service like crazy.

I agree with this, you can use the "let me send you some information" as a way to save a potential sale.

Originally Posted by Jason Kanigan

But I would be wondering: why not now? Why doesn't the prospect want to do anything about the problem today? It must not be a big deal to them.

You are assuming that their decision is based upon desire, when it could be based upon trust.

It could even be based upon a principle of theirs that they will never buy from someone over the phone, even if the pain and desire is there. Of course that could be a stupid principle to have but people aren't always rational.

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Jason Kanigan

13 years ago

Originally Posted by shane_k

I agree with this, you can use the "let me send you some information" as a way to save a potential sale.

You are assuming that their decision is based upon desire, when it could be based upon trust.

It could even be based upon a principle of theirs that they will never buy from someone over the phone, even if the pain and desire is there. Of course that could be a stupid principle to have but people aren't always rational.

I have never gotten a sale after "Send me some information".

In qualifying, I only want to deal with people who are interested in what I have to offer now. If they aren't motivated to buy soon, I move on.

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sohag19

Banned 13 years ago

Agree 100%. But i find video marketing to be the most effective.

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bsummers

13 years ago

Hmm..Interesting, I did not see it like that. What I used to think is that after you call and if they are not interested, you can just send them an email and call back in a couple of months.

Jason, you have a point, they are either interested or not. But don't you think it's good to leave them some information so that they will remember you?

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Jason Kanigan

13 years ago

Originally Posted by bsummers

Hmm..Interesting, I did not see it like that. What I used to think is that after you call and if they are not interested, you can just send them an email and call back in a couple of months.

Jason, you have a point, they are either interested or not. But don't you think it's good to leave them some information so that they will remember you?

No, I'll call them back in 3-6 months to see if their situation has changed.

Why put effort in and spend money on people who aren't qualified prospects?

I don't know how many times, especially before I got any sales training, I "educated" prospects and held their hands for months and months while they groped their way towards a decision. Say for accounting software. And then at the last minute some other guy swoops in and takes the order away. Sometimes I did the swooping. What's the point in doing all that work when another salesperson can come in at the end of the process and take the order? "Thanks for all your help; you're really great" doesn't pay the bills. Spend your effort where you have the highest chance of reward.

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Craig Paulson

13 years ago

Originally Posted by bsummers

It cannot be denied that cold calling is one effective marketing strategy. It would be more effective if you combine it with other strategies like SEO, SEM and E-mail marketing. Do you agree?

I use the phone strictly for follow-up on direct mail or other media. I know cold calling does work but the hit rate is so low that I'd rather send out a mailing or report or something similar, then you've got something to talk about.

Having said that. I have 2 employees a couple offices down who are doing just that - following up on a free report we send to our target market. Their hit rate (i.e. talking to a decision maker) is in the 30-40% range. Much better than straight-up cold calling.

But I admire the hell out of people who can cold call all day.

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Bayo

13 years ago

No.

Consder the fact that you would never advise a business to start coldcalling as a way out of their problems.

Cold calling may have it's place, but it's not at the top of the list or necessarily to be added to the strategy of many local businesses for that matter.

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Jason Kanigan

13 years ago

Originally Posted by Bayo

No.

Consder the fact that you would never advise a business to start coldcalling as a way out of their problems.

Cold calling may have it's place, but it's not at the top of the list or necessarily to be added to the strategy of many local businesses for that matter.

Maaaan....

Bayo you have a lot to share, but why are we bashing methods? You don't see me bashing facebook ads, or direct mail or whatever.

Either people are knowledgeable and competent with a skill or not. Doesn't mean it doesn't work if you're not.

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stallion1

13 years ago

i'd say cold calling is hit or miss, if your list is relatively targeted and your service is highly sought after, it's worthwhile

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Mwind076

13 years ago

I just want my sig in the list of ones to click on.

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Cold Calling ++

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