Cold Calling is the toughest form of business to business sales. Many old school sales managers live and die by this type of business generation. This is how this old school method is suppose to work, and don't get me wrong, it works but it is not that effective.
So,... Cold Calling is the marketing process to call or visit a prospect with no prior notice. The sales person just walks into the business or calls the business and starts the sales pitch. The sales pitch is called the sales funnel. The idea of a funnel is understanding the broad spectrum of the customer's needs and narrowing them down into the point of sale. Sales funnels anticipates these needs of specific businesses and already know the problems businesses are facing and the solutions are ready made for the sale. This is the packaged product which the sale is about.
Cold calling works best if you are talking to the decision maker and you know him or her by name because you did your research. Always know the company, its history, its business and its employees at the top level. Learn to relate to their needs by see the flaws and your sales funnel will work.
But this blog is about,... "Never Cold Call". Now why is that?
First and for most,... if you cold call it means you have just put yourself below the status of the business as you are order getting. It is much better to order take. Order taking means that they are not prospects but more than 50% sold clients for your business and you are the pre-determined solution for fixing their problems. Now you just have to close the deal.
Look at it this way. You decide to got out for lunch. You pick the restaurant. The server comes to the table. You have looked at the menu. You are sold when you walked into to the restaurant. The server is just order taking. Who made the sale? You did! How? The marketing of the restaurant as the authority of what they have to offer to you.
What does this mean? How can you become that order taker? Order taking is NOT Cold Calling!
Do you see how it works and how it will work for your business?
