Businesses that consider using call calling often ask questions about its effectiveness. At One of a Kind Sales, having made thousands of cold calls, we can attest to its effectiveness in generating leads. But I recently came across some statistics from the RAIN Group about how direct outreach, including cold calling, is regarded by business decision-makers. Their research showed that more than half of senior decision-makers prefer to be contacted by phone. When businesspeople are actually in the market for a solution, more than 71% of them say that they want a salesperson to reach out to them directly. And up to 50% of sales go to the “first mover” – the solution provider that reaches out first to the potential buyer.
Often, we hear salespeople complain that prospects don’t pick up the phone, but the statistics show that 67% or two-thirds of buyers have picked up the phone at least once for a new provider in the past year. Making a direct phone call to a prospect is regarded as the most effective tactic by almost one-third of salespeople and you’re more likely to get new business from this type of direct outreach than from an email campaign. Yet many salespeople who are tasked with lead generation don’t have specialized cold-calling skills.
For people who sell for a living and any business that has a sales objective, evaluating the effectiveness of your lead generation efforts is important. Because we have limited time those resources must be allocated effectively. We believe that a business should have multiple channels to generate leads – a mix of inbound and outbound methods. Our experience combined with the statistics regarding the perception of cold calling among decision-makers strongly suggests businesses should be using cold calling as one of the lead generation channels.
What’s important about these statistics is that they show that if you are calling a list of people that are likely to need your solution you have a strong likelihood of qualifying strong leads and converting them.
Do you wonder if Cold Calling would work for your business? If so, give us a call to find out. At One of a Kind Sales, cold calling is our specialty. We qualify leads and set up appointments for our clients so that their salespeople can go in a close new business. We also train sales teams to do cold calling and can ensure that you have the proper systems in place to maximize the impact of cold calling. Reach out to us at 908-879-2911.