I am frequently asked, “is Cold Calling a waste of time?” Given that my business is to find and place, train and manage Cold Callers and that we at One of a Kind Sales LOVE making Cold Calls, I can confidently say, “YES” – when done poorly, Cold Calling IS a waste of time!
This may sound blasphemous – how can someone who LOVES Cold Calling, admit that it is a waste of time?! I am able to say this because I KNOW that it is true. I meet salespeople all the time who are wasting their time – and the time of their potential prospects – by using outdated scripts, poor techniques and/or ‘winging’ it. Too many people think that Cold Calling is just a matter of picking up the phone, dialing a number and chatting with, or worse yet, bullying the person on the other end into setting up an appointment. This could not be further from the truth!
Cold Calling is an art and a science. There are proven techniques and approaches that you need to learn in order to be effective. And you must be able to LISTEN to, and empathize with, your prospect. Most people are NOT born with these skills but with training and guidance, they CAN be learned.
Successful Cold Callers know:
- They need to be consistent, making calls daily.
- They need to be persistent – and know not to give up!
- Their KPI’s – their Key Performance Indicators (check out our post Are YOU Dialing Blindly for more on this).
- The VALUE of their work – they know that the appointments they set with qualified prospects lead to CLOSED SALES and a healthy bottom line.
Cold Calling is NOT for the faint of heart. It is a hard, often harsh, business where you hear “No” way more than you hear “Yes’. But it is also a rewarding one! Cold Calling is an important and EFFECTIVE part of many business plans and well trained, accomplished Cold Callers are ALWAYS in demand.
Are YOU wasting YOUR time Cold Calling without results? Give us a call at 908.879.2911, we can provide you with the training you need turn that around! And if you would like to HIRE one or more of our well-trained salespeople to fill your pipeline with qualified leads, give us a call. Our people are snatched up pretty quickly, so get on our list!
So, is Cold Calling a Waste of Time? When done poorly, yes, it can be. But when done properly, by well-trained salespeople, Cold Calling can be one of your most powerful funnel filling tactics! Are you and your salespeople wasting YOUR time?
