Why do top salespeople continue to prospect by phone? ?
With the rise of social networks like LinkedIn, Facebook, Twitter, etc., some salespeople and business leaders believe that "social selling" is the way to boost their sales and that B2B cold calling is becoming obsolete.
Not according to Tony Hughes, the most influential sales personality in the Asia-Pacific region.
Several other sales professionals agree with this conclusion. There’s no debate: the best salespeople use the phone for prospecting or get assistance from a telemarketing company to provide leads and B2B appointments.
What differentiates successful salespeople from others is not the mastery of social selling.
The best salespeople use the phone. Brevity is the soul of wit. You need to be concise on the phone by quickly highlighting your value proposition. This means a sentence that clearly explains the benefits the prospect will receive from your product or service.. In short, it’s the answer to the prospect's question: “What’s in it for me?”
Opportunities are abundant for the bold. Be daring! Be the elephant that breaks everything in the china shop. Pick up the phone. Make sure you have the right databases; this is crucial. Call the prospects you were hesitant to reach out to. Contact the decision-makers first. Don’t overthink it, but make sure you have the right script. Don’t spend your entire day researching; pick up the phone and call, or get assistance from a telemarketing company.
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Hiring a telemarketing company will allow you to meet more prospects and spend less time on the phone.
Beware of obscure statistics.
I read that 90% of executives don’t answer the phone. That’s not true. They just don’t want to admit that executives do pick up the phone! Many executives were former salespeople and are open to a meeting proposal made by a professional telemarketer.
They say that 57% are already in a buying process. Yes, they have Google, but they are incredibly busy. Therefore, you can capture their attention with an optimal phone interruption. You need to uncover the challenge your prospect is trying to overcome, and I guarantee that your competitors who tweet, send pokes, and other signals via social media will achieve nothing compared to the phone.
I also read that 84% of sales come from referrals. Again, this is a misleading statistic because, in B2B telemarketing, we use a lot of internal referrals. If a project manager who has answered the phone and had a conversation with the telemarketer ends up being a referrer and recommends our solution to the CEO, isn't that an internal referral?
"I fear not the man who has practiced 10,000 kicks once, but I fear the man who has practiced one kick 10,000 times." – Bruce Lee.
You can boost your sales with the telephone or amplify it using a smart approach with social media. But it requires a lot of work and dedication to succeed. Telemarketing is a craft that must be mastered and practiced. If you believe that a few clicks will lead to sales, you are mistaken. Unfortunately, there is no easy path to sales.
If you want to increase your sales and meet more potential clients, don't hesitate to reach out to us.