Calling leads is HOT calling!
Why? Well, ask yourself this question… Who Called First?
They did of course, by replying to your advertisement or your lead company’s advertisement!
They called because they are looking for something. They have a need… a problem to solve. They’re looking for HELP.
Also, don’t be fooled into thinking that they’re looking for information! They’re looking for HELP. There’s a big difference! You wouldn’t refuse to talk with someone who is looking for help would you?
So if THEY called YOU first… why would you be afraid to call them back?
So now you’re aware they are expecting your call, make sure you give them the courtesy of getting back to them as soon as possible. And when you do, remember, let go of trying to make a sale and simply ask questions and have a dialogue around discovering….
1. What they want?
2. Why they want it?
3. How much are they committed to get it?The sale will naturally happen if it’s meant to happen.
Calling leads is NOT cold calling!
May 4, 2006 by Ty | 2 Comments
In Network Marketing Tips
David Elkington on August 3rd, 2006 at 11:26 pm
I work with a Hosted CRM application provider the focuses on the inside sales space (InsideSales.com). Our entire application is build and designed to help sales reps (not telemarketers) effectively sell over the phone. This includes cold calling. I agree with the masses, cold calling is not fun. If done effectively, it can generate effective and somewhat cost effective leads. However, I have found that leads generated by cold calling are on average between 2x to 4x more expensive that a company or sales rep can generate via the web (if also done effectively). This is not the whole story though.
An example:
We have a customer that uses our system to power dial a list to generate leads. They were able to generate around 1 lead every 1.5 hours. Considering the cost of employees, systems and overhead, they were paying around $100/lead. From the web (using PPC, SEO, and lead providers) they were paying around $20/lead.
This seems pretty straight forward, go with the web leads. What’s more, the cold call leads seemed to be less qualified than the web leads. The web leads generated actual buyers. The leads generated from cold calling identified companies that were at the beginning of the interest cycle. Thus, in the short term the web leads closed better and seemed more effective. However, they saw an unexpected reversal of value in lead sources. Even though the web leads were smaller opportunities and they closed faster and more often. The leads generated from cold calling we very targeted to the industry and size that that worked for this customer. This customer began to close deals greater than the sum of the smaller deals that came from the web. So in the end, cold calling held its own compared to web leads (and arguably better).
jaeda on August 20th, 2008 at 6:36 pm
yes, very true.. coz you never know if the person who called you is really interested with the certain thing your firm does.