Professional Prospecting Systems Blog

There is a common refrain you can hear everywhere today, particularly if you are involved with any kind of social media. That refrain? Cold Calling IS Dead! Just do social media and inbound marketing, that's all you
need.

This is, in many cases, ridiculously bad advice and completely untrue. The cold call is not dead. If many businesses
were to take the advice that they stop cold calling and outbound marketing, they would soon be out of business.

To be clear, Professional Prospecting Systems is not anti social media or inbound marketing, we invest in both.
What we know from the experience of working with hundreds of small to very large sized businesses, is that if those businesses were to stop cold calling activity to set up B2B appointments, their sales pipeline would soon dry up.

7 Reasons Why Cold Calling Is Not Dead:

1. Targeting control - You can pick the ideal target audience for your product or service...and call them.
   
2. Database Building - Cold calling when done correctly enables you to build a really valuable business asset in the form of a marketing database.
3. Appointments - The B2B Appointment is the life blood of many businesses and sales organizations, cold calling will book your calendar full.
4. Credibility/Trust - Cold calling for B2B Appointments, the right way, shows consistency and consistency will ultimately equal credibility and trust.
5. Marketing Portfolio Mix- If you are a regional business with say 2,000 to 5,000 ideal target accounts, waiting for them to come to you via inbound marketing is not smart. If you are a national business or global business that needs to win certain types accounts to achieve credibility in your market space, it is again not smart to wait for the key accounts you need to achieve your strategy to come to you.
   
6. Outbound accelerates Inbound - That's right, if you have your act together with outbound (cold calling, getting on the phone) you will make more money from your Inbound marketing. I've sold inbound lead generation products, the clients that had good outbound always made more money than those that did not, there was no variation in this. As we say in the South, Inbound Marketing is not going to cause the fried chicken to fly into your mouth, you have to get on the phone.
   
7. Lead Nurturing - If you think Lead Nurturing is a smart tactic (and it is, we have the data to prove it) cold calling, multiple outbound dials, is going to make that work a lot better...especially if you need B2B Appointments.

What are your thoughts on Cold Calling? Want to see the smart way to use cold calling, sign up for one of our webinars.

 

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