Cold calling techniques to connect with those call dodging prospects

by on February 2, 2010 · 0 Comment POSTED IN: Selling Essentials Info Center

New communication outlets allow for the use of new cold calling techniques

Have you noticed how much more difficult it seems to be to get through to prospective buyers no matter what cold calling techniques you try? No one answers their phone; calls roll over to voice mail and are not returned. Buyers are stressed out, expected to do more with less and in shorter time frames. The last thing they want to do is meet face-to-face with someone who’s likely to eat up valuable time.

In fact, a recent study by Marketing Sherpa found that 80% of B2B buyers found what they needed using the Internet, before they ever spoke to a sales rep.

Try out new cold calling techniques using the Internet
So go where your buyers are going – the Internet. Web-centric cold calling techniques can get you in front of the right people at the right time with the right message – ultimately shortening your sales cycles, creating demand and differentiating you from competitors.

Here are some new cold calling techniques to try out

  • Find names, research individuals, make connections. Good apps include LinkedIn, Jigsaw, ZoomInfo and Hoovers.
  • Leverage business intelligence. Favorites today include InsideView, which alerts you to prospects’ trigger events such as new product launches, and Genius, which lets you to know if a prospect opened your e-mail, read it, forwarded it to others and more.
  • Increase sales productivity. Sellers can use GoToMeeting or Webex to hold meetings, demonstrate services, review proposals and more.

Stay connected with these cold calling techniques
Web-based approaches make it a lot easier to maintain an ongoing dialogue with customers and prospects, and to nurture a relationship until they are ready to buy.
For example:

  • Send periodic e-mails to customers and prospects with attachments or links to Internet articles about ways to save money, or industry trends.
  • Connect personally through social networking sites. There are six million people on Twitter, thousands of special interest groups, and a powerful search engine. Just enter a company name or industry buzzword and you’re off and running.
  • Contribute to blogs your prospects or customers read.

A comment you post can begin a dialog and help establish you as an expert. Again, include links to useful articles or checklists, especially to your company Web site. A major advantage of social networks is what you can learn from prospect’s profiles. When it comes to your own profile, telegraph your areas of expertise. An “IT security expert” will get you more mileage than saying you’re an account executive.

Use these new calling techniques to establish yourself as an “expert”
Consider turning your industry knowledge and sales writing skills into short articles you can post online to help develop an expert image. Ask clients, which sites they frequent and what online newsletters they subscribe to. Work to get your articles posted on blogs and forums. When a problem comes up, you’re there in front of them.

Based on material by by Jill Konrath at

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