2024 Author: Howard Calhoun | [email protected]. Last modified: 2023-12-17 10:16
If you work in a company office, you have most likely met with phone calls in which your company was offered a job. Such negotiations are usually made at the wrong time, when you are absolutely not ready to answer questions and make decisions. If you are familiar with this situation, then you know what cold calls are.
Application areas
Active sales by phone are carried out not only in the b2b sphere. Of course, in our country the cold calling system is less developed than in Europe or America, but it is gaining momentum every year. We can say that in the field of marketing food products to the consumer, there is an increase in their importance. Many companies recruit people through cold calls. Sales of any product can increase many times over if they are handled by a good specialist who can not only find a common language with people, but also convince them that he is right, open their eyes to the benefits of a product or service.
Inside view
What are cold calls from the perspective of those who make them? For many, this is hard and exhausting work,coupled with a huge number of refusals, objections and rudeness. Basically, problems arise due to the fact that the specialist does not know how to present information. In addition, constant failures make him think that the product is not needed and is not interesting to those to whom he offers it. Therefore, calls are made without initiative, timidly and uncertainly. There is a desire to reduce all efforts to sending a commercial proposal by e-mail and then waiting for a reaction.
But there is another category of sellers. They are confident in their abilities, in the proposed product and, as a result, in their success. Such people are always positive, it is pleasant to communicate with them, they provoke frankness with their sincerity and professionalism. What is cold calling in their eyes? It is entertainment and a way to improve the activities of your customers. Benefit them and get a lot of new emotions.
View from outside
Those who receive cold calls also feel differently about it. Some perceive them only as a source of irritation, while others try to see profitable commercial offers. Of course, the impression largely depends on the human factor. Even the best offer is not accepted when it is badly presented. Due to the fact that there are companies that trust cold calls to people who do not understand the products they sell, there is a negative image of such negotiations.
Targeting
When determining thatsuch cold calls, it is necessary to pay attention to the goals they pursue. Depending on the profile of the company and the way management decisions are made, telephone communications may face different tasks. Among them, one can single out the sale of a product or service, making an appointment or delivering information.
When used correctly, cold calling can be an effective marketing and sales tool. Their outcome is often beneficial to both parties, so it pays to rid yourself of any preconceived notions and be open to new collaborations.
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