Cold calling decision points
Setting up for Cold Calling requires several decision points:
- The calling list of companies
The company selection: those who have visited your website
Simple: they are probably interested.
- The number of people to call in one company
To be defined by yourself.
- Who to call in a company?
Managers, Directors, VITO: find contacts and information on people using LEADSExplorer
The goal of the call
This can be:
- Awareness of product.
- To be allowed to send leaflets/product sheet.
- To be allowed to send email.
- To "Simply" build a relationship.
- To get an appointment.
Sources: From the visited pages and the search terms used, the interest can be defined and thus the goal of the call.
Subject with the 30 second pitch, and containing benefits and advantages.
Can all be based upon knowledge of :
- Company information and data retrieved from the Internet with LEADSExplorer.
- Interest shown by the pages visited
Style of the message
- Feature rich
- Inquiry style
- By visitor
- Aggregated by Company
The open ended questions
Using information retrieved from the Internet Data Mining, will help you to define and pose the open ended questions.
By the indication of the time of the previous visits, the best time during the day can be selected.
The budget and priority
Without a priority or a budget, no sales will ever happen: a question
to be asked.
Using knowledge about the company, the previous expenses and investments can be estimated.
A tracking system
Just calling is not enough, al calls and missed calls needs to be
- The person called
- The message
- The response
- The action to be taken by a due date
Download white paper here: "Why you should be Cold Calling 2.0 upon website visitors"
Who should you call: the manager or the CEO?
This decision depends on the importance of your proposition for the company, the size and the industry.
The larger the deal , the higher in the hierarchy. More