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April 3rd, 2008 admin Leave a comment Go to comments

I have a very important question to ask. Think for a moment before answering. This question will uncover the secret of record sales. Are you ready?

When was the last time you made a purchase from someone who does not know after he was called by telephone to arrange a meeting?

Think about it ...

- Someone you do not know
- Calls on the phone from scratch
- They call a meeting
- You'll meet them and then
- He comes to buy their products

If you answered "Never" is not in your mind then, that someone still thinks that is a good strategy for your company to follow? If you responded "once" - which were an exception to the rule. If you answered "more than once please give me your phone number! I have something to sell.

Cold calling is hurtful. He Chips productivity of its sales, which corrodes the morale of their sales representatives, and disrupts the same companies that want to sell.

Yes, there are many experts who will tell you their secrets of success "Cold calling.

Do not listen to them. Cold calls in the world today is no different then going from door to door "Back In The Day". Is considered an upset by a (junior) in the desperate sale for businesses.

If not, why they call you, knowing that might be of interest? Because they have no real alternatives to the transaction.

Think about when you received a cold call. How did you feel that first time he has realized it was a cold call? Do you think:

- Young man, I'm glad you picked up the phone.

- I am happy to hear what to say, I do not know you or your company and I'm late for an important meeting.

- You must have an interest especially to help me, otherwise why would you call?

Or do you think;
- I can not believe that this idiot I was surprised live!

- If I thought I had a problem, I search myself (and then I call you)!

Vendors call cold reason, precisely because they do not have enough real chances of their time.

Cold calls that are intended to resolve their problem, not possible (at least that's what you think perspective).

The problem is not enough when opportunities arise it is not enough people at each stage of marketing.

First step: do not know they have a problem with your product / Service solves.

Second stage: they are aware of their problem but do not know a solution.

Third Step: Are you aware of the problem, knowing that suffering, and are aware of your solution, but are not motivated to act.

People have generally not progress during these stages of their own.

How to get people to the third phase is not cold people callers. It's ridiculous. Can you really generate sales opportunities to call people - one at a time "to start the problem, present your solutions and convince them of a meeting where you can sell on the need to act? NO! I do not work!

They are archaic techniques deployed by sales managers who are under pressure to perform in the short term (not behave well, but they can show they make an effort - Look how many calls we made today).

There are no responses to short term because of hard work generation of candidates requires a well thought out plan that takes time to implement and collect the results. To convert buyers into customers, you must first turn prospects into buyers, and before - the suspects into prospects.

That's what I call the "marketing cycle" and before the cycle is "sales." Marketing is more important than ever. Marketing provides the richness of the soil needed to grow sales. Marketing is everything also affect sales and the sales team. Marketing is where the real exploration is conducted.

5 steps for the generation Lead and conversion

1) know what criteria qualifies as a good target for their products.

2) Based on this knowledge, create a database of suspected target companies and contacts using screening tools lead.

3) Create a marketing plan to increase the prospects bad (it is estimated at 12 "keys" to attract the attention of a suspect). Note: To "grow" is being converted in each stage to the next - and may involve phone calls, but not "cold calls."

4) Implement plan after obtaining a means to measure and monitor results.

5) Evaluate the results and make adjustments to the plan - and back to Step 1

The next time someone proposes a cold call campaign telling to "stop the madness." If there are enough prospects, undertake to resolve the problem by a generation of qualified candidates, and the conversion plan.

About the Author:

Nancy Shawver is CEO of Smart About Sales, Inc a How-to-Site for implementing a winning Lead Generation, Management, and Conversion Strategy.

https://www.smartaboutsales.com

Article Source: ArticlesBase.com - Stop The Madness! Say No To Cold-Calling And Yes To Real Lead Generation