Cold Calling doesn’t have to be below zero degrees cold – you could make it “warmer”

Cold calling doesn't have to be below zero degrees cold - you could make it warmer

Okay, time for a reality check: Is there such a thing as a “warm call” in telemarketing?

You see, a call is considered cold when the person you’re calling doesn’t know you and is not expecting your call. So if you’re calling off a list of prospects, that’s equivalent to saying all initial outbound telemarketing calls are generally cold, right? The exception only occurs when:

  1. you’re calling someone you’ve been talking to more than once (such as an established lead or a previous client)
  2. you’re calling someone who knows you through an introduction by a third party (mostly a referral)
  3. you’re calling someone you really know, who just happens to be on your list (pure coincidence)

Outside of these circumstances, you will most likely end up doing cold calling. But just because it uses the word “cold” doesn’t mean you have to be cold as the North Pole. There are ways to make prospects feel they’re talking to a casual friend:

  • “Stalk” your prospect. There’s an online equivalent of physically stalking a person. Google him, or check out his LinkedIn profile. See if he’d written any books or blogs. Find him on Facebook, if you must. Anything relevant that lets them think you really know them. 3 minutes of good research would suffice.
  • Start with a “qualifier”. If you were referred by someone, then you should definitely mention that person’s name. But even without a referral, you could at least say something like, “ We’ve worked with similar businesses within your industry….” This makes you a “qualified” caller and will get them to thinking perhaps you’re worth the time.
  • Detect a need, provide examples. If you’re on the right track, you’re prospect will now respond to your questions and open up regarding business matters. Make sure you catch keywords that manifest a business need, highlight it, and then cite a similar event wherein your company was able to provide a solution for a previous client. It will help them paint a picture of what you’re offering them.
  • Don’t just hear them out; listen. The word ear rhymes with sincere.
  • Make it a habit. When you’ve gotten the hang of this “warm” approach to cold calling, it will eventually become integral to your personality and will lead to better over-the-phone relationships.

Improve Sales Through Lead Generation

Your office phone isn’t ringing as much as it used to, but that doesn’t mean that your company needs to start closing its doors. You (or your salespeople) just need to get back to prospecting and lead generation.

Getting your business and services out there to the public is more important now than ever. Thanks to the recession, people are more careful about where and when they spend their money. Waiting for your target customers to turn themselves into leads is a noble effort, but it’s largely a waste of your time.  It’s your job to let them know what you offer, because they’ll never know otherwise if they need it or not.

By prospecting for potential sales leads yourself, you have a better control of the pace of your sales process. It’s not the most enjoyable part of being in business, but it’s definitely the most crucial. There are plenty of methods you can use to help with your prospecting. You could start sending more emails, if you haven’t already. Look into joining trade shows, and even television advertising if you can afford it. If you feel like doing it the cheap and old-fashioned way, you can always grab the nearest phone book or search on Google. You can even hire professional telemarketers to do the cold-calling for you, or you might opt to go straight to a reliable telemarketing company for your telemarketing needs. All these methods have their advantages and disadvantages, but the important thing is you get your products and services noticed by the right people.

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Uses of Outbound Telemarketing For Your Growing Business


Australia has embraced telemarketing as a critical element in their customer service support and other inbound services. Business organisations there have optimised its use by establishing a help line for emergencies, a channel where clients can put out their issues and concerns, and a medium to strengthen the bonds between the seller and the buyer. Indeed, the use of the telephone is very consequential in maintaining healthy relationships with the customers. Its fast speed, ease of access, national and international coverage makes it the best way to provide solutions to clients’ problems.

But, telemarketing is not confined within the walls of inbound calling. Client support and other inbound activities form only one side of marketing through the phone. The other one is outbound telemarketing. It is a function that is concerned more on bringing new clients to the sales pipeline, making researches about the current market and talking with the decision-makers of other companies. If inbound concentrates in retaining customers through immediate responses to their needs, the epicenter of outbound is with generating new buyers. Increasing the value and quality of the sales pipeline is one of the tasks that can be accomplished through this pursuit.

You can make use of outbound services to propel you business success further. Here are some of the activities you can work on.

• B2C/B2B lead generation. One of the best things to find sales-ready buyers is to obtain their business and consumer contact information. In this task, cold-calling is now considered a veteran, which combines fast speed and accuracy in gaining B2C/B2B sales leads. Although you can power up online marketing and other avenues, making cold calls has an edge over such tools. What sets phone marketing apart is the chance to talk directly with the decision-makers. A telemarketer can directly engage in a dialogue with them, which makes it possible to determine their interest level. Through this, you can generate only willing buyers and avoid the hassle of chasing poor leads.

• Market surveys. Apart from obtaining new customers, you can use outbound calling to know more about your target market. Another way to attract clients is to give to them what they need and want. By doing telephone survey, you will unleash their desires. The information you obtain will guide you in recreating products and services according to the preferences of targeted leads. Market research is the key to unlock your customers’ hearts desires.

Database cleaning. If you have your own leads database but have not updated it recently, the phone is the best way to clean it. Verifying data directly from the prospects and clients themselves is something that only telemarketing can accomplish in high speed and precision. You can get rid of old contacts and replace them with the latest information. Besides, you can add new data.

Appointment setting. Business leads are not only things generated. The phone, when done properly, is a channel to get hold of business appointments. In fact, appointment setting is made easier and faster with telemarketing. Just be sure that quality assurance is firs imposed on generated leads in order to avoid wasting time on cold leads.

If you want to ascertain that the future economic benefits expected to gain in telemarketing exceed the costs, put your trust on outsourcing. Credible telemarketing call centres can find business opportunities in behalf of you. After all, contact centres are experts in this field.