An inbound call is a gift! A slam dunk! They are looking for a solution right now, and you want to make them wait? Bad idea. Make sure someone is answering your phone.
A better approach for selling managed services contracts is to find companies that aren’t in crisis,and show them, slowly and methodically, how they can achieve their business goals better and faster when they NEVER have to worry about their technology failing them.
You don’t need complex game theory to figure out what most five-year-old children already know: you need to go first if you’re going to win.
You don’t have time to make your own sales calls. Do you have time to find, educate, train, and manage someone who has also applied to the ads directly above and below yours to fold T-shirts or flip burgers?
There are four types of prospects you are going to encounter when pitching managed IT services.
1. The company that is still working with “my brothers friend who understands computers and does our website, too”.
2. The company that has recently reached a critical mass and is making the decision to hire or outsource [...]
The secret to cold calling (other than MAKING CALLS!!!) is speaking as little as possible while asking questions that encourage your prospect to talk as much as possible.
At Cold Calls, we believe cold calling is one piece of your sales and marketing strategy – not the only piece. We’re a cold calling company, and we use other methods, too. If you think a direct mail campaign alone will build your business, I think you’re in for a rude awakening. Don’t believe the hype. Pair your drip marketing campaigns with outbound calling, social media support and anything else that will get your name out there over and over again.
If your sales reps are creating work arounds to get things done faster (not better, just faster) so that they can get back on the phones, your long term numbers are going to take a hit. Why? When that rep leaves, their work around tips leave with them.
The Eureka Project, a company that supports technology businesses in accelerating their growth, is collaborating with ColdCalls.ca, in a partnership aiming to offer the clients of both companies expanded lead generation services.
I was truly flattered to be asked to appear as a guest on BusinessCast! The episode discusses – of course – cold calling! The charming hosts elevated me to Guru status, which I am now putting on my business cards. Have your people cold call my people.