SMEs searching for that ultimate new client have to smarten up in methods used for attracting new business.
Traditional direct marketing, impersonal emails, and of course unsolicited cold calling are limited in their success, especially in the age of mass-spam and rise of the call centre.
Traditional direct marketing, impersonal emails, and of course unsolicited cold calling are limited in their success, especially in the age of mass-spam and rise of the call centre.
Charlie Lawson, national director of BNI, the UK and world’s largest business referral organisation reveals how to make cold calling a lot warmer…
It’s 10am on a Monday morning and staff are well into their first cuppa of the day. Facebook pages have been checked and updated, and unanswered emails are being dealt with. The phone rings and the person at the other end launches into a sales pitch. “I don’t know who deals with your stationary supplies, but I wanted to tell you about our fantastic offers…”
This immediately breaks the mood and instills a sense of irritation. “No, sorry, we already have an office supplies company.” End of conversation. Imagine how the person calling felt, let alone you as the targeted customer.
