85% of working professionals have indicated they don’t mind receiving a cold call during workhours as long as it’s relevant to their work and serves a business purpose. Yet, salespeople say that cold calling is the thing they dislike the most about their job.
I was recently contacted by a salesperson who sent me about a dozen emails over a 2-week period, and at no point did they call me. There was no number in the email signature to call them back either. What took us nearly 2 weeks to achieve via email, could have been achieved in a 10 minute phone call, with some specific questions in order to get a good understanding of my needs, and an indication of what the vendor can offer. If only he had taken the initiative to call me.
As more companies are relying on email and social media (both very important factors) to communicate with prospective clients, there seems to be a misplaced fear that people don’t want to be contacted by phone.
At Spex Asia, we understand the value and importance of a good sales call and we are relentless in our pursuit of making sure that each and every call made by our telesales call centre agents, counts.
We focus a lot of time and effort on training, by conducting weekly training sessions for all agents and by listening to their calls together with the agents. We’ve recently also embarked on an AI journey with a sales coaching platform to help us monitor and continuously improve the calling skills of the entire team. These are some exciting developments that will allow us to keep improving and honing our cold calling skills.
Our scientific approach to outbound calling allows us to always look for improvement areas for each or our agents and to make sure the calls we make remain relevant and of value to the target audience. From the first impression during the opening of a call, through qualification, exploration, engagement and closing (MANT) questions, we ensure that each agent can have the skill set to excel in their outbound calling skills.
By reaching out to our target audience via phone, in a direct and professional manner, we don’t lose valuable time or risk missing out on opportunities.
Visit our site for more information and case studies or to reach out to us: www.spex-asia.com
Happy selling!
Some sources used for this article:
https://www.resourcefulselling.com/cold-calling-statistics/
http://pages.velocify.com/rs/leads360/images/Lead-Prioritization-Study.pdf