The new customer acquisition by COLD CALLS has some rules, they are very important for your success and we mentioned last week the Rule Nr. 1: DIAL THE DECISION MAKER IN THE RIGHT TIME. Our ReformBusiness International Sales Team provides weekly thousands of cold calls in the name of our customers worldwide. Target group: decision makers of small and middle-sized companies. Let’s talk about the RULE Nr. 2: SPEAK WITH THE DECISION MAKER: QUALITY versus QUANTITY
By preparation of customer data the the qualitative way is more effective as the quantitative way. A lot of our customers bring us databases of their potential customers including the company name, phone number, website and general email address, WITHOUT the defined name of the decision makers. We know only the position of the decision maker in this case.
Lets see the differences between the effectiveness of cold calls if you work WITH defined names of decision makers and if you work WITHOUT defined names of decision makers by cold calls:
In case, that your or our call center agents or sales reps contact via cold call the decision maker and we know his name beside his position in his company our success rate is BETWEEN 40 AND 65%. This is the qualitative way of lead generation.
In case you contact the same companies, WITHOUT the name of decision maker only with his defined position your success rate will not change. Will be again between 40 and 65%.
BUT! You are still only on the top of your sales funnel. You have the database, you contacted the potential customer and in 40-65% you woke up HIS interest. Your sales funnel will continue with trust building. And here are the significant differences between the qualitative and quantitative way of customer acquisition. By qualitative way our statistics show success rate of sales after the regularly trust building between 2 and 7%. By the quantitative way after regularly trust building the success rate is under 2%.
Why is this difference so significant? How can you raise your success rate by cold calls in combination with trust building? Do you need sales consulting to this topic?