An entire industry is wondering, “Is cold calling dead?” New methods for lead generation, like social selling, has the sales world debating whether or not the old phone tactic is still valuable these days. We’re here to tell you that the answer may not be what you think, but it is one that will change the way you sell forever.
The Current State of Cold Calling
There’s a reason that most sales people don’t jump out of bed in the mornings and shout from the rooftops, “I get to make cold calls today!” After all, who in their right mind would want to make calls that have less than 1% chance of getting returned?
With such low results, it’s no wonder the question, “Is cold calling dead?” keeps resurfacing. But the practice continues because sales people don’t have a better alternative when it comes to this kind of prospecting. And while cold calling tips seem to be the thesis of every sales conference, webinar or blog you come across, you’re just sifting through the same tired advice over and over.
This doesn’t mean it’s time to give up on prospecting calls—and there are many reasons most companies haven’t. Cold calls are a viable option when it comes to roping prospects down out of the ether. They also let you take control of drumming up business when it’s lacking, help you learn about your market place, and teach you to sell your product to anyone.
It means you need a new tactic to change your cold calling game.
Take the “Cold” out of “Cold Calling”
The best way to ease the struggle of the cold call is to remove the part that makes it “cold.” Change those would-be painful interactions into a welcome experience by reaching out in a more human way: through a curiosity-piquing package, delivered right to their desk. While most prospects view average prospecting calls as a nuisance, sending a gift in advance can create the opposite effect. When you give a person something and later ask for something in return, you increase the odds by 10x that they’ll act and reciprocate. Psychologists refer to this impulse as the law of reciprocity.
This means that when you begin by sending a package, you’re not just creating a more natural introduction; you’re tapping into their psychological impulse to return the favor.
How to Create Meaningful Sales Interactions
It’s commonly accepted today that successful sales interactions are personalized, relevant, and one-off. So why are you still using a “one size fits all” approach to your prospecting calls?
Sending a gift demonstrates that you see your buyer as more than a name on a list. It relieves both sides of the equation from uncomfortable, stale interactions and creates a natural talking point. The impact your gift creates is only limited by your ability to research—the more information you have, the more personal your outreach will be.
If you’re interested in how gifts can change not just the way you cold call, but can help you connect with prospects and convert sales, download our whitepaper on turning cold calls into warm calls.