What is cold calling?

For many of us, when we think of cold calling our mind goes to spam calls. We have all gotten a call from someone trying to sell us something or a robot call that has nothing to do with us. Although these calls are annoying, Cold Calling is a very important and useful tool for businesses.

So, what is Cold Calling? Cold calling is a practice in which a salesperson calls a list of potential clients, ideally a good list, and connects with them to build a relationship with decision-makers to sell them their product or service. It is making the initial contact with ideal customers to get them to know your product/service and either sell to them on the spot, set an appointment, or create a connection between your business and their future need, so they reach out when they are ready.

Cold Calling is a difficult, time-consuming, and often expensive practice, but a very successful one when done correctly. Cold Calling is one of the greatest tools a salesperson can possess. A good Cold Caller knows how to connect with the person on the other side of the phone, get past the gatekeeper (such as the assistant), and get through to a decision-maker. Cold Calling is about connecting, finding a need, and filling the need with a product/service. The cold caller is the first impression of a business, so it is important that they are professional, friendly, knowledgeable, and experts in their field.

How does Cold Calling Work?

Cold calling is all about persistence and perseverance. Only 2% of sales are made on the first contact, but 48% of salespeople never follow up with a prospect. This is not a one-and-done situation, but a process that requires a lot of time, hard work, and commitment. Calling is the first step in a business connecting with potential clients. Most salespeople are skilled at closing warm leads, but how do they even get them? Cold calling. This practice gets you through the door so the salespeople can close the sale and grow the business. Cold calling equals opportunity.

The three main steps to this sales technique:

  1. The first step of cold calling is to have a good list of numbers/potential clients you can – and start to call. Without a good, fleshed-out list of potential clients, a cold caller will waste their time. A good list has potential clients that fit the characteristics the business is looking for, such as certain locations or certain needs. If the list is good, the cold caller can spend the time doing step number two instead of wasting their time being hung up on or reaching contacts that don’t fit the needs.
  2. The second step is qualifying. A cold caller, once they reach a gatekeeper or decision-maker, must qualify them as a potential client that fits the needs the business can fill. For example, as a roofing company, you would qualify a prospect as a potential client if their roof was a size you work on. These questions will distinguish those prospects that could become potential clients, from those who don’t fit your client’s needs.
  3. The third and last step is to set an appointment. The goal is to sell. You are soliciting the business from a potential client that has had no prior contact with the caller; it is an attempt to convince them to buy your product/service. This process connects you with prospective clients so you can get in front of them and sell your product/service. A cold caller will set an appointment for their company’s salesperson to connect with the prospect to pitch to them. The cold caller’s job is to pass on to the salesperson a warm, qualified lead that fits the requirements and is interested in the company’s business. The cold caller’s job is done once the meeting is set, passing the lead on to the salesperson.

What is cold calling? It is the first step in the sales process. It is the practice of connecting with potential clients, qualifying them, and setting an appointment for your sales team to go and close the sale. It is a key component of a successful business strategy, one that cannot be overlooked.

Lead Generation Strategies

Lead Generation is a key process in a company’s endeavor to grow their business. It is a difficult practice, in fact, 68% of B2B companies struggle with lead generation. Yet, it is a necessary process to find your ideal customers and connect with key decision-makers to gain more business. The big picture of a lead generation strategy is outbound sales marketing, in which a company aims to grow its market and develop its process through a few elements that aid in building a company’s sales pipeline, increasing sales opportunities, and acquiring clients.

What is Lead Generation?

Lead Generation is the process of identifying potential clients for your business or service. Through a Lead Generation Strategy, experts research, connect and convert potential customers into clients. This process requires varied strategies to arrive at one goalsetting pre-qualified meetings with decision-makers. In simple terms, Lead Generation is finding possible clients, attracting them to your business, and selling to them your offer/service.

Lead Generation Strategies

     There are three steps, three actionable elements, that are part of a successful strategy. These strategies all fall under one umbrella: outbound sales marketing. So, what is Outbound Sales Marketing? It is the process where a seller begins engaging with a customer. This starts with cold calling potential clients or leads, to inform them of your service or product, to generate interested, and to set an appointment with a lead. Outbound sales marketing will help you grow your potential clients and develop your lead generation strategy.

 

The Three Actionable Elements of Lead Generation Strategies:

  1. Market Research / Segmentation 

To begin any lead generation process, you must have a flushed-out idea of who your ideal customer is. You must know who they are, what their needs could be, and how to pitch your service or product to them. Without a clear vision of your target market, you won’t be able to qualify your leads. You must have qualifying questions and criteria that separate warm leads from those who do not fit your segmentation. With a clear ideal customer flushed out and a defined checklist of characteristics, you can move on to the next step.

  1. Data Acquisition and Enrichment 

Once you have your list of qualifying customer requirements, you must gather data. The second actionable element in your lead generation strategy is to acquire a large data list of emails, phone numbers, and/or LinkedIn profiles to possible clients who fit some criteria, such as location.  This data list will be the leads you will be calling to qualify and set appointments.

  1. Outreach

The last step in your outbound sales marketing strategy is to do the actual outreach. You now have your ideal customer profile and a list of possible candidates who fit some of your criteria, it is now time to employ your lead generation skills and identify those on the list as either potential clients or not. This step requires a combination of three tools: Cold-Calling, Email Marketing, and LinkedIn Marketing. These three tools will help you prequalify your list and set appointments.

 

These Lead Generation Strategies will aid you in setting pre-qualified meetings with decision-makers, to get in front of your ideal customer and sell your service or product. Lead Generation is at the core of a business’s growth and success; therefore, knowing these actionable strategies and employing them correctly will set your business up for success.

B2B Appointment Setting Calendar

It is known that acquiring new clients is more costly and difficult than retaining existing ones. However, for all businesses, new clients are necessary. Some businesses might require fewer new clients, whereas others, such as roofing, are in constant search of new clients with a need that must be filled. To find new clients, a business would need to generate new leads and set appointments to sell their products/services. This process includes such steps as generating a prospect list, cold calling, nurturing leads, and finally setting appointments. B2B Appointment Setting is an important strategy that all businesses should focus on.

What is Appointment Setting? 

Appointment Setting is the process in which expert appointment setters call leads, connect with decision-makers, qualify them as potential clients, and then schedule an appointment. This is the key process of getting new clients. Through reaching the correct decision-makers and setting appointments, a business gets in front of its ideal customer and has the opportunity to sell its service/product and close deals. Appointment setting is one of the last steps in the long process of getting in front of your target customer. The goal of B2B appointment setting is to turn prospects into buyers.

Appointment Setting is a very difficult part of business development. According to a Forbes article, it is the most difficult roadblock to growing a company through increased profit sales. Many companies struggle to do all the work that goes into connecting with a decision-maker to set those appointments, that is why many outsource these tasks to experts. Appointment setting is not an aspect of a business that can be ignored, especially if growth is a key goal.

Why is B2B Appointment Setting an Important Part of a Business Strategy?  

Before your sales team can get in front of customers, they must have appointments to meet with these potential clients. Without appointments, there are no closed deals. The process of appointment setting is a strategic move to set your business up for success by being more efficient, shortening your sales cycle, and having a higher sales conversion.

  • Three important steps precede setting appointments: prospecting a list of potential leads, cold calling those leads (which has many roadblocks of its own), and lastly, qualifying those leads to be potential clients. These steps can be very difficult and expensive to execute, but without them, it is difficult to narrow down leads and connect with interested prospects.
  • B2B appointment setting leads your business to connect with your ideal customer. Through the process, your business filters through the many prospects that aren’t interested and narrows it down to qualified prospects who need a service/product like yours and are looking to make a decision.
  • Appointment setting turns leads into sales. Appointment setting is towards the end of the process of acquiring new clients. Therefore, if you have set an appointment, you are on your way to closing a deal. Without an appointment setting process, you wouldn’t have the opportunity to close deals and turn leads into sales.
  • What happens after you, or your outsourced team, sets those appointments? You close deals. Appointments = opportunities. B2B Appointment Setting is a key part of any business strategy because it opens the door to grow your business and get more clients.

If your business is not focusing on appointment setting, we recommend it becomes a priority. As an appointment-setting company, we know what prequalified appointments can do to a business. For example, one of our client’s ROI was over 1,000% from just one great appointment that we set. Warm leads lead to appointments which can lead to closed deals.

B2B Appointment Setting Companies

“The insight and experience of others is a valuable source of inspiration and motivation. And learning from successful leaders and entrepreneurs is a fantastic way to grow…”

To continue reading, please see the original article by HubSpot.

B2B Appointment Setting Companies

“Some buyers are conditioned to try certain tactics to lower your price. Maybe they’ve read about negotiation in books or were trained to use pressuring strategies. When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller…”

To continue reading, please see the original article by RAIN Group.

B2B Lead Generation Agency

Hiring a B2B Lead Generation Agency can boost your sales, free you to focus on your business, and save you money.

Have you ever felt overwhelmed by trying to find the right customers? Or struggled to get enough clients? Maybe you find that you aren’t doing any lead generation for your business. Or you might be doing your cold-calling and lead generation in-house but finding that it takes away time from the other more important aspects of your business. If any of these ring true, it might be time to outsource your cold-calling, lead gen, and appointment setting to a B2B Lead Generation Agency.

What is B2B Lead Generation?

Lead Generation is the process of getting your target market to gain interest in your service or product. It is the process of finding potential clients, attracting them, and then nurturing, or convincing them, to buy your offering. In Business to Business Lead Generation, a company gains data on prospect clients, reaches out to those qualified prospects, and sets warm appointments to shorten your sales cycle.

What is a Business to Business Lead Generation Agency?

A B2B Lead Generation Agency helps their clients get clients. The agency takes over a business to business’ lead generation and appointment setting and connects them to their target market. They use data to find the company’s target market and then they employ different strategies, such as email marketing and LinkedIn marketing, to get their clients in front of potential customers. These agencies don’t just connect you with just any prospect, but with warm qualified prospects that need or want your service/product and are looking for someone to fix their pain/need.

Can a B2B Lead Generation Agency Benefit me?

Lead Generation is hard, 61% of B2B Marketers rank Lead Generation as their number one challenge. And 68% of B2B companies say they struggle with Lead Generation. If you are part of those high statistics, then yes, a B2B Lead Generation Agency will definitely benefit you and your company. In fact, a study found that outsourcing Lead Generation generates 43% better results than in-house lead generation, so most companies can benefit from outsourcing to an agency. A B2B Lead Generation Agency will save your business time, money, and resources. They will make your business more efficient and successful.

How would an Agency benefit you?

  1. Identifying your target market
  2. Creating a strategy to grow your business 
  3. Using multiple tools to connect you with your target market 
  4. Putting your company in front of potential clients 
  5. Generating warm leads with interested prospects 
  6. Setting pre-qualified appointments 
  7. Passing on those leads for you to close the deal
  8. Getting new clients!

If you or your sales team is too busy or not efficient at getting your business appointments, you need faster and better results, or you don’t make your business revenue goals, it might be time to consider hiring a Business to Business Lead Generation Agency.

GenSales is a sales partner to our clients. We work with you to connect you to your target market, make you more efficient, and strengthen your business. Contact us today to discover the B2B Lead Generation benefits for yourself!

 

B2B Appointment Setting Companies

“If you’re in sales, you’ve likely seen the 2011 “Lead Response Management Study.” It analyzed three year’s worth of data,100,000 call attempts, six companies, and 15,000 leads and synthesized findings to bring salespeople scientific answers to age-old questions like “What are the best days to call my prospects?” and “What time should I contact my leads?

This kind of research is invaluable to reps. It helps them plan their weeks, maximize the impact of each call they make, and become more efficient, successful salespeople…”

To continue reading, please see the original article by HubSpot.

Benefits of Business to Business Appointment Setting

You might be thinking of outsourcing your Business-to-Business Appointment Setting, or you might have never considered outsourcing your Lead Generation and Appointment Setting. 

Either way, hiring Business to Business Appointment Setting experts can have many benefits that you might not have considered. First, outsourcing your B2B Appointment Setting is cost-effective. Instead of having to hire in-house staff, set-up all equipment, and pay salaries and benefits of the callers, you could hire trained professionals at a fraction of the cost. More importantly, outsourcing your B2B Appointment Setting will assist your sales representatives by taking away the tedious job of making the initial contact with prospects freeing them to focus on what they do best: selling.

Here are the top Benefits of Business-to-Business Appointment Setting and how a company like GenSales can be a sales growth partner to your business:

1.  Reach your target market 

It can be difficult to connect with your ideal decision-maker, often never reaching them. It takes on average 8 calls to reach a prospect, and 44% of callers give up after the first follow-up. Therefore, many salespeople pass up potential sales by giving up too quickly. It takes having the correct data, the right skills, and a lot of persistence to set qualified appointments. The benefit of a Business to Business Appointment Setting Company is its ability to get you in front of your target market. The right company will work with you to set goals, provide you with insight into your target market, and create a strategy for success. 

2. Boost the Volume of Qualified Appointments and Improve your Lead Quality

When you outsource your Business-to-Business Appointment Setting you not only get more qualified appointments, but you also improve your lead quality. This means that you will get connected to more prospects that are more likely to become your customers than if you try to reach those prospects yourself. Experienced Appointment Setters will turn leads into prospects. With well-researched and prioritized leads, Sales Development Representatives (SDRs) identify the key decision-makers and get past the gatekeeper to reach them. SDR’s are persistent and know how to address objections and set those appointments. For example, GenSales’ SDRs have on average 15 years of Inside Sales experience. The second benefit of outsourcing Business to Business Appointment Setting is the quality and quantity of leads that you receive. Having appointments and meetings with the right prospects is necessary to grow your business, and hiring the right company will do just that. 

3. Nurture your leads

Lead nurturing is the process of developing and reinforcing relationships with buyers. This is very important and time-consuming. It is critical to listen to the needs of your prospects and give them tools to fix their problems. It is time-consuming because you need to put in the time and effort to become the person they think of when they have a need – you want to become the one they want to fill it. Another benefit of Business-to-Business Appointment Setting companies is that they build the necessary relationships with the prospects and nurture the leads. With the right technology in place, a large number of leads, and the right time on your side, those leads will be nurtured and ready to be sold your product/service. 

4. Improve your sales team efficiency and effectiveness 

Most businesses are neither equipped to produce the necessary volume or the quality of leads they desire nor are they interested in doing so. Having your sales team spend their time looking for leads, cold calling, and then nurturing those leads, is probably not what you or they had in mind for their role. Salespeople want to do what they do best– sell. Appointment Setting sets them back and keeps them from being effective and efficient in what they do best. Therefore, the fourth and very important benefit of Appointment Setting is the freedom that outsourcing your lead generation and appointment setting gives to your sales team. When you give this role to someone else, you have more time for your business. The B2B Appointment Setting Company can focus on getting you those warm, qualified leads, and you and your team can focus on going to the appointments and closing the deals. 

5. Strengthen your sales pipeline / Increase revenue 

By outsourcing your B2B Appointment Setting, you have a better chance to build a strong sales pipeline while saving time and money. To build a strong sales pipeline, you need all the steps that Appointment Setting companies dedicate themselves to, such as prospecting, qualifying leads, nurturing those leads, and scheduling appointments. The goal of a strong sales pipeline is to schedule more appointments and convert more leads into buying customers. Building a sales pipeline is a process that includes having the right people who are committed to lead generation, the correct technology, and a process of measuring your results. By outsourcing your appointment setting, your sales pipeline will become shorter and stronger. 

 

These are just a few of the worthwhile and important Benefits of Business to Business Appointment Setting. 

 

B2B Appointment Setting Companies

“For as long as one can remember, sales training has been the ultimate prescription for below-par performance and dried-up pipelines. However, a number of malpractices and over-promises are often delivered in the name of sales training.

According to Forbes, 55% of salespeople lack basic sales skills today. Given that many sales organizations already opt for sales training frequently, this clearly indicates that something within the present-day training environment is amiss…”

To continue reading, please see the original article by Selling Power.

B2B Appointment Setting Companies

“At the start of the new year, it’s only prudent to try to look ahead at what awaits us in the future.

While some B2B trends in 2021 remain unchanging, others are showing a shift, whether because of the new technologies, new customers, a changing economic and political landscape, or simply because strategies can get worn out if not updated and improved upon…”

To continue reading, please see the original article by Autoklose.