Cold Calling as a Service: All to Know
Outsource cold calling to book more meetings.
When people think about cold calling as a service, they do not always have the best impression - that the telemarketing stereotype persists. This is one of the reasons some believe this is an outdated and inefficient process.
But this is a misconception. Cold calling services are highly effective if done effectively, just like cold emailing done effectively works wonders. If you are not seeing revenue come in from your cold calling efforts, it might be time to bring in a specialist.
After all, research shows that 57% of C-Level executives express a preference for contact by phone. And a study conducted by Keller Center showed that one out of 59 calls answered led to a referral or an appointment.
So strap in and read on to determine if it's the right time for you to reconsider cold calling and bringing in an expert to really make it work!
But this is a misconception. Cold calling services are highly effective if done effectively, just like cold emailing done effectively works wonders. If you are not seeing revenue come in from your cold calling efforts, it might be time to bring in a specialist.
After all, research shows that 57% of C-Level executives express a preference for contact by phone. And a study conducted by Keller Center showed that one out of 59 calls answered led to a referral or an appointment.
So strap in and read on to determine if it's the right time for you to reconsider cold calling and bringing in an expert to really make it work!
What Is Cold Calling As a Service?
We all have received a call we were not expecting from some company trying to sell us a product. At that point, you probably had no idea if you needed it or not. Or if it was even trustworthy.
This is cold calling as a service in practice: when a business hires a cold calling service to target new clients to sell their products or services.
Cold calling as a service is often employed in the B2B model to save money, save time, allows the hiring company to focus on the bigger picture and, by hiring a specialist, they have security that the calls are successful. The proof that this is necessary is that many cold-calling companies are on the market. But, of course, not everyone is so reliable or efficient.
The techniques and approaches are different, and therefore, so are the results, just like with cold emails.
But there are a few general guidelines that help make your calls stand out from the rest and bring in the revenue. With experience and research, you learn the best steps to follow, and it comes more naturally. Here are some good points to remember:
Every Call Starts with an Introduction
Remember that you only get one chance at a good first impression. Your first few seconds on the phone with the prospect set the tone for the entire encounter.
Introduce yourself and your company politely to keep the potential customer interested and patient. Having done so, you should always state their name, and re-confirm their company. Don't want to talk to the wrong person.
The Call Needs to Have a Focus
Once you've determined they're the correct prospect, it is a good idea to ask if they have a few minutes for you now or if you should call back in a bit. A good additional tactic here is to make mention of a pain point you know they have and invite them to discuss it.
Why Does the Client Need the Product?
Following our previous points, the call has an objective: to sell a product or a service. So you must know why the person needs it and the benefits of acquiring it.
By inviting them to discuss their issue, you can offer your product or service as the solution to their worries. And you know this because the research has been done on this prospect.
This is cold calling as a service in practice: when a business hires a cold calling service to target new clients to sell their products or services.
Cold calling as a service is often employed in the B2B model to save money, save time, allows the hiring company to focus on the bigger picture and, by hiring a specialist, they have security that the calls are successful. The proof that this is necessary is that many cold-calling companies are on the market. But, of course, not everyone is so reliable or efficient.
The techniques and approaches are different, and therefore, so are the results, just like with cold emails.
But there are a few general guidelines that help make your calls stand out from the rest and bring in the revenue. With experience and research, you learn the best steps to follow, and it comes more naturally. Here are some good points to remember:
Every Call Starts with an Introduction
Remember that you only get one chance at a good first impression. Your first few seconds on the phone with the prospect set the tone for the entire encounter.
Introduce yourself and your company politely to keep the potential customer interested and patient. Having done so, you should always state their name, and re-confirm their company. Don't want to talk to the wrong person.
The Call Needs to Have a Focus
Once you've determined they're the correct prospect, it is a good idea to ask if they have a few minutes for you now or if you should call back in a bit. A good additional tactic here is to make mention of a pain point you know they have and invite them to discuss it.
Why Does the Client Need the Product?
Following our previous points, the call has an objective: to sell a product or a service. So you must know why the person needs it and the benefits of acquiring it.
By inviting them to discuss their issue, you can offer your product or service as the solution to their worries. And you know this because the research has been done on this prospect.
Why Outsource Cold Calling?
As you can imagine, not everyone can be convincing over the phone. This is why so many companies fail at cold calling: they do not have the right tactics.
Just think about this: what is your company specialized in? If it's not sales, you'll run into issues.
Companies that outsource cold calling have a much bigger chance of increasing their sales and being more satisfied with the results. Clearly having specialists doing what they specialize in has a better chance of having a positive outcome. It is also an excellent way for B2B companies to cut costs and gain time.
Specialized People Working for You
By hiring a specialized service, you will not have to be concerned with hiring people to form a new marketing or sales team. The money and time spent on the hiring and training process is not an issue here. By choosing a reliable service, you will have a trained team of specialists at your service.
No Stress for You
Making calls and persuading people to buy your product or hiring your service can be stressful, especially if you have to focus on other things. With outsourcing sales calls, this will not be your problem anymore.
The teams are prepared to deal with different responses from clients and will not bother you with any of them. All you have to do is wait to see the results and focus on other aspects of your business.
A Chance to Improve with Feedback
The best part about hiring a cold calling service is acquiring the feedback you need to improve your operations. The callers can identify what the prospects really look for in a product or service and why they deny it just by talking to customers and learning their impressions.
If the company has a system to input the feedback from every call, you will have a lot of useful new information every week and can have a better idea of what you need to do.
And you have the time you need to dedicate to working on your product or service based on this feedback. You constantly stay on top of things by outsourcing.
Just think about this: what is your company specialized in? If it's not sales, you'll run into issues.
Companies that outsource cold calling have a much bigger chance of increasing their sales and being more satisfied with the results. Clearly having specialists doing what they specialize in has a better chance of having a positive outcome. It is also an excellent way for B2B companies to cut costs and gain time.
Specialized People Working for You
By hiring a specialized service, you will not have to be concerned with hiring people to form a new marketing or sales team. The money and time spent on the hiring and training process is not an issue here. By choosing a reliable service, you will have a trained team of specialists at your service.
No Stress for You
Making calls and persuading people to buy your product or hiring your service can be stressful, especially if you have to focus on other things. With outsourcing sales calls, this will not be your problem anymore.
The teams are prepared to deal with different responses from clients and will not bother you with any of them. All you have to do is wait to see the results and focus on other aspects of your business.
A Chance to Improve with Feedback
The best part about hiring a cold calling service is acquiring the feedback you need to improve your operations. The callers can identify what the prospects really look for in a product or service and why they deny it just by talking to customers and learning their impressions.
If the company has a system to input the feedback from every call, you will have a lot of useful new information every week and can have a better idea of what you need to do.
And you have the time you need to dedicate to working on your product or service based on this feedback. You constantly stay on top of things by outsourcing.
How to Outsource Cold Calling
The approach to outsourcing cold calling will depend on your business model and what you want to achieve. For example, are you aiming for leads, sales, or partners? Determining this will all affect the entire process.
Even though you will not have to bother about the call itself, you still need to define a few details for the service to work from and be open about what you want. Otherwise, it is unlikely the company will deliver what you had in mind.
Business Model
Your company's business model will directly influence the script and goals of cold calling services.
For example, if you use a B2B model, you will need callers to speak with other business people to close deals and sales. Therefore, this will need to be very professional and require some strategies to generate the right leads.
B2C companies will need callers to persuade potential buyers of a specific product or sale, which will demand research about the client's profile and persuasion regarding the benefits. Outsourcing inside sales will make this research process much easier and less stressful for you and your team.
Industry
As there are a variety of niches out there, the approaches to the perfect cold call can vary, as mentioned previously. While the main points remain, the actual company messaging is up to you and how you want to be depicted.
For example, if you have a financial business, you could use cold calls to offer your clients better deals and investment opportunities. Likewise, hotels and travel agencies can use it to offer new discounts and also get insight into where people want to go, what they are looking for at a hotel or city, and what their interests are.
Goal
What is your goal with the cold calling service? Do you want to generate new leads, manage existing leads, or transform your leads into customers? Increase sales right now? Or schedule meetings for you or another representative to make a better presentation of your service or product?
Even though you will not have to bother about the call itself, you still need to define a few details for the service to work from and be open about what you want. Otherwise, it is unlikely the company will deliver what you had in mind.
Business Model
Your company's business model will directly influence the script and goals of cold calling services.
For example, if you use a B2B model, you will need callers to speak with other business people to close deals and sales. Therefore, this will need to be very professional and require some strategies to generate the right leads.
B2C companies will need callers to persuade potential buyers of a specific product or sale, which will demand research about the client's profile and persuasion regarding the benefits. Outsourcing inside sales will make this research process much easier and less stressful for you and your team.
Industry
As there are a variety of niches out there, the approaches to the perfect cold call can vary, as mentioned previously. While the main points remain, the actual company messaging is up to you and how you want to be depicted.
For example, if you have a financial business, you could use cold calls to offer your clients better deals and investment opportunities. Likewise, hotels and travel agencies can use it to offer new discounts and also get insight into where people want to go, what they are looking for at a hotel or city, and what their interests are.
Goal
What is your goal with the cold calling service? Do you want to generate new leads, manage existing leads, or transform your leads into customers? Increase sales right now? Or schedule meetings for you or another representative to make a better presentation of your service or product?
These are all details you will need to know so you can communicate them to the company you are hiring. You can either work with them or let them work out themselves what the best approach for your business and goals is based on them. But always be clear and realistic about what you want.
What to Look for in a Cold Calling Service
If you are searching for cold calling services, you have probably come across many options. Just like when you check out a restaurant or hotel before going, however, it is important to take your time, do some research, and make sure you are making the right decision for yourself and your business.
There are some key factors you should analyze before closing the deal.
Are They Specialized in What You're Looking for?
Do you remember when we talked about your goals with cold calling? A good thing to check with a possible outsourced company is if they have a specialty in your industry, or if they've had previous experience. It means they have insider knowledge and tips and tricks that could be useful to you.
Are you a B2B company trying to outsource inside sales? Or are you aiming to schedule meetings? What is their approach to business people and does it match your needs?
Feedback
You must get feedback from your clients in order to improve your product or service. Therefore, if you outsource sales calls, the company responsible must not be shy to ask for feedback from clients. Make sure you check if they offer this.
If a customer does not want to get your product, you want to find out why so you can work on it and improve your sales funnel in the future.
Track Record
It is essential to know how successful the company has been with other businesses. Ask for a case study to get a better idea of the results and make sure they really provide everything they promise you. And if they assign you a specific person or team, ask about their track record, what the expectations are, and how the larger company may step in and support if needed.
Price
Sometimes cheap is not the best, but we know the price is a significant factor, especially if you have to explain to your boss where the money is going and why you chose that service. Make sure to check if the company has different types of payment plans that can work to your advantage.
Gather all the information above and select the companies that best match your particular needs, just like you would when shopping for a vacation.
There are some key factors you should analyze before closing the deal.
Are They Specialized in What You're Looking for?
Do you remember when we talked about your goals with cold calling? A good thing to check with a possible outsourced company is if they have a specialty in your industry, or if they've had previous experience. It means they have insider knowledge and tips and tricks that could be useful to you.
Are you a B2B company trying to outsource inside sales? Or are you aiming to schedule meetings? What is their approach to business people and does it match your needs?
Feedback
You must get feedback from your clients in order to improve your product or service. Therefore, if you outsource sales calls, the company responsible must not be shy to ask for feedback from clients. Make sure you check if they offer this.
If a customer does not want to get your product, you want to find out why so you can work on it and improve your sales funnel in the future.
Track Record
It is essential to know how successful the company has been with other businesses. Ask for a case study to get a better idea of the results and make sure they really provide everything they promise you. And if they assign you a specific person or team, ask about their track record, what the expectations are, and how the larger company may step in and support if needed.
Price
Sometimes cheap is not the best, but we know the price is a significant factor, especially if you have to explain to your boss where the money is going and why you chose that service. Make sure to check if the company has different types of payment plans that can work to your advantage.
Gather all the information above and select the companies that best match your particular needs, just like you would when shopping for a vacation.
Conclusion
Outsourcing sales calls can benefit your business, especially if you have a clear goal in mind. This will help your sales and deals grow, while saving your own time to work further on your product or service.
If you follow all the main steps carefully, cold calling as a service will bring you the expected results and even help you improve your product with all the feedback you will receive.
Now that you know what to search for and how to make the right choice, you are ready to make your company grow and get some new leads!
Want more valuable information on sale strategies to achieve better results in your company? Then, keep checking our blog for more content like this. Or get in touch with us if you want to outsource your sales.
If you follow all the main steps carefully, cold calling as a service will bring you the expected results and even help you improve your product with all the feedback you will receive.
Now that you know what to search for and how to make the right choice, you are ready to make your company grow and get some new leads!
Want more valuable information on sale strategies to achieve better results in your company? Then, keep checking our blog for more content like this. Or get in touch with us if you want to outsource your sales.
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