by Tim Hughes | @Timothy_Hughes | LinkedIn
I’ve just read one of the cold outreach gurus complaining about the time he is wasting because of cold outreach and this has to stop. I totally agree! He keeps getting people sending him in mails on LinkedIn, which we all know is, just that, cold outreach but on a social network. I’m not aware if he’s aware of the irony!
Cold Calling Inflation
Going back in time the number of calls, emails, inmails (regardless they are all cold calls) people needed to make was 60, 80, 100, 120. This is farcical and this cold calling inflation just adds to the noise. It’s not working as nobody cares, and we are all now using adblockers, email blockers, call number blockers, we have al had enough as buyers. As sellers, there are better ways that get better results.
I will write that again. There are ways other than cold calling that are better. More efficient, more effective, in other words you will crush your number quicker. So why is your sales organisation such laggards?
Sales has Always Evolved
I read an article the other day, that went through all the facts about the change in buyer and the fact that the internet and social had changed things. And the answer in the article was to work harder, make more cold calls, send more cold emails, send more inmails. Guys, it’s over, walk away. Sales has changed. I get you want to hold onto the past but, it’s in the past.
21st Century Sales
Sales has and always will constantly evolve and maybe, just maybe it’s time to evolve with it, or walk away. Maybe you are just not cut out for sales in the 21st Century?
Nobody likes a person or a company that cold calls, sends unsolicited emails or sends unsolicited inmails. It’s the sign that a company has nowhere to go. It’s backed into a corner. Is that really the message you want to give to the market? Does your Board / CSuite know you are doing this?
But Cold Calling is so Easy!
Yeah, but all I have to do is pick the phone, I hear people say. Yeah but all I have to do is pick up my MacBook and I can do it 24 hours a day. There is no “prime selling time (PST)” with social, it’s open 24 hours a day.
Should I leave a voice mail, sorry no idea, there is no voice mail or gatekeepers on social.
The Lack of Efficiency and Effectiveness with Cold Outreach
Cold calling, cold emailing and cold inmailing means you have to throw enough shit at the wall and hope it sticks. It’s inefficient and ineffective. You have to call 100 people to get 10 conversations. With Social you can find those 10 people. It is that simple. If you contact 100 targeted people in the same time it takes you to call 100 people. That makes social 10 Times more efficient. Let’s call it quits and call it twice as efficient. Are You really promoting a sales methodology that’s less efficient and effective in the market and with your sales team?
It’s a simple as that.
Combined Social Selling and Cold Calling?
Also combining cold calling and social selling is just madness. Why would you use ineffective and ineffective processes? You are leaving money on the table, any management that do this are holding your business back and need to be resigned to the dustbin.
People who read this article also read these:
https://www.social-experts.net/how-will-you-roll-out-that-social-selling-program-globally/
https://www.social-experts.net/was-2018-an-ironic-year-in-sales-and-marketing/
https://www.social-experts.net/is-your-linkedin-profile-as-boring-as-wet-afternoon/
