There are scores of industry professionals who will tell you that cold-calling i.e. calling a person without any prior notification or engagement, is an extremely out of fashion method of garnering leads. Well, let us tell you, that in the world of B2B marketing, cold-calling is without doubt one of the best possible methods of getting organic leads. No matter how much effort you spend on your various advertising campaigns, unless you actually sit down and call your prospect clients, don’t exactly expect them to ring you all the time.
In the B2C world, it works very differently. A consumer has a lot more time in their hands to go across what they would call leads for the service or product they are looking for. But in the B2B world, the person you are aiming to convince as your buyer is probably one of importance in their own business, i.e. they call (at least) some of the shots. So in general this person will not be free all the time and will probably not even look at all the various marketing emails they receive every day. So in this case they would rather prefer a call if what you are pitching is absolutely good.
Let’s say your product is the absolute best, or at least your deal is, how can one say that you will simply call a person of importance, and they will agree to talk to you? Well, the answer lies in the skillset of a telecalling professional. Many industry giants have been known to say that by the tone of the telecaller they can decide whether to go for the pitch or not. This skillset is actually that extreme, and needs to be honed to perfection. Along with this a telecaller also needs to make sure that they are not calling during times when the target is busy, or on days that they are off. If your skills and your plan are in the right place, you can at least expect if not a direct conversation, then a scheduled call time for later. And on a good day, you will absolute bag that lead home!
One may say that cold calling is a really old school method, but it has its own set of advantages. Among which first and foremost is the human touch. Rather than having your prospect client read an email or listen to an automated message, you have the upper hand of judging your lead by their attitude to your pitch and you also get to answer any query right then and there. Since mornings are usually the best time for telecalling, it also gives you the chance to plant an idea into the mind of your client which will grow throughout the day and at the end of the day you can send a detailed email to test whether your pitch actually worked. Cold calling also allows you to surf through your potential leads at a much faster pace and also recognize which ones have more chances of becoming a buyer.
Due to these various reasons, cold calling still remains to be one of the primary methods of lead generation in the B2B world.