Despite the growing resistance to cold calling, using the phone to make a sales call can still be effective if done intelligently and used as part of a marketing strategy that incorporates multiple communication channels.

So says Laura Morrison, managing director of  Your Telemarketing, which offers an outsourced telemarketing service to companies, as well as training courses and workshops for individuals who want to sharpen their phone skills to enable them to close deals and secure business.

“According to the National Sales Executive Association, 80% of sales are made on the 5th to 12th contact with a customer,” she said.

“This means you are missing a massive opportunity if you don’t have multiple communications – made up of a mix of e-mail marketing, direct mail, phone calls, advertising and PR.”

Laura, says people from a wide variety of backgrounds attend her courses including many entrepreneurs and sole traders, such as web designers and accountants, who want to hone their phone manner.

She says people are just as likely to use these new-found skills to improve rapport with established contacts as they are to approach new prospects out of the blue.

Read more…

Laura Morrison effective sales calls