Despite continued 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.”
Hybrid working is making it increasingly difficult to reach decision makers, which makes it more imperative to use honed telephone skills to engage with influencers en-route to the decision maker. Persistence and resilience are key skills which sit alongside the approach and sales message.
Whether you have an in-house team who could benefit from 1-2-1 bespoke sales coaching, or would like to consider outsourcing your business development function, the team at Your Telemarketing can help.
