Business & Finance Advertising & sales & Marketing

In Cooling Economies Cold Calling is King

More than one financial wizard has remarked that the U.
S.
economy is heading toward recession.
Job creation has slipped from years of consecutive advances, the housing and mortgage lending balloons have burst, and the days of easy selling are coming to an end.
In a word, I'm thrilled.
Not for those who will suffer job losses or crunched-down wages and benefits and the other typical pains of economic contraction.
I'm thrilled because cold-calling will once again take its place as the jewel in the sales crown, the little engine that could, did, and will do again, enabling sales forces to set appointments, see more prospects, and close business.
Clever firms that invest in creating their own in-house cold calling programs prosper in tough times.
Instead of waiting for things to happen, they make them happen, on a neat schedule.
What right-thinking company still believes that its future or salvation will come from tweaking its web site or by paying a ransom for Google clicks? Is there a smart business that is putting its precious marketing dollars into email blasts or into conventional direct mail marketing, for that matter? Is there a canny businessperson who really believes that networking or trade show exhibits alone, without the grunt work of well designed and executed telephone follow-ups will put sufficient profits into company coffers? If there is one incontrovertible fact about the outsourcing of telecom that has been done in the last dozen years it's this: Foreigners SUCK at making cold calls to American businesses and homes.
They only appear cheaper to employ because their wages seem to be lower.
But these savings don't translate to the bottom line because, for instance, India-based phone people are awful idiomatic communicators.
They might be corralled into accent reduction classes, but they still can't "pass" as Americans when it counts, during real-time conversations.
You might have noticed that Netflix just opened a call center in Oregon, not in Buenos Aires or Sao Paulo.
An Indian company, with huge call centers in its native country, has invested in a call center in the United States.
Phone jobs are RETURNING to our shores.
This is big news because it signifies that we're more effective than those knock-offs in other lands.
Get ready for sales success in the tougher times to come.
Get yourself and your salespeople first-class phone training, and then, come what may, you'll smile when you dial.
Are you looking for the Best Practices in Negotiation(TM), in sales, customer service, or telemarketing training? Contact us.

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