Cold Calling - A Surprising Way To Gain Insider Information
Did you know that the same thing is true when you make cold calls to sales prospects?
Certainly, cold calling is primarily a prospecting tool. VSA makes telephone calls every day for our clients and we open doors to sales opportunities. Sometimes our clients ask us to gather specific information to qualify leads. But, even when we implement pure appointment generation campaigns, we gain valuable market intelligence for our clients.
Here are some examples of what we have learned:
Competitive information
Earlier this fall, an innovative VSA client decided to enter a new market. This client believed there would be little to no competition for their services.
But soon after VSA began making cold calls, we learned the truth. Companies were already using services similar to our client's offering. In fact, the market was virtually 100% penetrated.
Importantly, though, there was no single dominant competitor in the market.
With this information, our client decided the challenge was to convince prospects that they are the best in the industry, and the dominant provider for the services they offer.
Target industries
Another area where clients can gain great knowledge through cold calling is identifying the ideal target industries.
Cold callers are in a unique position to learn which industries:
have "easy-to-reach" decision makers have greatest interest in talking about our clients' services are willing to meet with new vendors are willing to try out new or multiple providers seek back-up providers on a regular basis By calling hundreds of companies, cold callers can see industry behaviors that would not be visible by just talking to a few firms. We observe these trends to help clients focus on the best possible prospects.
Mailing lists
The most valuable information gained through cold calling is an excellent prospect list! A targeted prospecting list created through cold calling contains specific information that is not generally available elsewhere.
Information can range from the decision maker's name, to what product they are currently using. Here's a list of frequently asked questions for mailing list development: Decision maker name and title Confirmation of the company name, address and telephone number Whether the prospect is willing to meet What competitive products/services they currently use What kinds of needs they might have for a specific product/service When they might consider making a specific purchase Obtaining this kind of information is certainly challenging. But, a prospect list developed through cold calling is very targeted and can be used with great results in drip mailings and targeted prospecting campaigns over a long period.
Cold calling puts prospecting in high gear.
Most VSA clients hire us to create sales opportunities through cold calling. The value- added information we provide is often a surprise. By really listening to the market, cold callers can turn an ordinary calling campaign into a campaign that not only generates short term sales, but also produces long-term marketing and sales strategies.
VSA. Inc. 414 Station Avenue Haddonfield, NJ 08033 856-429-5078 info@vsaprospecting.com www.vsaprospecting.com
Related Tags: cold calling
Valerie earned her BA from the University of Pennsylvania and her MBA from the Wharton School. Formerly a consultant with two national consulting firms, KPMG Consulting and PricewaterhouseCoopers Consulting, Valerie started her career in marketing management positions at American Express, Travelers and CIGNA. Valerie's focus area is in direct marketing including call centers roles to support marketing campaigns, direct mail, direct response ads and strategy development. Valerie brings her bottom-line focus to VSA, where the firm's goal is to achieve financial results for clients.
Your Article Search Directory : Find in ArticlesRecent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou - Be a Successful Salesperson in Five Steps
Want to get your business or career into high gear? Look first at the top line on a profit and loss
