Outsourcing the Key to Successful Cold Calling
Ask any salesperson, and chances are he or she will tell you that the task they most dread is cold calling. This is unfortunate given the importance cold calling plays in filling the sales funnel.
Many salespeople will put cold calls on the bottom of their to-do list for no other reason than they want to avoid making such calls. In order for companies to reap the many benefits of cold calling, it may be time to consider outsourcing this task to a telemarketing firm.
While keeping your sales team happy is certainly one reason to outsource your cold calling, understandably there needs to be more compelling ones to make the change. Here are some of the biggest advantages:
Cost: Salespeople pay for themselves when they are closing sales. When they are cold calling and appointment setting, they are not. It is as simple as that.
Productivity: When you outsource your cold calling, you will have representatives making calls as many hours a day as you require. This ensures that your pipeline will not slow down when you don’t have staff available to make calls.
Reliability: Does your cold calling schedule depend on the availability of staff, vacations or even illness? When you outsource there are no schedules to work around.
Speed: If you need to begin a cold calling campaign for a particular product or service, outsourcing allows you to roll out this campaign quickly. That includes everything from creating a list to perfecting the script.
Data: For every call made, data is recorded and can be analyzed. This allows you to refine things like your script in real time.
Accountability: If a member of your sales staff sets up an appointment with a non-qualified lead, that is time and money wasted. When you outsource your cold calling and a non-qualified lead is identified, steps will be taken to make sure this does not happen again. Sales people are certainly not going to tell you when they are responsible for identifying non-qualified leads. They will, however, report these problems when cold calling is being outsourced.
Quality Control: Want to know how your sales people are interacting with cold prospects? That can be difficult. When you outsource, however, all calls are monitored for quality and you can even go back and listen to calls to make sure you like what you hear.
Allowing your salespeople to do what they are paid to do, and what they want to do, is a good reason to outsource your cold calling. Add in the reasons listed above and it is difficult to justify NOT outsourcing these duties.