Lots of companies still have their selling strategy based on cold calling. It still works but in a long term. But the overall process of identifying potential leads, qualifying and closing the deals is very lengthy. Why? The biggest weakness of the traditional selling process is inefficiency. Well,let me explain one annoying thing about cold calling. You call one hundreds of contacts that are part of your database and could be that 60% of them respond to your calls with statements of being too busy or entering the meetings or just not interested. You can try to call ten times more but these guys will have always the same answer for you. In my opinion,this is a huge waste of time for companies. Companies more and more dislike pushy cold calls.
Instead,companies should take a look into a new concept of selling, so called invisible sale, in which qualified leads find companies instead of them spending lots of time finding those leads. This is called The Propinquity Effect – this is created by 2 main trends: self-educating buyers and the proliferation of internet service.
But how do you achieve that? By building a rich and valuable digital content and information that you can share with others. This information helps to find the way to self-educate the buyers. With this, you can build your reputation online with the potential of getting many clients.
Giving out some piece of information for free to your audience is so much more valuable than wasting 30 minutes with traditional cold calls with unqualified leads. Creating content takes definitely longer than that but this enables to sell to hundreds of people not only today but also in the future.
So now knowing that you can engage with qualified leads much sooner than with traditional cold calling, are you ready to acquire a totally new marketing & sales process that would deliver you awesome sales in much quicker way? If yes, stay tuned with my next blog posts.
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