Cold Call Marketing Process

Red TelephoneI had a great time last Friday, talking to Connie Kadansky, Sales Call Reluctance Coach, about a marketing process that makes cold calling work. 

You can listen to our interview here.

While cold calling is done by sales people, the function is more marketing than sales related.

Learn why and how you can develop a process that works so you can add predictable and trackable leads into your sales pipeline consistently, whenever you need them.

Download or listen to the call.

Then leave a comment and let me know if this resource helped you.


Cold Calling is Marketing and it Works if you Have a Process!

image from www.exceptionalsales.comMy friend and highly regarded sales call reluctance coach, Connie Kadansky, points out, "It is too funny that there are sales trainers out there saying "Never Cold Call."  Salespeople who buy into "Never Cold Call" are naive because guess what? Their competition is Cold Calling!"

So true.

The reason that I've found sales people fear cold calling is they don't see it for what it is.

Cold calling is primarily a marketing activity that sales professionals are responsible for in the majority of companies they work for. 

It's step 1 of a well developed sales process plan that I call "Attraction." 

Sales people are calling to attract a qualified lead into the sales pipeline.

And attraction is a marketing activity.

You may be thinking, "What!? Marketing, what does that mean, how does that work and what's the process to use?"

On Friday, June 29th at 4 pm Pacific time I'm going to sit down with Connie and talk about a process any sales pro can use on her Blog Talk Radio show.

The segment is called, "Cold Calling Works When You Have a Process!"

Join Connie and I to learn cold callings true role in the sales process and a gain a systematic approach for cold calling that makes it much easier and more rewarding. 

Here are the details:

Time: 4 pm Pacific | 5 pm Mountain | 6 pm Central | 7 pm Eastern

Date: Friday, June 29th

Where: From the comfort and privacy of your home or office at Sales Call Reluctance Coach on Blog Talk Radio

Link to use to access the show: http://bit.ly/coldcallmarketing

Be sure to spread the word to every sales professional, entrepreneur and small business owner you know who needs to increase their sales and revenues.


Keywords and Business Development Strategy

Keyword DifferencesI'm working on a sales process, marketing, CRM and online marketing test project right now. Today, I'm playing with keyword variations. 

In doing that, I'm consistently finding something very interesting. Small keyword variations often have HUGE competitive differences.

For example:

Note the differences in the keywords "business development strategy" vs. "business development strategies." You can click the graphic above for a screenshot of that search.

Business development strategy has "low" competition and 2,000 more searches per month in the USA than the keyword business development strategies, which is listed as "medium" competition and almost half as many searches.

So if I'm putting together a sales process and am working on the attraction (called marketing) piece for a business, which keyword would I use in an article ... oh say ... on business development strategy?

That's a quiz to see if you're paying attention.

Which keyword phrase would be best to use? 

Click on comment and leave your ideas. 

Learn about the sales process test project and see how it can help you grow your service based business by 10% to 40% or more this year. 


What is the Sales Process?

Reinvent Yourself GearsWith 294,000,000 websites talking about the sales process, it's easy for any small business owner to want to know, "What is the sales process, exactly."

The  sales process is not selling alone. It is a combined  strategy that outlines the steps a business follows to keep the sales pipeline full and the business consistently profitable. 

The sales process is the pre-planned strategy you follow to:

  • Attract leads into the sales pipeline (marketing) 
  • Convert leads into revenue (the system of selling)
  • Continue to provide value to existing clients for backend sales (CRM or client relationship management)
  • Profitably utilize internet marketing, social media marketing and content marketing strategies

Without a plan in place that addresses these four vital areas you are following the wing and a prayer sales process

And  if you aren't measuring where your results are coming from, you are flying blind in a fog of assumptions that are often wrong.

What is the cost of not following a sales process plan?

Over 90% of small businesses are not following a sales process plan at all. 

The cost of not planning, measuring and consistently executing a sales process strategy ranges, on average, from $1,000.00 to $4,000.00 for every $10,000 earned (10% to 40%).

That means that a small business that generates $100,000 in annual revenue is losing $10,000.00 to $40,000.00 of new revenue every year because they are not following a well developed sales process plan.

Is sales growth is your goal in Q2-2012?

If you are committed to seeing sales increases now and want a "strategic" plan to accomplish sales growth, then your business could be a great fit for our sales process development test program.

All of the details of the test program are at: http://www.billgluth.com/sales-process-test.htm