Cold emailing can be a frustrating process that many people try to avoid if possible (although it’s hard to avoid if you are in sales). The recipients of the phone calls and emails are often not very nice, and the success rate for this sales tactic is quite low. Most people go about cold calling the wrong way and perpetuate the trap that this process always creates. While it is arguably not the most fun thing to do, you can still be quite successful with cold calls and cold emails through the right software. This article will go through cold calling and cold emailing and what you can do to improve your conversion rate.
You Do Not Know If You Are Talking To the Right Person
A lot of people will get sales lead and not do any due diligence on the company or the person ahead of calling them. This is a terrible way to go about cold calling, but a large majority of people does it. Some salespeople blame the fact that they cannot find the right information because that info is not publicly available. This is incorrect, however, as companies such as iProfile and DiscoverOrg have created massive databases that provide detailed HR records on many major companies. With these new tools, you can easily discover whether you are talking to the right person. You can learn where that person falls on an org chart and what decision-making abilities the person has within the company. This is all very valuable information to know before making a cold call or cold email.
You Do Not Have Any Information about the Company’s Initiatives
Even if you know a thing or two about the person you are calling, you probably do not have a lot of information about the company’s initiatives, as most companies are private. If you were selling an IT product, it would be very helpful to know what the IT spends is of the company and if they are planning on making any new purchases anytime soon. Companies like DiscoverOrg and iProfile have gathered this information over time for a large number of companies, so this information is available if you look in the right places. You can use this information to tailor and fine-tune your sales pitch. If you know, for example, what purchases a company has made in the past, you can try to figure out what types of things they may buy prospectively. Take advantage of this information so you can put yourself in the best possible position to succeed when you make the call or email.
You need to do a lot of research about the company and the person you are calling. There are now several ways you can do this, and certain companies were created to help you do this exact thing. You can find out whom the person reports to, what their responsibilities are, how much their company is planning to spend in the upcoming year, etc. Make sure you put in this time before you make the call because if you do, your conversion rate will likely go up. Doing this will not guarantee you will become wildly successful, but you will put yourself in a better position to succeed.