What is it? Cold sales are events aimed at a client who is not yet familiar with the company or the products offered. As a rule, we are talking about phone calls to a pre-prepared base.
What to consider? Many people do not like and underestimate this method of sales, complaining about its low efficiency. However, if you approach the issue with all due attention, develop and test a good script, and correctly select a base of potential clients, cold sales will bring good dividends.
The article explains:
The essence of cold sales
Advantages and Disadvantages of Cold Selling
Examples of cold sales
Stages of preparation and chinese overseas australia data package implementation of cold sales
Cold Sales Script Structure
9 Common Cold Sales Mistakes
Tips for Bypassing the Secretary When Making a Call
Scenario of a conversation with a decision maker
8 Ways to Increase the Effectiveness of Cold Sales
5 Tools to Make Cold Sales Easier
Cold Sales Frequently Asked Questions
5 Scenarios for Using Neural Networks to Increase Website Conversion by 40%
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The essence of cold sales
Cold sales are used to interest consumers in certain products. What does this mean? Let's figure it out.
People usually treat this type of service with caution and even with apprehension. However, this tool can expand the target audience (TA) and bring significant benefits to the business. The first reaction of clients is negative. There is a feeling of imposition of the product, pressure. But with competent tactics, the manager is able to inspire confidence in himself and interest in the offered product, which can affect its implementation.
The essence of cold sales
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Most often, the cold sales tool is a telephone. Telephone marketing is the name given to this method of promoting goods. Street sales and door-to-door sales (traveling salesmanship) are also used. The most significant role in cold and warm sales is played by telephone calls to potential consumers.
It is important to clearly understand the difference between hot and cold sales:
Both types of sales occupy certain market segments. Hot sales have stable clients with a clear consumer focus. The task of cold sales is to find new buyers. This is done through telephone conversations, product presentations, business trips. Cold calls are contact with a potential buyer in order to generate interest in the product/service and on this basis prepare and hold a meeting.
Cold selling can increase the volume of products sold and allow you to take a more advantageous position in competition with other companies offering similar goods.
Cold calls by a sales manager save funds allocated by the company for advertising activities. But insufficient competence of employees, their unprofessionalism most often lead to the client's reluctance to talk and refusal to buy. Therefore, special training of managers is necessary.