The truth about B2B cold calling and cold approach

[japancool]

Recent cold call. Started 'Hello, I hope that you're having a very good day'. 'What do you want?' 'Well, that's not a very nice attitude, are you having a bad day?' 'Good bye' Hang up.

That's exactly how the cold call to me in response to this thread started. And it got pretty much the same response.

 

[JamieM]

The person you upset does care.

Statements like the above are, I'm afraid, a sad reflection on your character and values.

Is that a company policy of the <company> in your profile, or is it your own philosophy?

So if a business has a great product that will benefit another business you don't think they should make a sales call in case they upset someone?

 

[Newchodge]

If they have a great product that will benefit another business they should contact the other business with a little finesse.

 

[Clinton]

So if a business has a great product that will benefit another business you don't think they should make a sales call in case they upset someone?

Huh? You think I'm going to rely on a salesman's opinion as to whether his product is "great" and will "benefit" me?

UKBF does get quite amusing this time of the day!

 

[Newchodge]

For me the thing that annoys me most about cold calling is the assumption made by the pratt who rings me up is that their interest is more important than what I want to spend my time doing. Of itself that means I will never buy from a cold call, even if it is the thing that I need more than anything in my business; but I won't know, because the cold caller does not get past the first 5 seconds that they have to engage my interest.

 

[Newchodge]

So if a business has a great product that will benefit another business you don't think they should make a sales call in case they upset someone?

That was not the point. The other idiot stated that in cold calling it doesn't matter if you upset someone. With that attitude they will go a very long way. A very long way away from any potential customer.

 

[JamieM]

Huh? You think I'm going to rely on a salesman's opinion as to whether his product is "great" and will "benefit" me?

UKBF does get quite amusing this time of the day!

It was a general question about a hypothetical great product, not about whether you personally would buy something. As an aside I don't think anybody buys based on a salesman's opinion, they may form their own opinion after speaking to a salesman.

If I invented an amazing toy you don't think I should call Toys R Us to sell it to them?

That was not the point. The other idiot stated that in cold calling it doesn't matter if you upset someone. With that attitude they will go a very long way. A very long way away from any potential customer.

I think upset was the wrong choice of word. I think he just meant if they are not interested it doesn't matter. When people receive a sales call that they're not interested in they might be annoyed for a couple of minutes but I don't think anyone gets genuinely upset by it. It's just business.

 

[MorrisChesterfield]

Who actually said " it doesnt matter if you upset somebody"?

I am lost now...

 

[Newchodge]

"Put it this way, who cares if you upset someone for 10 seconds of their day, chances are they will never meet you or even remember you. They may have never even come across you if you did not call." Stated by Bton Agency, or something similar on page 1 of this thread.

 

[MorrisChesterfield]

Ahh missed that one.

 

[Clinton]

It was a general question about a hypothetical great product....

Maybe one in a million is going to turn out to be a great product. I have no intention of wasting (one million x ten seconds) to get to that great product.

As an aside I don't think anybody buys based on a salesman's opinion, they may form their own opinion after speaking to a salesman.

We are not talking about buying. We're talking about whether he should make the call / I should take the call based on his opinion that it's a "great" product. Every pratt with something to flog on the phone thinks his product is a great product. Otherwise he wouldn't be calling!

But AFAIAC, if the business is desperate enough to cold call then there's a 99.99% chance it's a crap product. And, AFAIAC, the fact that it's a cold call is enough reason to terminate it.

Apple never cold called me about the iPhone. Porsche never call me when they release a new model. Bombardier never phoned to tell me they upgraded the LearJet.

 

[Newchodge]

So if a business has a great product that will benefit another business you don't think they should make a sales call in case they upset someone?

Are you really trying to claim that the reason businesses make cold calls is to inform a business of a great product which will benefit their business. They make cold calls in the hope it will benefit their own business by achieving a sale.

 

[JamieM]

But AFAIAC, if the business is desperate enough to cold call then there's a 99.99% chance it's a crap product. And, AFAIAC, the fact that it's a cold call is enough reason to terminate it.

I disagree.

Apple never cold called me about the iPhone. Porsche never call me when they release a new model. Bombardier never phoned to tell me they upgraded the LearJet.

All pretty much B2C examples so not really relevant. Successful B2B sales calls happen every day. Maybe not in your industry or your business but it is a good marketing method for many businesses.

Are you really trying to claim that the reason businesses make cold calls is to inform a business of a great product which will benefit their business. They make cold calls in the hope it will benefit their own business by achieving a sale.

Not all but some do yes. A B2B transaction generally benefits both the seller and the buyer. Otherwise the seller isn't going to make any sales.

 

[Clinton]

I disagree.

Disagree to your heart's content.

Just don't cold call me; you will find me less polite on the phone than I am in threads.

 

[garyk]

Well I've spent the last 3 months sitting next to a guy who gets cold called all day. Probably takes 5-8 calls per day. How many of those have got past him or even to the next stage?

zero.

Its effectiveness is on the decline.

That said its still staggering how poorly done it is. Common things are:

Asking for people that have left the company (in some cases years ago) so crap data
Poor line quality, the guy can't hear them
Poor English, the guy cannot understand them
Offering irrelevant products/services so they obviously haven't researched anything

So i guess get over those things and you have a chance.

I'm with @Clinton though, I can honestly say in 20+ years I've never received a cold call for something that was genuinely useful.

 

[Tavakli]

Well. Honestly I fail to see how this business forum can be of any use to anyone if you all bicker and bitch about a topic that many of you have clearly never used, never will, or are blinkered and closed minded to. None of this helps the person who requested help.

So, you are against telesales but you are OK with handing out a business card to a stranger, with the explanation that handing out a business card only takes a second and a cold call maybe 10 seconds? You are probably OK with direct mail which pisses the life out of most people and clutters up our mail boxes and is bad for the environment or you are happy with placing passive advertisements in newspapers. Or, of course there is networking. This gives you the chance to bore the pants of someone who is being polite in listening to you ramble on about you and your company. And, of course there is word of mouth or referral where you badger and banter your clients to big you up so that you can get easy business coming to you.

Guys. Marketing takes the shape of many different approaches. Some work for some businesses and some do not. Some are more appropriate to certain types of business than they are for others. However, ask yourself, just what use have you been to the original enquirer other than to pass your bigoted, self opinionated views on to others without sign posting them to a professional marketing consultant who might have helped them with some real advice?

Clearly this forum is not for me. I need to concentrate on actually working rather than making thousands of unhelpful useless posts that clearly achieve nothing and help no one. <comment removed>

If you need help folks - seek out a proper business advisor locally, someone who actually knows how to provide a balanced and well thought out business plan for you by someone with no axe to grind who can advise you properly.

 

[Newchodge]

I thought Friday was the day for flouncing?

 

[Tavakli]

I thought Friday was the day for flouncing?

I am not in the slightest bit annoyed or put out. Rather, I find it all quite amusing.

 

[Annoying Donkey]

Well. Honestly I fail to see how this business forum can be of any use to anyone if you all bicker and ***** about a topic that many of you have clearly never used, never will, or are blinkered and closed minded to. None of this helps the person who requested help.

Just because people hold a different opinion doesn't mean they're blinkered.
More than half of UK businesses signed up to the TPS DNC list, even though it hasn't been widely publicized . I'd say that was a clear message that they don't want cold calls.

So, you are against telesales but you are OK with handing out a business card to a stranger

You don't burst into someone's office and hand the business card over. You give it to them when you meet. They're voluntarily there and not being interrupted and taken away from their tasks.

You are probably OK with direct mail which pisses the life out of most people and clutters up our mail boxes and is bad for the environment

I do direct mail for my clients and I get a good response. Recent case, 5000 letters go out at a cost of around £5000, total sales £78,000. I'd say that works
And I think most businesses use recycled paper these days.

or you are happy with placing passive advertisements in newspapers.

Can work very well, though in decline. Thing is, most newspaper ads suck. A decent ad can still work very well.

Or, of course there is networking. This gives you the chance to bore the pants of someone who is being polite in listening to you ramble on about you and your company.

People go to networking events voluntarily. If they're bored they won't go again. Of course, if you took an interest in the other party instead of trying to sell them, then you too might do better

And, of course there is word of mouth or referral where you badger and banter your clients to big you up so that you can get easy business coming to you.

I've been "referral only" since the end of the first year. I don't badger..., most of my referrers are more than happy to tell their buddies about me... Perhaps if you concentrated on making the exchange memorable for your own clients, they'd be happy to tell the world about you

Guys. Marketing takes the shape of many different approaches. Some work for some businesses and some do not. Some are more appropriate to certain types of business than they are for others.

We agree on something...

 

[japancool]

Bombardier never phoned to tell me they upgraded the LearJet.

They didn't? I got that call.

 

[garyk]

@Tavakli you've been a member for a day and you're already struggling with the fact that other people have views and opinions different to your own????

 

[Clinton]

So, you are against telesales but you are OK with handing out a business card to a stranger, with the explanation that handing out a business card only takes a second and a cold call maybe 10 seconds?

What a ridiculous comparison. A better question would be, "Do you accost people on the street and shove your business card in their hand while they are trying desperately to do something else ... like cross the road, or get their kid's buggy over the pavement or read the bus timetable?"

It's nothing to do with 1 second or 10. It's to do with disrupting what people are doing and demanding their attention in the manner of a spoilt kid always used to getting his own way. It's about respect, consideration, common sense.

 

[Tavakli]

@Tavakli you've been a member for a day and you're already struggling with the fact that other people have views and opinions different to your own????

On the contrary, I respect anyone's constructive views and opinions but what help has this thread been in answering the initial question?

 

[Newchodge]

@Tavakil what constructive help have you offered the OP.

 

[japancool]

The real world equivalent of telemarketing isn't handing out business cards - it's charity muggers and door-to-door salesmen collectors and salespeople.

 

[Tavakli]

Well you all have a very nice day. If this is how you choose to spend your time then good luck to you. Admin. Please delete this account as I have no further use for it. Thank You

 

[BTON Agency]

As a relatively infrequent poster but one that looks to help others, i wonder why some individuals feel the need to post on here?

Opinions are like ****holes everyone has one, it a shame some feel the need to share.

I think we can all agree 99% of cold calls are annoying, but sadly they do work which is why people use them.

A perfect example today. As agents we need to verify who our clients are. We have done this for years taking a copy of passport and utility bills. This morning i was "cold called" by a lovely lady who wanted to tell me i could do it all online without the need to copy details.

I knew this product existed (have done for sometime never got round to looking at it) This girl knew the product could be of interest to me, called me, spoke to me, demoed it and has signed me up. All from a cold call!

If she had not as and when i got round to looking at the product i may well have used another provider.

 

[japancool]

And I think we agree that firms that don't give a damn about pissing people off are the reason why TPS and MPS exist.

 

[Newchodge]

That is not what I call a cold call. The caller was aware what area you worked in, was aware of a product that might help you and was able to explain why it would help you.

I don't need that product. If the same person had called me it would have been a waste of the time it took me to put down my cup of coffee and pick up the phone before listening to what she had to say, explaining I was not interested, putting the phone down and then trying to find my train of thought which had been pointlessly interrupted.

 

[BTON Agency]

That is not what I call a cold call.

And thats my point.

It was a cold call. Cold calling is not just a call center bashing out PPI or electric.

Cold calling is picking up the phone and calling a business or individual you have no relationship with.

For some members on here to dismiss a young woman's idea to cold call is totally wrong and unsupportive.

If she has a product or service, can identify a market for them and "Cold call" then it is to be admired and encouraged not scare her off doing it.

She may have the best idea in the world but if she does not have an advertising budget for PPC, Roadshows, SEO, Trade Press, Premises on a high street how are people going to know about it?

A telephone on a VoIP service is most definatley one of the best ways for a new business to go.

I thought this forum was here to encourage and help others not destroy the confidence they have, thats what facebook is for isnt it?

 

[Clinton]

For some members on here to dismiss a young woman's idea to cold call is totally wrong and unsupportive.

Methinks you need to look at the OP again

 

[Newchodge]

Then why did you not tll her that?

 

[Annoying Donkey]

She may have the best idea in the world but if she does not have an advertising budget for PPC, Roadshows, SEO, Trade Press, Premises on a high street how are people going to know about it?

A couple of less time consuming ideas here...

 

[Newchodge]

And thats my point.

It was a cold call. Cold calling is not just a call center bashing out PPI or electric.

Cold calling is picking up the phone and calling a business or individual you have no relationship with.

For some members on here to dismiss a young woman's idea to cold call is totally wrong and unsupportive.

If she has a product or service, can identify a market for them and "Cold call" then it is to be admired and encouraged not scare her off doing it.

She may have the best idea in the world but if she does not have an advertising budget for PPC, Roadshows, SEO, Trade Press, Premises on a high street how are people going to know about it?

A telephone on a VoIP service is most definatley one of the best ways for a new business to go.

I thought this forum was here to encourage and help others not destroy the confidence they have, thats what facebook is for isnt it?

I ask again. Why did you not tell the OP that?

 

[BTON Agency]

A couple of less time consuming ideas here...

Its nice to see help, but all of those either need some seed money or to build the relationships without companies to endorse means COLD CALLING.

I think some people are struggling to actually figure out what cold calling is. It is not a call center that sits there all day long banging out calls selling cr*p.

It is a call to an individual or business you do not have a relationship with.

If they are starting a new business she will most likely not have contacts, yes endorsements, link ups, networking are all important but how do you get to speak to them in the first place IT IS A COLD CALL! to introduce yourself or service.

 

[Annoying Donkey]

Its nice to see help, but all of those either need some seed money or to build the relationships without companies to endorse means COLD CALLING.

No it doesn't. You need to expand your thinking...

Here's an example of a letter used to approach a non competing company for an alliance...
Note the results...

 

[JamieM]

No it doesn't. You need to expand your thinking...

Here's an example of a letter used to approach a non competing company for an alliance...
Note the results...

The follow up call is still a cold call.

 

[Annoying Donkey]

The follow up call is still a cold call.

The letter warms the call up...
They know the call is coming, so the business owner can tell the secretary/receptionist/gatekeeper that he wants to take the call or to say "no thanks". He's only interrupted if he wants to be...
And in my experience, if you have something people really want, they tend to call you...

 

[NickGrogan]

Steve Jobs cold called people

https://www.cnet.com/uk/news/bob-metcalfe-recalls-steve-jobs-cold-call/

BOMBARDIER are advertising for a sales director

Build and foster trusted relationships with decision makers and influencers at existing and potential customers including Network Carriers, Low Cost Carriers and Regional Airlines;

You are able to close deals (take the customer to the closing phase)
You maintain a positive attitude amidst adversity and be able to find solutions to overcome problems

Sounds like there's some cold calling involved.

Just because they're not calling you, doesn't mean it's not happening.

 

[NickGrogan]

not sure about Porsche, but Bugatti certainly cold call.

Amy McDonald was on Top Gear, and mentioned that she'd love to drive a Veyron but had never had the chance. The next day, the CEO of Bugatti cold called her, and invited her to France to test drive one. She went, had a great fun and now wants to a Chiron.

Times Article