The dreaded cold call, I usually get at least one a day. In today’s tech driven world cold calls have to be the worst way to generate new business. They are a waste of time simply put. Why? Statistics show that it takes at least 50 cold calls to generate one appointment, not a sale but an appointment. Turning that one appointment into a sale is not easy and takes even more time to build a solid relationship. You know the saying, people do business with people they know, like and trust. A cold call appointment does not fit those three criteria at all.
So what prospecting alternatives are at your disposal? It’s really pretty simple and often overlooked.
Build A Strong Alliance With Like Businesses
We all know other businesses that service the same target market as we do, so build on those relationships. Host a joint open house or networking event, do a joint mailer to both of your clients with a killer promotion that will benefit both of your client bases. Yes spend money on advertising and marketing.
Think Beyond The Local Chamber of Commerce
Don’t get me wrong you need to be part of and participate in all of the events your local Chamber of Commerce puts together, but you also need to think about other organizations that your target market belongs to. Join these groups, attend industry tradeshows as an exhibitor, join committees and any events that are related to your target market that puts you in front of them over and over again.
Most don’t get social media, it’s more than just putting up a profile page for your business and posting “buy my stuff” over and over again. You need to offer up solutions to your target markets problems for NOTHING! Yes, giveaway your best stuff and the business will follow without question. Join groups in the markets you are targeting on LinkedIn and be the expert by answering questions and again solving problems.
These are three easy alternatives to cold calling, face it none of us like getting cold calls so why waste your time making them.
To Your Success!