Cold Calling or Email – 5 Tips to Determine Which One to Use When!

If you don’t think the first method of outreach in the sales process matters, think again. It plays an important role in getting a response or not.

Phone or email?

While there are a few tips that can help you decide, sales reps should know that in the grand scheme of a sales engagement, it has to be phone and email.

When deciding between getting in touch with a prospective customer by phone or sending an email, let the following factors be your guide.

  1. Time and Day of the Week

First, consult a calendar and a clock. Statistically, phone connect rates go up as the day progresses, and as the week progresses. In other words, a person is more likely to answer their phone later in the workday (say post-lunch time) and the workweek (avoid calling on Monday and Tuesday).

But what if a prospective customer doesn’t pick up his/her phone in that timeframe? Leave a voicemail or a SMS.

  1. What do you want?

Before you start typing or pick up the phone, you’ve got to know, what’s your goal here? Would it be to get a meeting with the prospect, get some information, ask for a referral, or just want to say hello? By placing your goals on a scale from aggressive to passive, you should be able to determine whether you should give the prospect a call or send them an email.

  1. What level is your prospect at?

The higher up your prospect is within their organization, you have a higher chance to get a hold of a live person on the phone. Because you are actually speaking with someone, whether an assistant or the CEO, a live conversation will beat out an email. Management level or higher – give them a call. Individuals at this level are usually adapt to talking on the phone and will be more receptive to sales calls as they won’t be intimidated.

  1. Each buyer is unique

Some buyer personas favour a different communication style than others. Their preference depends on multiple factors: Their age, the nature of their job, their industry, and more.

Younger professionals prefer to communicate via email. Individuals in customer facing roles are likely to talk on the phone, seeing that their day to day work requires them to talk to strangers. People who work internally are probably more likely to reply to an email as opposed to picking up the phone.

  1. Deal Momentum

If your prospective customer is unresponsive, noncommittal about your product/service or facing many levels of bureaucracy, it might be faster and easier to pick up the phone. If they pick up the phone, you can immediately present your ask and a receive an answer. If you get their voicemail, leave your message and follow up with an email.

In general, the beginning and the end of each sales engagement should be phone-heavy, since that’s where the strongest asks are: starting a relationship, and closing a deal. In between, sales reps should opt for email as a rule of thumb.

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http://www.retweaks.com

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Why your Business should integrate Offline and Online Marketing

Marketing your business is about identifying, appealing to, and utilizing the behaviors of your target audience. Every target audience is different, and the most effective marketing activities will vary from one business to the other. However, across audiences and industries today, people bring in their online devices with them to all of the offline places they go, and sharing all of their offline experiences online. Therefore, if you want to effectively market your business in relation to the behaviors of your target audience, you need to integrate your online and offline strategies.

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Online marketing activities may include

  • Email marketing
  • Social media
  • Blogging
  • Online advertising

Offline marketing activities may include

  • Newspaper, TV, Radio ads
  • Direct mailers
  • Flyers and billboards
  • Events and trade shows

Here are the top reasons on why you should integrate your offline and online marketing strategies.

  1. Marketing consistency: The main reason you should integrate your offline and online efforts is because of consistency. While you have different business goals and different marketing activities for achieving them, the central messaging around your brand, your business value, and the products/services you provide should always be the same.
  2. Brilliant customer experience: Geo-data and machine learning have lead to a rise in preference- and location-based services for people. More information is getting automatically served up to us, rather than found by searching for it. As a result, we are now expecting the offers and deals of the businesses we engage with to find us, not to be found by us. Similarly, when you’re out driving and spot a billboard ad of your favorite restaurant talking about new launches, you are somewhat lured to try them out. Brilliant customer experience is an amalgamation of offline and online marketing.

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  3. Stronger marketing: Another reason why you should integrate offline and online marketing efforts is that they will strengthen one another. By using one channel to promote the other, you increase the effectiveness of each channel while providing a continuous experience for your target audience. This positive experience will keep them engaged longer with your business, and longer engagement often leads to potential customers.
  4. Expanding Reach: One last reason you should integrate your offline and online marketing activities is because you can expand your reach. It is a well-known fact that by sharing something online, such as through social media or e-mailers, you can reach more than just the people who visit your store or live close to it. If you take something that is online and promote it in store or on a flyer, you are likely to get loyal customers, who frequent your location or interact with you in person, to get online, engage with you there, and encourage others to engage as well.

Though digital marketing is on the rise, offline marketing activities are still important and effective for your business, and its role in the community. At the same time, some of the tried and true offline marketing activities that have worked in the past may lose traction unless you incorporate an online element to them. By combining your online and offline marketing strategies, you are sure to maximize the effectiveness of your activities and grow your business.

Reach out to us at sales@retweaks.com

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