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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Is Instagram Marketing the correct choice for your Business?

Are you ready to try Instagram for your business? Instagram could be the perfect platform of your marketing dreams. But choosing it blindly could be a mistake.

Is your marketplace mobile?

Unlike other social media channels, all of Instagram’s users access the network on their mobile devices. A mobile travels with users. And these users tend to be younger than your Facebook fans who check their news feeds on their work computers. According to a recent GlobalWebIndex study, over seventy-five percent of Instagram users are under the age of 34. Does your ideal customer fall into this category?

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Do you sell visual products?

With Instagram capitalizing on pictures as the main source of its user connections, it’s important to note that all of your company’s ongoings on this platform will need to be rooted in engaging visual content. The good part about this is that if you sell a typically unsexy product, you can use Instagram to bolster your product’s image — as well as your company’s perception. Use Instagram to get more creative. You can use Instagram to build reputation by following your employees’ community efforts and such and then sharing those images on Instagram instead of product images.

What’s your goal?

Your business can only include a clickable link in its bio — not on the posts themselves. This means that you’re likely to see very little in the way of click-throughs via Instagram. Instead, you’re utilizing this platform for reputation management and customer relations. Don’t rely solely on Instagram to do the bulk of your content marketing.

Instagram is a great content marketing platform — for the right brands. Keep your goals in mind, and align them with the market on Instagram to reap the most benefits.

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Why do you need your Business to go MOBILE!!

Step into a metro, go into any café and walk down any mall. One thing you are sure to see is a smartphone being used. If you think that mobile apps are solely for big name brands like Amazon and Citibank, you are wrong. More small and medium businesses are following the mobile trend, understanding that an effective mobile strategy involves more than just a mobile-friendly website.

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For businesses across all industries, mobile technology has provided new and innovative ways to engage with employees, boost productivity and cut the cost of operating in an increasingly competitive world.

And it’s not just big organizations that can reap the benefits of mobile. For small businesses, the cost cutting advantages are pretty good and the opportunities to work smarter mean that there is more chance of success and grow in both the short and long term.

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Better Employee Engagement

The millennials are virtually inseparable from their smart devices and use them for everything from shopping to talking to their friends. Deeper employee engagement can be achieved by updating and communicating more effectively, allowing individuals to work and innovate wherever they are in the world.

Create a Direct Marketing Channel

Apps serve many functions: they can provide general info, prices, booking forms, search features, user accounts, messengers, news feeds, and much more.

One of the biggest benefits of having a mobile app is that all the information you’d like to provide to your customers – including special sales and promotions – is right at their fingertips. Through push notifications you’re getting even closer to a direct interaction, and can easily remind customers about your products and services whenever it makes sense.

Build Brand and Recognition

A mobile app for your business can greatly contribute to your brand awareness.

Brand: A mobile app is like a blank billboard sign. You really want to do is create an app that has features your customers will love, while at the same time is well branded and beautifully designed.

Recognition: The more often you can get customers involved with your app, the sooner they will be inclined to buy your product and/or service.

Stand Out From the Competition

The mobile apps at the small business level are still rare, and this is where you can take a big leap ahead of your competitors. Be the first in your neighbourhood to offer a mobile app to your customers. They’ll be astonished by your forward-thinking approach.

Employers who engage with the latest technology and go mobile will no doubt have a head start on their competitors. The way we work is changing and keeping up with all the latest developments is vital if businesses want to grow and succeed. The mobile revolution may well be one of the most defining moments of the next twenty to thirty years.

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