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.

Hope you found the Blog Useful!!

http://www.retweaks.com

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How important is Digital Marketing for your Company?

With the constant change and evolution of modern technologies, small and medium businesses are doing everything they can to keep up. In the digital space where e-commerce are heading to, Digital Marketing tools and techniques provide business owners with the best chances for competition, survival and even business growth.

  1. Affordable way of marketing for SMEs

Digital Marketing actually provides the small and medium enterprises a chance to compete against the big boys and attract their share of targeted traffic. The digital modes of marketing are customizable and hence are affordable. If you are new in market, with digital marketing you can still make your presence felt by targeting a small base of customers.

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  1. Digital Marketing delivers conversion

Businesses that sell products and services online, measure their success by the percentage of incoming traffic that gets converted into leads, subscribers or sales. Without conversion, all your traffic would mean nothing and all your marketing efforts will simply go to waste. That is why business owners are stream-lining their digital marketing campaigns towards conversion optimization, making it a top priority.

  1. Digital Marketing facilitates interaction with targeted audiences

One of the reasons why digital marketing is taking over traditional marketing is the ability of Internet marketing tools to interact with targeted audiences in real time. Engagement in any form is what your customers expect to receive when interacting with your brand or business.

  1. Digital Marketing caters to the mobile consumer

Undoubtedly, mobile internet will be the next wave of information dissemination and communication channel, brought about by the rapid proliferation of smartphones, tablets and other internet-enabled devices. Now would be the best time to have digital marketing campaigns intended towards mobile consumers, paving the way for them towards achieving better growth and faster expansion.

  1. Digital Marketing builds brand reputation

The power of digital marketing lies in its ability for attracting targeted traffic. These types of audiences are already ready to know more about your brand, products or services and may be interested to purchase what you have to offer. Satisfied customers will tell other people about their experience with your brand, product or service. Your brand reputation will go viral as expected; additionally opening new doors of opportunities for reaching bigger markets and attain business growth.

  1. Digital Marketing provides better ROI for your marketing investments

Digital Marketing can provide a better Return of Investments (ROI) than traditional marketing channels. With traditional media, the cost is too exorbitant for small and medium enterprises to leverage on, and the results received are somewhat vague and difficult to measure. Digital Marketing on the other hand can easily be tracked and monitored, with results immediately realized and measured as soon as targeted audiences provide contact information, subscribe to a newsletter or training program, or make a purchase.

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  1. Digital Marketing earns people’s trust

Digital Marketing rides on the current online trend that focus more on social media signals resulting from direct and more personalized interaction between a brand or business and their targeted audiences. Digital Marketing leverages on social media signals, social proof and testimonials from actual consumers who have previously purchased, joined, or availed a product or service marketed by a particular brand or business.

The future of digital marketing seems very bright at the moment. However, while brands were earlier competing with each other’s marketing strategy now the focus has shifted to a fight against the entire internet. Surviving in such cut throat competition is possible if you can work out and implement a marketing strategy that portrays your uniqueness and gives the customers a reason to choose you.

Hope you liked the Blog!

More coming soon.. Keep checking out this space.

http://www.retweaks.com

Reach out to us at sales@retweaks.com

10 Reasons why you are not attracting customers to your website

Did you know that according to a Harvard Business School study, roughly 75% of start-ups with venture funding will eventually fail?

Did you know that according to a Harvard Business School study, roughly 75% of start-ups with venture funding will eventually fail? The same study also found that a similar percentage of small businesses will fail within the first ten years of existence. The primary reason for most business failures is the inability to profitably attract and retain customers, and there are a few common mistakes that business leaders make when trying to attract customers. Having a

The website wasn’t professionally built –

You may face serious disadvantages if your website was not built by a professional agency or website developer. A good site must have proper coding for good SEO, as well as properly-written Meta data to also help drive traffic to the site when it comes up in search results.

The website isn’t mobile-friendly –

It’s very important to make sure your website is mobile-friendly so that it can be comfortably viewed and navigated via different cell phones, tablets and other devices. Did you know that Google’s search engine algorithms punish websites that aren’t mobile-friendly?

The website’s content and its structure didn’t incorporate keywords –

Even if your website was built by a professional, if they didn’t include keywords or other SEO-critical features, then it’s like you paid to place an advertisement but didn’t include any contact information. Your website needs keywords so that people can find it organically on search engines.

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There isn’t a blog or the website doesn’t get new content regularly –

If a blog is absent from your site, you’re doing your business a misfortune. Blogs help SEO and can be a key part of an inbound marketing strategy that bring new visitors as well as returning visitors to your website.

Devoid of a functional inbound strategy –

A functional inbound strategy should incorporate landing pages, social media marketing, online PPC advertising, email marketing and SEO components to reach the right types of people and persuade them to become customers.

Your website’s homepage isn’t great –

There are a lot of reasons why the home page is extremely important. First, it shows that your business is alive and trustworthy. Secondly, it has the function of introducing your company to the website visitor and gaining their interest.

No call-to-actions –

A website needs to lead visitors through the pages, but it also needs to tell people how to act. For example, on a product page, you should find a couple of pictures of the product, the name of the product, a product description and a “Buy” button or something similar. That is a CTA and they are necessary in order to make a website produce leads or customers.

Not offering content in different forms of media –

Not everyone likes to read and not everyone is a visual learner. Different people comprehend and retain information in different ways, so it’s beneficial to appeal to as many people as possible by providing content in different forms of media, such as videos, images, graphics, downloadable stat sheets, case studies, etc.

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Slow page speed –

When a webpage (or, heaven forbid, the whole site) has a slow load time, it not only increases your bounce rate, it also hurts your SEO.

You aren’t on social media –

Even in B2B, you should consider creating social profiles and posting to social media. While social media may not be your top priority, it certainly has its place in the overall marketing mix.