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.

Hope you found the Blog useful!

Have a good day! Cheers!

Reach out to us at sales@retweaks.com

http://www.retweaks.com