As some of you may know, I first entered the Business Coaching industry offering a telemarketing and appointment making service for Business Coaches in the UK. Over the past 10 years, calling a cold list of suspects has arguably been one of the most preferred routes to market used by business coaches all over the world, and it was considered the only route to market that allowed you to speak directly with the prospect, asking them some powerful questions that elicit the pain the client is having most in their business.
However… there has been a HUGE shift in the effectiveness of telemarketing across all industries and it is now seen by some as a dying art that USED to work as an effective route to market for business coaches!
IS This The Death of Telemarketing!?
Just to clarify something with the coaches,trainers and consultants that don’t already know me! In my opinion telemarketing and cold calling are two completely different things! One will get you good results and generate leads for your business! And the other will waste your time, your money and in some cases really destroy the confidence and self-esteem of even the most confident business owner.
In the past “cold calling” has always been one of the most preferred routes to market for all Coaches, Trainers and Consultants. In fact many of the most successful business owners in the world today have built 7 figure Business’ by using cold calling as their main method for generating leads.
However in recent times, research shows that prospects are becoming less responsive to cold calls. And on top of this, new technology has been introduced that claims to block 99.4% of unwanted cold calls, this means it will be considerably more difficult to get through to ‘key decision makers’, making your investment of time and money allot more expensive!
IS this the DEATH of telemarketing??
The short answer is no! BUT it could be death of “Cold Calling”.
A question for you… How likely are you to invest your time or money with a complete stranger after one phone call that has interrupted your day, offering a product or service you have no previous knowledge about?…
The Answer: You wouldn’t!
In fact your answer maybe
“I don’t have time”
“I don’t need a coach, trainer or consultant”
“I’ve been in business (x) amount of years, there is no way you can show me anything new”
I’m sure those responses sound familiar to you, in fact you’ve probably heard a few more.
The truth is, “telemarketing” is evolving! Meaning that to stay ahead of the game and to survive as a business owner, you need be allot more on the ball than you did 10 or even 5 years ago or you’ll be washed away by the coaches, trainers and consultants that are!
How great would it be if you called someone who you would consider to be complete stranger, and they already know who YOU ARE and what YOU DO?
How would it be if you called a prospect and they greeted you like an old friend rather than giving the brush off that get from 80% of prospects you speak to when cold calling?
For the modern day Coach, Trainer or Consultant the most effective method for generating leads is implementing several routes to market simultaneously!
You should be ‘touching’/communicating to your database regularly, cultivating your list of prospects with content that will be considered of high value to them alternating between both online and offline marketing campaigns.
That way, when you call them for a CCS, to book an appointment, to invite them to a seminar or to sell any product or service. Your conversion rate will improve dramatically! You will no longer be “cold calling” suspects. But you will be telemarketing to targeted prospects, who not only trust in you! But have an interest and knowledge in your business, what it stands for and most importantly what you sell!
This is the future of telemarketing!
Say good bye to cold calling!
Drew M Edwards