Author: Anders Christian Hjort
1. Clients hate most cold calls
2. Most Sellers don’t execute best practice behaviours when they cold call
3. Hit rates and conversion rates are low
A new alternative route has coined the new term:
“Social Selling” or “Social Calls”
Most call centres persist in calling you again and again and use a scripted, non authentic approach.
Huthwaite International Behavioural research have showed for many years, that a canned and scripted approach is not effective.
When sellers are flexible and customise their pitch to create value for the prospect during the call, they are a lot more effective.
However, social media can add another dimension that can help you change the call from being a cold call into a warm call, or cold canvas to warm canvas.
Social Selling the new effective approach
Social media platforms help us bring this to life, and high performing sales people understand and use this opportunity proactively to build a healthy pipeline.
Do we then need to ditch the cold call discipline?
I don’t think so.
These days I see excellent and effective sellers build on this skill set using and “juggling” social media.
Does the new term “Social Selling” ring a bell?
I have observed the transformation going on for the past few years, and use it myself with higher conversion rates than ever.
All the best practices of Cold Calling adding the spice of social media platforms like Facebook, LinkedIN, Twitter, your own personal blog, your corporate website, YouTube videos etc. etc.
Social Selling is more effective in many ways:
1. If you do it right, you are well known and respected by your prospect before you call
2. Higher Hit rates
The client welcomes your calls more likely because they know what potential value you can bring based on your reputation (if it’s good)
3. Higher Conversion rates
enables you to advance the call towards a decision faster and achieving increasing conversion rates from contact to contract.
Social Selling is here to stay and organisations that still depend on pure Cold Calling have an opportunity to take old deeds to the next level.
What do you think?
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