5 Tips for Marketing To Cold Leads
1/25/2018
Unknown
Marketing to cold leads can be tricky but it is a necessary part of selling. It is not everyone’s cup of tea, and it takes the right person with the right attitude to do it, otherwise all the efforts may be ineffective. Cold leads are a tough crowd, and you need to put on your brave face when you’re marketing to them because oftentimes you will be rejected.
As you know, it isn’t always pleasant to be sold to. What’s more, most of the time it’s actually annoying. But when you’re at the other side, you start to see things differently - or at least you should. Your approach has to reflect your goal and not your feelings.
When marketing to cold leads, it’s all about the approach. The right approach can work wonders on cold leads. Here are some tips that can help you make the most out of it:
#1 Find quality leads
No matter how good you are, if your leads are not even remotely interested in your product or service, it’s simply a waste of time for both parties. So, the rule number one is to do your homework and find people who may be genuinely interested in what you have to offer.
#2 Be confident but not pushy
When it comes to selling, nobody likes pushy salesmen, at least not anymore. On the other hand, nobody likes insecure people either. If people are supposed to buy something from you, it means that you have to earn their trust and respect. And trust is best earned if you’re confident but not imposing. Your message has to be clear, and if you’re delivering it in person, you have to believe in it too. Otherwise, how can you expect others to if you don’t?
#3 Set the timing right
Timing plays a huge role in how well your message is going to be received. The exact same message may be received quite differently simply because the timing was bad. For example, if you’re cold calling, according to the data from 100,000 calls, if you call your leads from 4 to 5 PM you have 164% more chances of closing a sale than 1 to 2PM. But this also depends on the industry that your in and the medium of communication.
#4 Know your lead - get personal
In the world of generic email messages and calls, potential customers are less and less interested in hearing or reading what you have to say. Not necessarily because they are not interested in what you have to offer (because sometimes they don’t even know what you’re selling) but because they dismiss whatever you’re trying to say because you’re too generic, or let’s face it - boring. If you’re really interested in making that sale, you need to do some homework and find out something about the person/company you’re pitching to.
#5 Always follow up
Don’t let your warm leads turn cold again. That’s exactly what happens when you don’t follow up. Just a short email or a phone call can suffice, you don’t have to repeat everything all over again and risk being annoying. Before you finish the call, conversation or email, do tell them that you will follow up with them in a few days, just to confirm what you talked about. This way they’ll know and there won’t be any surprises on both sides.
Let’s face it, marketing to cold leads is hard - it’s probably one of the hardest things about selling. On the other hand, it is an infinite pool of potential customers who are just waiting to be sold to. Through the right combination of timing, skill and luck, marketing to cold leads can be quite lucrative.