EVOLUTION OF COLD CALLING

After the events experienced around the world with COVID 19, our lives changed and so did the way in which organizations should do their outgoing prospecting for new clients.

Gone will be the times of numerous cold calls or sending a large number of emails in the hope of having a favorable response rate once they reach their recipients, that is, if they did.

With the change in consumer behavior, the boom in working from home and the virtualization that this represents, social networks gained vital relevance and with them, strategies such as Social Selling grew great importance.

Every company needs to find potential customers who are willing to buy, and to find them, sales teams have dedicated themselves for decades to developing business processes, participating in events, and contacting new people, strengthening their contact networks.

Under these premises, added to the vast availability of information from our potential customers in social networks, new forms of prospecting based on Social Selling emerge.

These new methodologies make it possible to find the ideal client of each company in a much more efficient way and to address it in a timely manner with the value proposition that your organization offers.

LinkedIn, the most relevant professional social network, offers us an excellent means for your company to segment the ideal client and define strategies to get closer, of course, considering the rules of engagement that prevail in social networks to achieve effective communication.

Recommendations to achieve adequate communication strategies on LinkedIn

In order for your business to be successful in prospecting through this medium, it is important that you consider the following aspects:

1. Define your ideal buyer and what are their needs or pain points to solve. Once you are clear about this, it will be much easier to generate valuable messages that really impact your audience and as such, help you to be more successful in your lead generation.

2. Take the potential out of the personal information of each prospect available in your profile, which will allow you to define common points in a conversation and facilitate the creation of a link between the parties.

3. Keep messages casual and try to allow room for conversation. Sending messages with a sales pitch from the beginning could be contradictory and not allow you to start professional relationships that, handled with caution, could be very profitable for your business.

4. Take advantage of platforms that allow you to automate the contact process, thus maximizing the speed of your prospecting process through AI powered tools.

5. Maintain constant monitoring of the results you are obtaining, trying to evolve according to the needs of your audience, modifying your message and support elements to always generate the greatest possible impact and results.

About INARA

At INARA we specialize in attracting new business opportunities for our clients through the creation of the right connections, enhanced by the use of technology and innovative business management processes.

Contact us and find out how we can help you take your business to levels never before imagined.