Cold calling is without a doubt one of the best ways in which you can perform lead generation. One problem that you face, however, is that there is a possibility that your campaign will fail. If you are a company that relies heavily upon leads to find good business and close sales, then facing such a scenario does not mean well for your company.
A cold calling campaign for lead generation, when performed well, can produce plenty of leads for your company. The problem is that, due to the fear of failure, companies sometimes overlook the possibility that lies in such a marketing tactic. Although not guaranteed to get results at all times, it does serve to produce “warm” leads, and a lot of them when your approach is good.
Want to find out three reasons why B2B telemarketing and cold calling fails? Well here is what you want to know:
The fear of rejection.
Imagine that you love a certain person and do your best to court them. At the end of it all, you pop the question. But to your dismay, they give you a “no” and not the “yes” that you probably really wanted to hear. If you have, then you will know that it does not feel the least bit pleasant. The same can apply to the feelings and mindsets of your telemarketers. Some are quite hesitant to pick up the phone, let alone make a call, for the fear of being rejected by whoever it is they would be contacting. This is one of the greatest things that can affect the overall success of the telemarketing campaign, especially because your entire team, if they are newbies to your campaign, can suffer from it at the very start.
Calling without a proper list/database.
If you are letting your telemarketers pick up the phone without so much as a lead, then you are taking your campaign the wrong way. In order to have a successful B2B telemarketing campaign, you need to make sure that your calling team is provided for and has all the leads they need. One of the reasons as to why a telemarketing campaign fails is the lack of a proper database, or the lack of an appropriate calling list. In order for you to be able to have your telemarketers get better results, then make sure that you have a good database and lists before your callers even pick up the phone.
Failure to create a follow-up schedule as needed.
Some prospects do not respond to such calls right from the moment they pick up the phone and talk to one of your telemarketers. When you do lead generation telemarketing, expect to get a lot of negative replies from the very start of your campaign. However, at times, a prospect replies negatively because he needs time to consider your offer. When this happens, you should remember that making sure to follow-up with them at a later date can still help you pull in a lead, or hopefully a sale. If you do not want your campaign to fail, then remember to create a follow-up plan/schedule so that you can get back to prospects that still seem like a good lead to chase.
These are three reasons as to why a cold calling campaign can end in failure. So remember to employ a team of skilled professionals to handle your campaign, provide them with the leads they need, and make sure to always have a follow-up plan when dealing with your prospects.