Nothing matches the power of the US economy that offers multi-dimensional benefits to global businesses. With the average gross salary of 69.392USD in 2020 only, the United States of America is attracting employees from different regions. While the nation’s economy has so much to offer to businesses and employees, the markets have become challenging like never before, especially the one involving cold calling using VoIP phone system.
Businesses are always in the search of effective strategies that can help them solve the puzzle of customer demands. Evidently, traditional marketing is slowly giving way to the modern day digital marketing techniques that are more customer-centric and revenue-focused.
While organizations are banking on the customer experiences, cold calling using a VoIP phone system is a great example of the fact that traditional marketing is not dead yet. Let us know more about it and try to find if it works for businesses based out of the USA or not?
Cold calling in B2B sales
The business to business or B2B sales have landed in the era of contactless sales. More than 40% of the US B2B sales teams have moved entirely to virtual selling. Cold calling remains at the heart of this B2B selling where businesses find it hard to sell their products or services to other business locations. Cold calling in B2B sales refers to the process of reaching such unreached prospects through calls. Instead of arranging the meetings and conducting demos, cold calling helps businesses sell their products or services to other businesses on call only.
You can call cold calling as the opposite of warm calling where the prospect shows an interest in the business. No matter how tough it may sound, there is no match to the quick connection of the sales representatives with the prospective customers. Statistics reveal that more than 82% of B2B buyers express interest in the sellers that proactively reach them. Not surprisingly, multiple factors exist behind the success of cold calling in competitive rich B2B markets like the USA.
Why is cold calling successful in B2B sales?
Cold calling makes it easy for the B2B salesperson to create a customized pitch for the prospective businesses. It improves the pitch for the next discussion that includes convincing the businesses to collaborate with their organization out of all the possible options available in the market.
It is easy to guess the pain points of any prospect business before making a B2B call. Hence, the sales team can prepare accordingly and give their best when it comes to pitching.
Top businesses seeking benefits of B2B cold calling
Here is an insight into the advantage of B2B cold calling for businesses representing varied verticals.
1. Online education providers
The edtech companies in the USA have raised more than 2.2 billion USD already by 2020. It is hence easy to serve multiple institutes of the USA that are looking for the best digital technology in the educational institutes by reaching them through cold calling.
2. Financial Services/ Insurance
Businesses are looking for multiple financial services including insurance especially when more than 75% of the US businesses are uninsured. The sales representatives that use effective cold calling can tap the USA markets the best way for their companies.
3. Marketplaces
E-commerce is bringing the winds of change in adding to the global business revenue. The buyers and sellers come onboard on different marketplaces and hence cold calling is the catalyst in the whole process.
4. Subscription-based models
The nature of the subscription-based model industry and its operations demand deeper touch with the prospect businesses. Hence, many subscription-based models engage in cold calling to not only gain new businesses but also to retain the existing big clients.
5. SaaS services
Do you know that B2B technical sales representatives make more than 35 calls daily as opposed to the general sales figure of 60? The secret lies in the rising popularity of the digital transformation ensured by the SaaS service providers.
How to improve B2B cold calling?
Implementing several straightforward but effective strategies can improve the B2B cold calling. Here are some of them:
1. Researching the prospects
There is no need to call all when you can focus on the right audience for your products or services. Hence, it is important to complete the homework on the prospect business’s brand identity, requirements, vision, etc.
2. Increasing call volume
B2B cold calling is prone to rejections and hence there is no alternative to increase the call volume. With only half of the calls being successfully connected, many business service providers are switching to cold calling using VoIP phone system.
3. Call at the right time
Calling the prospect business at their business hours for pitching your services is important for any B2B cold calling process. It is advisable to call them after the morning rush.
4. Business needs’ anticipation
Use the leading forecasting and analytics tools to find out the needs of the prospect businesses. It can help the sales team to pitch the right product.
5. Power of email
Cold email can be a compassionate partner for the cold calling that prepares the prospect business for the call.
6. Short and crisp communication
There is no need to dig into details when the business prospect is not ready to hear it. All you need is your B2B cold calling team duly trained for short and crisp pitches. It is important to know when to speak along with what to speak.
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Wrapping Up
Unlike any other market, the USA demands the best combination of tools and technologies to uplift the revenues. While many think that traditional methods may not be a good choice here, the truth lies in optimizing traditional methods with advanced technologies like cold calling using VoIP phone system.
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Communication remains a key to cracking customers, which is possible through cold calling the best way. The unparalleled benefits of cold calling using the different VoIP business numbers like local area numbers, virtual numbers, etc., further ensure that there are no restrictions in reaching the right audience. This cold calling using VoIP phone system hence brings undue benefits for the involved businesses in the highly competitive USA markets.