{"id":459,"date":"2021-10-18T21:05:09","date_gmt":"2021-10-18T18:05:09","guid":{"rendered":"https:\/\/marketpedia.ca\/?p=459"},"modified":"2023-09-19T15:46:48","modified_gmt":"2023-09-19T12:46:48","slug":"why-is-cold-calling-still-a-good-thing-in-b2b","status":"publish","type":"post","link":"https:\/\/marketpedia.ca\/en\/blog\/why-is-cold-calling-still-a-good-thing-in-b2b\/","title":{"rendered":"Why Is Cold Calling Still a Good Thing in B2B?"},"content":{"rendered":"<div class=\"wp-block-group smaller\"><div class=\"wp-block-group__inner-container is-layout-flow wp-block-group-is-layout-flow\">\n<p>Generally, <em>cold calling is frowned upon<\/em>. Don\u2019t you hate being interrupted by a phone call asking you to take part in a survey set up by a business you\u2019ve never heard about on something you\u2019ve never really thought about? All salespeople have broken into a cold sweat just looking at their phones before picking them up to call up a long list of strangers.<\/p>\n\n\n\n<p>Today I\u2019d like to introduce you to a few reasons you should shift your thinking to realize just how useful and beneficial cold calling could be to your company.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-cold-calling-nbsp-101\">Cold calling&nbsp;101<\/h2>\n\n\n\n<figure class=\"wp-block-image size-full\"><noscript><img fetchpriority=\"high\" decoding=\"async\" width=\"336\" height=\"252\" src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-00-gif-un-peu-deborde-b25.gif\" alt=\"cold calling\" class=\"wp-image-452\"><\/noscript><img fetchpriority=\"high\" decoding=\"async\" width=\"336\" height=\"252\" src=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%22http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%22%20viewBox%3D%220%200%20336%20252%22%3E%3C%2Fsvg%3E\" alt=\"cold calling\" class=\"wp-image-452 lazyload\" data-src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-00-gif-un-peu-deborde-b25.gif\"><\/figure>\n\n\n\n<p>Cold calling refers to the degree of warmth in the relationship with the contact point. The more you\u2019re actually acquainted with the person you\u2019re calling, the higher the degree (so it\u2019s warm). So calling someone you don\u2019t know at all is <em>cold calling<\/em>.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-a-few-benefits-for-b2b\">A Few Benefits for B2B<\/h2>\n\n\n\n<figure class=\"wp-block-image size-medium\"><noscript><img decoding=\"async\" width=\"271\" height=\"300\" src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-01-cible-client-b25-271x300.png\" alt=\"cold calling\" class=\"wp-image-454\" srcset=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-01-cible-client-b25-271x300.png 271w, https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-01-cible-client-b25.png 650w\" sizes=\"(max-width: 271px) 100vw, 271px\"><\/noscript><img decoding=\"async\" width=\"271\" height=\"300\" src=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%22http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%22%20viewBox%3D%220%200%20271%20300%22%3E%3C%2Fsvg%3E\" alt=\"cold calling\" class=\"wp-image-454 lazyload\" srcset=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%22http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%22%20viewBox%3D%220%200%20271%20300%22%3E%3C%2Fsvg%3E 271w\" sizes=\"(max-width: 271px) 100vw, 271px\" data-srcset=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-01-cible-client-b25-271x300.png 271w, https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-01-cible-client-b25.png 650w\" data-src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-01-cible-client-b25-271x300.png\"><\/figure>\n\n\n\n<p>Even if it relies on preexisting communication and negotiation skills, a successful solicitation all boils down to PREPARATION.<\/p>\n\n\n\n<p>Before you get in touch with a telemarketing company or start calling leads yourself, you need to start by finding as much information as possible. I cannot stress this enough: it is absolutely essential. Afterwards, you need to create an exhaustive interview guide to ensure that the contact with the prospect runs as smoothly as possible.<\/p>\n\n\n\n<p>Moreover, quality is better than quantity when it comes to calls. It might seem obvious, but lots of businesses don\u2019t think about it that way, and usually you can tell from their success rate..!<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-collect-information\">Collect Information<\/h2>\n\n\n\n<p>The advantage B2B telemarketing has over B2C telemarketing is that even if the first try is unsuccessful, you still get to gather information about how leads perceive your message and the need you\u2019re trying to address. Cold calling allows you to test market hypotheses, build lists of contacts, gather information about businesses, identify the decision-makers, gather information about the market, etc.<\/p>\n\n\n\n<figure class=\"wp-block-image size-full\"><noscript><img decoding=\"async\" width=\"506\" height=\"506\" src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-02-le-client-qui-sen-fout-b25.gif\" alt=\"cold calling\" class=\"wp-image-455\"><\/noscript><img decoding=\"async\" width=\"506\" height=\"506\" src=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%22http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%22%20viewBox%3D%220%200%20506%20506%22%3E%3C%2Fsvg%3E\" alt=\"cold calling\" class=\"wp-image-455 lazyload\" data-src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-02-le-client-qui-sen-fout-b25.gif\"><\/figure>\n\n\n\n<p>Even if the first call fails, you\u2019ll have gathered enough information to build the next round of solicitation. You can use the data gathered to find a new angle! The earlier mistakes are made, the earlier you can rebound, tweak your message and in the end meet your goals.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-taking-care-of-your-prospects\">Taking Care of Your Prospects<\/h2>\n\n\n\n<figure class=\"wp-block-image size-full is-resized\"><noscript><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25.jpeg\" alt=\"cold calling\" class=\"wp-image-456\" style=\"width:480px;height:326px\" width=\"480\" height=\"326\" srcset=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25.jpeg 960w, https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25-300x204.jpeg 300w, https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25-768x522.jpeg 768w\" sizes=\"(max-width: 480px) 100vw, 480px\"><\/noscript><img loading=\"lazy\" decoding=\"async\" src=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%22http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%22%20viewBox%3D%220%200%20480%20326%22%3E%3C%2Fsvg%3E\" alt=\"cold calling\" class=\"wp-image-456 lazyload\" style=\"width:480px;height:326px\" width=\"480\" height=\"326\" srcset=\"data:image\/svg+xml,%3Csvg%20xmlns%3D%22http%3A%2F%2Fwww.w3.org%2F2000%2Fsvg%22%20viewBox%3D%220%200%20480%20326%22%3E%3C%2Fsvg%3E 480w\" sizes=\"(max-width: 480px) 100vw, 480px\" data-srcset=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25.jpeg 960w, https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25-300x204.jpeg 300w, https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25-768x522.jpeg 768w\" data-src=\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2021\/10\/cold-calling-03-old-phone-telemarketing-agency-25.jpeg\"><\/figure>\n\n\n\n<p>Before rushing into a <em>cold calling<\/em> campaign, make sure you set up a good <em>lead nurturing<\/em> system.That means having content that will allow you to turn potential customers into actual buyers. Before soliciting them, prepare all the content you\u2019ll provide them as the relationship develops and make sure you have the right tools (CRM, methodology).<\/p>\n\n\n\n<p>Plan time for your prospects, and why not gifts you could give away\u2026 In short, TAKE GOOD CARE OF THEM !<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-debunking-a-few-myths\">Debunking a Few Myths<\/h2>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-cold-calling-feels-like-an-aggression-for-prospects\">Cold calling feels like an aggression for prospects!<\/h3>\n\n\n\n<p>Cold calling often gets confused with high-pressure sales pitches, which are themselves synonymous with aggression. If you have a high-quality product or service, it will benefit other businesses. You can provide your prospects with actual solutions. So why not assist them in discovering these wonderful solutions? Telemarketing is one way of doing so, <em>one client at a time<\/em>.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-what-a-bad-way-of-starting-a-business-relationship\">What a bad way of starting a business relationship!<\/h3>\n\n\n\n<p>Any business relationship starts with a contact. If someone is looking for your products or services, who cares how that relationship started? All you need to do is make sure you impress on your first meeting and shine in all other forms of communication.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"h-the-success-rate-is-low\">The success rate is low<\/h3>\n\n\n\n<p>Using a more quantitative approach, the success rate (or transformation rate) for businesses is extremely low: we\u2019re talking the 0.5% to 2% range tops in most cases. In B2B, being referred by a third party increases the likelihood that you will do business together. However, don\u2019t forget that it\u2019s also very hard to reach specific targets in fairs, networking activities or on social media. Just see telemarketing as one more tool in your toolkit.<\/p>\n<\/div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Generally, cold calling is frowned upon. Don&rsquo;t you hate being interrupted by a phone call asking you to take part in a survey set up by a business you&rsquo;ve never heard about on something you&rsquo;ve never really thought about? All salespeople have broken into a cold sweat just looking at their phones before picking them &#8230;<\/p>\n","protected":false},"author":2,"featured_media":1298,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[45],"tags":[],"class_list":["post-459","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-marketing-en"],"acf":[],"mb":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v23.5 (Yoast SEO v23.5) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Why Is Cold Calling Still a Good Thing in B2B? - Marketpedia<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/marketpedia.ca\/en\/blog\/why-is-cold-calling-still-a-good-thing-in-b2b\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Why Is Cold Calling Still a Good Thing in B2B?\" \/>\n<meta property=\"og:description\" content=\"Generally, cold calling is frowned upon. Don&rsquo;t you hate being interrupted by a phone call asking you to take part in a survey set up by a business you&rsquo;ve never heard about on something you&rsquo;ve never really thought about? 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Contactez-nous!\",\"email\":\"support@marketpedia.ca\",\"legalName\":\"ADVIZ MEDIA INC\",\"foundingDate\":\"2016-02-12\",\"numberOfEmployees\":{\"@type\":\"QuantitativeValue\",\"minValue\":\"1\",\"maxValue\":\"10\"}},{\"@type\":\"Person\",\"@id\":\"https:\/\/marketpedia.ca\/en\/#\/schema\/person\/0015eae997a438fb8530e3979cfd3a87\",\"name\":\"David Paquet\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/marketpedia.ca\/en\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2024\/06\/david_paquet-96x96.jpg\",\"contentUrl\":\"https:\/\/marketpedia.ca\/wp-content\/uploads\/2024\/06\/david_paquet-96x96.jpg\",\"caption\":\"David Paquet\"},\"description\":\"Entrepreneur dans l\u2019\u00e2me et strat\u00e8ge passionn\u00e9, David Paquet a fond\u00e9 l\u2019entreprise de solutions SaaS, Marketpedia, en 2021 avec la volont\u00e9 de de cr\u00e9er, d\u2019\u00e9diter et de distribuer des outils d\u2019\u00e9valuation et de formation novateurs pour maximiser le potentiel des organisations. Mais tout sp\u00e9cialement rendre accessible la connaissance en management, strat\u00e9gie, mobilisation et marketing aux PME du Canada et de l\u2019Europe. Formation - HEC Montr\u00e9al - Baccalaur\u00e9at en administration et gestion Accomplissements professionnels David souhaite mettre mes forces au service des cr\u00e9ateurs\/chercheurs afin de d\u00e9velopper des produits d\u2019\u00e9valuation et propulser leurs connaissances. Il a contribu\u00e9 au d\u00e9veloppement de nos produits phare : - STRAT+ : Outil de Diagnostic Strat\u00e9gique - ODASE : \u00c9valuation sur la R\u00e9silience et la Mobilisation - MARK+ : Outil de Diagnostic Marketing Pendant plus de 10 ans, David a jou\u00e9 le r\u00f4le de strat\u00e8ge dans sa premi\u00e8re entreprise, l\u2019agence Adviz. 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Don&rsquo;t you hate being interrupted by a phone call asking you to take part in a survey set up by a business you&rsquo;ve never heard about on something you&rsquo;ve never really thought about? 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