If you like cold calling, you’re in the minority. For most people, the number of connections made and the number of appointments set just don’t make up for the emotional taxation that results from the many hang-ups, dismissals and unreciprocated voice-mails that are endured.
Let’s not even discuss the sobering moments that occur when cold callers are forced to go through the data and reports that reveal their progress—how hard they’re working and the seemingly low number of successes being achieved—and what those moments do to their psyches.
If you're a sale manager, you know how hard it can be to keep a cold calling team motivated. Even when you provide good commissions and solid incentives, it can be a real challenge to keep your team on an upward trajectory and achieving steady wins.
Keep Cold Callers Motivated With Alternatives
The good news is that it’s slowly becoming easier to keep cold callers motivated. Why? They're no longer limited to cold calling.
While cold calling and sending follow-up e-mails from personal accounts are two forms of communication that are far from over because they are still effective ways to go about selling, the big lesson we all have to learn if we want to have a successful sales force is that we can’t underestimate the value of forms of communication other than calling and sending follow-up e-mails.
Why limit your sales team by dictating that cold calling and sending follow-up e-mails are its only options? While cold calling and e-mail remain kings in the selling court, according to a 2013 insidesales.com report, “Managers, more than any other position, prefer text messaging both inside and outside the workplace. For getting in touch with management, texting is by far their method of choice, regardless of at work or outside of work communication.” If you’re targeting managers, why not empower your sales team to text prospects?
Influence with Text and Mobile Marketing
And it’s not just managers that are susceptible to being influenced by texts and mobile marketing. According to a February 2014 CMO.com article, “Mobile is especially hot, with brand spend soaring 145 percent to $3 billion in the first half of 2013, up from $1.2 billion in the same period last year.” Such a significant increase in spending would not have occurred if reaching out to prospects and leads through mobile devices didn’t work.
If you're having trouble keeping your sales team motivated, consider empowering your callers to make more mobile texts and touches. Increasing the methods by which your callers can reach out to prospects may be the very thing that keeps them on the phones and selling the way you need them to sell.