Why, in B2B, is it so hard to Cold Call?

Question

I call on businesses that I KNOW use cold calling to other businesses. So, WHY is it so hard for someone to pick up the phone and say, "Yeah, we don't need your product or yeah, please send me some information?" Don't we all know that the only people that are getting rich from this sort of thing are the phone companies? I wouldn't have to call over and over again, if someone would just say Yea or Nay... Of course, I'm not one of the annoying ones. I don't want to waste my time trying to convince you that you need my product if you don't. It's a simple yes or no.
So, how do the businesses I call on make sales? It starts with cold calling either by phone or door to door, right?
I just think it would be business to business courtesy to give a straight answer. Alot of time would be saved for everyone and business can move forward.

Answer 1

Sales and Cold Calling are an art. You need to be extremely polite, yet control the situation. Over my 20+ years of sales and sales training, I have been able to usually find about 16% of all my calls are interested in what I have to offer. Use a better targeted audience to make certain they have a need for your product/service and you should get the same interest. Closing sales will not be with all of those 16%, but depending on your product/service and its cost, you could be close.

Human nature makes it difficult for potential buyers to say NO, that is why you get the run around.

Take control of the situation and you will close more sales.

GOOD LUCK!

Answer 2

Because the buisness you are interrupting are trying hard to make their own sales. You're taking away valuable time from their employees.

Most businesses make sales other ways: referrals, advertising, promotions, networking, etc.

I am an employee and I answer phones for several companies. I am called EVERY day by cold-callers trying to sell my companies all sorts of things. I ask to be put on the "do not call" list and they have no idea how to do it. Sometimes they hang up on me when I say this. I'll get calls over and over from the SAME companies trying to sell crap we can't use. What would an office building do with a residential Dish Network service? Or residental vinyl siding? I used to be polite and nice to these people, but I am just too busy to stop and convince them I don't need whatever it is.

Clearly cold calling isn't working well for you. There are so many other ways you can make contacts. Why not set up a referral system so your current clients can give you leads and in exchange you give them a credit or something? Why not go to networking lunches (check out your chamber of commerce)? Join buisness groups. Go to trade shows. See if you can partner with another company to put your catalog inside their box. There are lots of ways to generate leads.

Good luck!

Answer 3

How do they know you're not one of the annoying ones? From the rant that is your posting I think you probably ARE one of the annoying ones. I have never had a sales person who took no for an answer. "Can I just explain a little about our product in the eventually you ever have a need for our product?" "Can I call again in 3 months?" "How do you currently handle...(whatever they're trying to sell)? "I'm certain you have associates in the business, can you suggest 1 or 2 that have this problem and would need our product?" Frankly, it's easier to not take the call at all or to simply hang up.

What makes you think I got my phone so you can use it to waste my time? I think it would be a business to business courtesy if you didn't cold call me.

Answer 4

Sometimes you have to track your success to see what's working and what's not. Take a list of 50 potential customers, change your approach consistently with all those and see if that works. After a few days you'll know and if it didn't work try something different. Research a little prior to calling, most companies have a website or some trade association's website. Often the decision maker is listed sometimes as a message, sometimes as the contact and sometimes in the Latest News or annual report. Don't try to sell this guy anything, just ask him for an opportunity to build a relationship with his company and permission to talk to his people.
Good luck!

Answer 5

I think the main problem is that people call and ask for "the President" or the "C.E.O.". If you don't know who that is, it's assumed you're a telemarketer. Obviously the President of the company is not going to waste their time listening to speels on products, whether or not they could use them. Receptionists are told to screen these types of calls. If I get a call from a telemarketer, I tell them we aren't interested, but sometimes they keep calling. This is what really pisses people off and causes them to hang up on you without any response, or to cuss you out. I figure if I need to buy something, I'll do my own research and contact the company myself. I think that companies invest too much more in telemarketing. Money that is better spent on advertising and customer service.
Only 1 of the 10 companies I have worked for utilized telemarketing as a sales source. This was unsuccessful and the company went out of business. The other companies I have worked for used other marketing tools such as retail locations or showrooms, websites, fliers, mailers, etc.

Being a telemarketer is tough work. I know I could never do it. I give you credit for it, but I strongly suggest if you are not earning what you want, that you seek employment elsewhere. I have NEVER met a telemarketer who makes decent money.

Answer 6

i share you're sentiments bro. that's why i am biding my time here than calling. this is part of my daily task now. don't tell my boss though. lol.

Answer 7

get a job mowing lawns and save yourself all the headaches

Answer 8

ok sounds good

Answer 9

don't know