If you’re a Director shouldn’t you be too busy to make cold calls?
Our new client made a good point recently. He’s getting us to do his cold calling because he'd rather his prospects thought he was busy running the company, and far too busy (and important) to be arranging his own meetings. Interesting point isn't it?
Small businesses are the backbone of our economy. They're a chance for individuals to shine and excel at the things they're good at. But that’s the thing; Directors should not do their own cold calling if they don’t enjoy it, and if their focus needs to stay on the reason they created the business in the first place – that killer idea that fired them up enough to start the business.
Of course, most of us SMEs pride ourselves on a good degree of personal communication. But what happens when it comes to going out to get new business?
We know the truth is that most small business owners are also petrified of doing their own cold calling.
Ask yourself these questions:
1. If you're the MD or Owner of your company, do you actually have the time to make the calls to your prospects?
2. Either way, do you want to be seen as the "Swiss Army Knife" in the company (the person who does everything)?
3. What is your time worth? I bet your hourly rate is more than a good freelance telemarketer.
4. Is making new calls REALLY a priority for you? I mean we know you want new business, but in our experience, despite all best intentions, the reality for most business owners and sales teams is that new business calls tend to be pushed to the bottom of the pile.
5. And what about those quotes you forgot to chase, or those warm leads that may now be tepid? Do you feel too embarrassed to call them now as it’s been so long?
6. It’s personal. Can you handle the rejection of doing your own calls and being told no thank you? This business is your passion, it’s harder to hear a “not now” or a “maybe” or a “no” when you feel it’s your livelihood they’re rejecting. Stick to doing the work you’re comfortable with and good at. It’s not a weakness to ask for help.
So what happens when you're the contact for EVERYTHING? For prospecting, for sorting client issues out, for accounts? Your role and relationship with your clients can become muddled.
BUT there is a GOOD solution. We do it all the time. We use specialists to help us in the areas we're not so strong with. Outsourcing certain aspects to other people means you can remain an authority within your business.
Because no matter how hard you try, when it's your own business you DO take it personally – and that’s natural, after all we’re human, we’re people.
Getting in new business should be high up your priority list but you’re busy running your company. So get a freelancer to help you with your cold calling, (or even your warm calling to people you should have followed up with but have forgotten to chase). That way you keep your priorities straight AND still keep new business coming in. You get to focus on the work you need to do, and to leave the cold calling to the cold calling experts.
Many of Ringhello’s clients are smaller organisations with great products and services, and usually with clients who are well known, big names. Impressions do count. You don't need to be a big company to be a leader or successful, but it helps if you've got the right people in place to help you look like the leader you are or indeed want to be. You can work with freelancers to give you the team you need and want, with the expertise to help guide you, but without the hassle of employing someone in-house.
0800 009 6250