Should JanSan Companies Stop Cold Calling?

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I was particularly interested in a recent article by Nathan Yerian,  “Two Reasons to Stop Cold Calling, Now.”  With the incredible plethora of marketing communication vehicles available to reach customers and prospects, it might make sense to hang up the cold calling receiver for good.Rep making cold calls

Consider the alternative uses of your sales team’s time and energies.

The point of making cold calls is to find leads and determine if those leads are worth the pursuit. By implementing a sound inbound and outbound marketing plan, you will find you are generating those warm and hot leads that all sales people are searching for.  The question then, is pretty simple.  Shouldn’t you sales team be spending their time in cultivating the relationship with these “warm leads” instead of cold-calling?

Consider the tools available to nurture a lead relationship and eventually convert them to a sale:

  1. E-newsletters: Receiving a monthly e-newsletter that is packed with JanSan industry trends, new products, ways to keep facilities healthier, and how your company meets the needs of your audience will establish you as an expert, keep your name top-of-mind, and make you look good.
  2. SEO Website: Your website is your most important sales person.  Quite often it is the first impression a prospect has of your company.  Your current customers are probably getting “wooed” by your competitors, and they are probably going online to see what that competitor can offer.  How do you look “online” compared to your competitors?
  3. Website Updates: You should be updating your website on a regular basis with new information, updates on your products/services, and “success stories” of how you are solving customer problems. This helps in your SEO (search engine optimization) as well as continuing to attract your customers and prospects.  Create and offer a free “white paper” on a cleaning subject particularly suitable for your audience and market. In order to access the information on your website, visitors need to provide an email address.
  4. Direct Mail: Don’t discount the value of getting a hard piece of paper into the hands of your customers.  An advantage of direct mail is the 100% delivery guarantee.  No doubt, it is harder to delete a colorful, informative postcard compared to an e-mail message.

For more ideas on how to get away from cold-calling, generate more leads, and convert leads into customers, call Ginny Petru at JanSanOptimize.com.

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