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We all think that incoming calls and “leads” should be easier because they’re not cold calls, right?

Well, when you think about it, why aren’t they? Most of the time the other person is just looking for something and isn’t ready to make a decision yet. But we get so excited that we begin to “sell” anyway because it seems so much easier.

The Illusion of Interest

You get excited because you believe they’re ready to buy your product or service. After all, if they called you, they probably want to be sold. You think you’re going to make an easy sale. But then it doesn’t happen, and you don’t understand why.

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Why reach one prospect when you can reach an entire company? One interesting telemarketing idea is to target business owners and human resource directors and pitch your product and/or service as an employee benefit. This innovative idea works well if the company is only a few years old and has a limited employee benefits package. Companies with limited benefits are always looking for cost-effective ways to attract talented employees.

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Dave recently asked, “If I know the Chief Financial Officer is the decision maker I ultimately want to reach, should I still call the President’s office first?”

With every decision it is a good idea to think through: what you have to lose and what you have to gain.

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