The outbound model is firm and strong, with killer new solutions for the sales process. This is the case with Cold Call 2.0. Get to know this technique!
Are the terms Cold Call 2.0 or Cold Calling 2.0 new to you? If you work closely with marketers, you’ve probably heard of outbound sales, right?
It consists of promoting and searching for customers through different means. It can be through:
- Advertisements in media, among many others.
In addition to these more traditional tools, there are among so many sales techniques that have drawn attention.
Which? Well, Cold Call 2.0 or Cold Calling 2.0. Its aim is to be a more efficient solution for complex sales. Still don’t know what this is?
In this article, we’ll talk more about the concept and application of Cold Calling 2.0. In addition, we’ll look at how it differs from the old Cold Call strategy.
Get to know cold calling 2.0 and have a closer relationship with customers.
What is Cold Call 2.0?
Cold Call 2.0 seeks to identify, attract and retain a lead through the use of various tools and technology. As a result, this occurs as emails, newsletters, What Sapp, among others. This is the opposite of the traditional sales movement. The one aimed at endless calls during the day to prospect for customers.
In other words, the idea is to have a soft initial approach. The mission is to establish a better and closer connection with the prospects. The technique also focuses on strategic segmentation. It prevents salespeople from wasting time with potential customers who don’t fit the product’s profile.
Consequently, this ends up reducing the CAC, Customer Acquisition Cost.
Cold Call 2.0 is very different from Cold Call
There are more differences than similarities between Cold Call and Cold Calling 2.0. Also because they were designed for different segments.
Below, The team of university town have selected 4 different points between the two strategies. Check out:
1 – Added value
Cold Call emerged in the B2C market to sell products and services over the telephone. This often occurred with cold telemarketing calls and without targeting audiences. Cold Call 2.0 was born B2B. As a result, because it is complex sales, there is greater care. After all, it is necessary, especially in B2B, to generate value for the person on the other end of the line.
Above all, clarity and anticipation are crucial at this time. Therefore, the audience is carefully selected. Segmentation is done following some important criteria. In other words, there is greater rigour to obtain a higher yield.
2 – Inserted knowledge
Knowing the customer is one of the difficulties that Cold Calling encounters. After all, the technique consists of something simple. The task is to call as many people as possible. And, of course, offer the products and services. On the other hand, this no longer occurs in “version” 2.0.
First, the intention is to know the customer’s pain and understand if there is a fit between the sales team and the lead. Later, then yes: the search will be to start negotiating the sale.
3 – Pitch and sales focus
The Cold Call sales pitch you certainly know well. It is decorated and fast-paced. It aims to optimize time without worrying whether what is said makes sense to the listener. Cold Calling 2.0, despite relying on a sales playbook many times, has a flexible speech.
He listens much more than he talks to know what the client’s pain is and how it can be resolved. While one tries to sell at all costs, another focuses on personalized presentation. After all, not all (or almost none) customers are equal in terms of their needs.
On top of that, the level of understanding and maturity of the solution offered is different.
4 – Industry professionals
The professional who uses the Cold Call technique does not have many growth prospects. And much goes through closed speech and limited possibilities. In other words, this is a technique that limits the salesperson to just one way of working. Cold Calling 2.0 intends to be always improving.
It follows changes in the market and the economic context. Even because, it needs to adapt and continue to generate value for prospects. Know what the main pillars of Cold Calling 2.0 are
OK! And how does Cold Calling 2.0 work? As we know, Cold Call 2.0 has become an excellent option. Through it, you can guarantee success in the sales area and increase conversion rates.
Basically, the main pillars of the tool are linked to:
Use of innovative technological solutions
Cold Call 2.0 allows professionals to use technology to impact and get to know customers. Likewise, it is vital to make use of a sales system. CRM allows the manager to focus all of their strategies on the customer. That’s because CRM collects important customer information in real-time and more efficiently.
The sales manager can store all this detailed data. For example, from there, it is able to create specific and targeted actions that reach different niches.
At the same time, the tool guarantees a lighter and more humanized approach. CRM automates tasks and integrates different areas of the company. As a result, the manager acts strategically to develop more assertive interactions.
The Cold Calling 2.0 technique consists of having a conversation with the customer that goes far beyond offering products and/or services. More strategic action is possible by listening to what he says. Then, only then, develop solutions and ways to meet your needs. The focus is totally oriented towards that end.
In conclusion, together with CRM, Cold Calling 2.0 allows you to plan every point of contact with the customer. This is from prospecting, marketing, through all the steps within the sales funnel.
This strategy also contributes to consumer satisfaction. Why? Well, because he will receive an offer that is really relevant to you. Something that meets your needs at that moment.
How to use this strategy?
Well-defined goals and objectives help this strategy to take effect more quickly. Also, having the marketing and sales team integrated help – a lot. Thus, the so-called “passing the baton” from one team to another happens in the best way.
To be successful in applying this strategy, pay attention to 3 essential points.
1 – Know your customer
To start creating a successful strategy, it is necessary to know the ideal customer profile (ICP) of the company. And that’s a little different from persona. But, mind you, it’s essential. Only this understanding allows directing the speech, whether in marketing or sales.
2 – Attract potential customers
Inbound marketing techniques serve to attract people interested in what you sell. As a result, they contribute decisively to lead generation. For example, this can happen with the creation of a simple form. It could be for a trial period. Or a landing page that offers some material.
One way or another, after the registration, is done, a trigger is triggered. In the first case, the customer can go directly into the sales funnel. In the second, perhaps the SDR is the most suitable to serve you at the moment. In short, by doing this you make the cold calling approach more assertive. That’s because the lead will already know who your company is.
3 – Prepare the commercial team
Improve yourself constantly. This is essential to keep your pre-sales and sales teams up to date. It is the role of a good sales leader to invest in periodic feedback meetings. Or in sales coaching at all. Outbound sales offer a series of advantages for your sales team.
Advantages of Outbound Sales
There was a time when the outbound fell into disuse. But, that is past. By offering different possibilities to companies, the methodology has become popular again. However, redesigned, of course.
There are some clear advantages of using this methodology, such as:
- customer loyalty;
- conversion rate increase;
- Greater profitability.
This, of course, is compared to the old prospecting practices. It is increasingly common to find people complaining about telemarketing actions. Well, you undoubtedly have your complaints… In this context, how to do Cold Calling 2.0 allows for a smoother first contact. Therefore, the chances of success increase considerably.
Just to reinforce what we’ve already said. Cold Call 2.0 helps the salesperson accurately understand the customer’s pain. However, it takes the right technology and tools to turn information into sales. In short, when contacting us to understand a little more about the customer, the chance of conversion increases.
This means that Cold Calling 2.0 must be used as an effective marketing strategy.
Or at least your pre-sales team. Therefore, understanding what CRM is can be decisive for your company.
A good Sales CRM is ideal for Cold Calling 2.0 and can be tested for free