At that point when you're banging your head against the wall, what's next?
We are a call center based in Nepal, and are doing pretty well with loyal clients who have kept us occupied for the past 2 years. I am now ready to expand my business and generate more revenue. Our main action to get businesses interested in our services is through cold calling that we've run for the past 3 years. The challenge now is getting over that 'soft rejection' we often receive when we follow up or send a proposal. I'm at the point now where I'm banging my head against the wall because we need a new business development strategy. Any suggestions?
People do business with people they know, like and trust. So - one recommendation is to combing "cold calling" -- with actual face-to-face business networking. One of my coaches suggest that sales is much like dating. It's hard to make the sale on the first date (cold call). My recommendation is to first work on building a relationship with your target client. You can do this by finding them on linkedin, attending professional association meetings, speaking at live events and organizations, etc.
Hope this helps.
Assume you have a proven viable business model with decent income where your existing clients are local:
1. You asking question here already a good start - voluminous suggestions for free
2. As they are free - the value will not be very high
3. You may receive some private messages to request to be your re-seller or business partners here - which is great too!
4. You may lucky enough if you have inquiry for your service here too!
Anywhere, I find that you ask the question well and is an alternate approach to seek more sales.
If your expansion is through current services - than existing customer type(s) will probably be the best target. You may re-look your marketing to improve your marketing messages and select different kind of leads generating and converting techniques suggested here - there should have some helps.
If you look for business development strategy to expand and if the expansion going to overseas customers - than it will be very challenging. The impact is not just sales but also the entire business model.
I think you may be struggling with the step in between the first contact and the proposal. See if you can add some softer intermediate steps like a webinar or other education. It makes the cold calls more effective.
Also, it sounds like the team might need to do a better job of asking questions and determining the value the service would add to the prospect.
If your work has been good it will give results. Analyze your market and maybe you need to specialize,
You need to think differently and think out of box for the client to accept your proposal. You have to think different application for your product and pitch it differently for your customer.
Say if you cold with a free offer on routine, this one say it that we are collecting a data base for a change in industry for a particular product application and suitability for you as customer.
Let them speak out what are their concerns and then come to the solution that will project you different than all the telemarketing people.
Every thing depending on your planing and strategy, I am strongly believe that drinking water and taking bath also need planing, so I recommended you please fill Sagheer Business Plan :
(0) Market re-search………………………….why?
(1) Market re-search……………………………what?
(2) Market re-search…………………………..How?
(3) Title or name …with respect to name, with respect to business, with respect to location, with respect to era.
(4) Motto…with respect to business.
(7) Mission Statement.
(8) Vision Statement.
(9) Location……with respect to positive and negative aspects.
(11)Finance……..Fix and Running.
(12)Finance Management……with feasibility report in the form of chart.
(14)Business Flow…with the help of flow chart.
(15)Mathematical Model of Production…with cost estimation method.
(16)Promotion Strategy ……..with Probability or regression model.
(17)Risk factor…with your weak points (S (strengths) W (weaknesses) O (opportunities) T (threats) Analysis).
(18)Role of Technology.
Call Center based business are getting more challenging every day. With the unified communication platform big companies are settling their own contact center or customer service point.
In context of selling products or services over the phone is more challenging. I don't know your products and nigher do your clients; and "soft rejection" is obvious when your clients have not perceived the message properly and the need for product or the service.
The fun fact is we human always think rationally and i can tell exceptions cannot be an example. So I would love to listen more about your products and the services that you provide for your existing clients and we can build a new strategy and implementation plan to get your desired result.
If ur banging ur head on a wall then move away from it.. Cold calling is a passé.. Sales avenues have only increased in the recent years with the advent of digital..Call centres are loosing steam cause customers have better ways to reach brands and even brands are moving towards cheaper routes for customers to connect I.e chat, mail etc.. You have to bring in innovation at the delivery side to regain the interest of customers or potential customers..
As a call center, do you have a clear mission and vision statement? And if I asked you, what differentiates you from the competition? I always believe that you ask the potential client to give you their largest call center issue, no more small a revenue stream it might be...If you can solve that issue, then I believe more business will follow providing your Unique Selling Proposition (USP) stays true to your mission, vision statement and your business plan...Think benefits 1st features 2nd...
My recommendation is as follows:
This is the time to re-evaluate your sales channels. By the sounds of it, you've got one sales channel (that's your first problem). You need multiple channels working in harmony to get your message out and in the hears/hands/eyes of the people you need to attract.
2) consider outside help
I've been contracted by a few teams to come in as a fresh set of eyes on the sales/marketing situation. In all cases, it was highly advantageous and constructive. You don't have to use me (though I'd appreciate it if you did) but you should consider getting an experienced firm to come in and do a third-party assessment. They'll be able to hear your pitch from an unbiased perspective, offer suggestions on which channels to use for diversification, and bring experience and knowledge to bear that you and your team just don't have. That's not to say you don't know anything - but different people/teams know different things.
If you want a simple, one-sentence answer then it's this: you need to develop multiple sales channels and have them work in harmony with each other to amplify the success rate of each.