No one likes picking up the phone and making a call, and equally nobody likes receiving cold calls. Both consumers and salespeople hate cold calling with an equal passion. Which is why it is important to discuss the cold calling vs social selling debate…
Cold calling is OUT and social selling is IN.
Cold calling is and was essentially a numbers game, and with the world of technology ever evolving, social selling is becoming more and more popular. Decision makers do not want to be hounded everyday by cold callers.
Social selling is using social media to sell and promote your product or service, making it an easier way of selling!
It is estimated that only 1% of cold calls convert into opportunities. Compared to 69% of leads from Facebook/Twitter and other social media channels converting to opportunities.
A perk of social selling is that consumers choose a salesperson that is able to add value and insight. Consumers of today are looking for salespeople that can give them more insight into the product/service they are looking to purchase, and social selling allows salespeople to do this. With salespeople who were able to add value saw five times greater engagements with their potential buyers.
Decision Making Process
During the decision making process, around 9 out of 10 top-level B2B decision makers do not respond to cold outreach anymore. Compared to 75% of these B2B leaders saying that they regularly use social media in their decision making process.
Buyers who use social media have 84% larger budgets compared to buyers who do not use social.
So What’s The Bottom Line?
Well, its pretty obvious isn’t it?
With the right skills, training, and technology, organisations that are currently adopting social selling are seeing a lift in social activity, pipeline and revenue. With 63% of social sellers reporting an increase in their company’s sales revenue versus 41% of non-social sellers.
Therefore, the stats don’t lie. Cold calling has been knocked out cold, however the technique isn’t down and out forever. Instead, cold calling should now be seen as a way to complement social selling. Reaching out on social media, then picking up the phone is to be seen as much better approach than to just out right cold call your potential consumers.
For further insights and guidance, we invite you to explore our blog at 07hm.co.uk/blog. Here, you’ll find a wealth of information tailored to the needs and challenges of SMEs navigating the digital landscape. Additionally, if you have specific questions or need personalised advice, don’t hesitate to reach out to us via email at info@07hm.co.uk or telephone on 01702 410663.
