According to BusinessBrief.com, the time to call new customers based on phone number databases is nearly over. There are at least 10 reasons for that:
- Caller ID. No senior person will answer the phone if they do not recognize the caller.
- Mobile phones. Most managers use only mobile phones. But the available contact numbers are usually on land lines.
- E-mail. This method of communication is often preferred in comparison with telephone contact.
- Text messaging. Many people prefer writing to calling. Let alone when it comes to a stranger.
- The Internet. There is no reason to buy anything over the phone, when we can look around peacefully on the internet and even order there.
- Web query. Most shoppers today are doing research via the Internet. When something catches their attention, they use contact form on the site and request to be contacted.
- Quotas. More and more sales people are not able to achieve their goals. If they can figure out a way to sell without a cold call, they will do it and they´ll save time.
- Rules and regulations. In many countries regulations are getting stricter as to how sales people can contact their customers.
- Attention span. In the current market environment, managers are forced to do more work in less time. Thus, if a sales person gets them on the phone, they are unlikely to pay much attention.
- Automated attendants. It would seem that this is the best way to surpass smart secretaries and get the right person on the line. In fact, it is a lengthy process with a high risk that the contact information is outdated.
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