The Questions About Cold Calling You’ve Been Afraid to Ask

Thought Leadership

April 8, 2020

Robocalls are growing at alarming rates. According to an article from Patch.com, robocalls around the country are made at a rate of 182.7 million calls per day. This startling figure might make you second-guess your company’s cold calling outbound dialing strategy.  

You’re not alone. There are thousands of other companies experiencing these same concerns and now might be the perfect time to explore some of the common questions you’ve been afraid to ask about cold calling. It might just make you realize now is a good time to change your approach to generating new leads for your company.

  • How do my customers feel about this tactic?  

Marketing has seen a major shift in recent years to a “customer first” approach. Buyers are more empowered than ever before. Most buying decisions are happening before a person every speaks with a salesperson on the phone. And because of this, customers feel a sense of independence and freedom to absorb information in a way and at a time that is most convenient to them. Cold calling is often viewed by potential customers as intrusive and it is frowned upon to spam your customers with unsolicited calls or texts.  

  • How do my employees feel about this tactic? 

Since customers are feeling empowered to collect information and make decisions independently, when they do get cold calls from companies they are often extremely unresponsive. Not only does that impact your customers, but it trickles down to your employees. Unhappiness in the workplace can create a revolving door among your calling agents that is expensive and frustrating. You have to continue the cyclical hiring process which is costly to your business and a major drain on company resources.  
 

  • What is an inbound tactic we can use instead?  

By doing preliminary research and outreach to customers prior to ever initiating a phone call, you can tailor your conversation to exactly what they are interested in talking about. Drips™ uses SMS marketing to provide a welcomed relief from outbound cold calling. By initiating a conversation through text, you are allowing the customer to maintain control of the situation and create a naturally flowing conversation that encourages them to participate and take action on their own. This inbound marketing tactic has been proven to improve lead-to-call conversion metrics as well as reduce overall lead generation costs. 

When it comes to outbound dialing, you have to ask yourself a few questions. Have you ever filled out a lead form or been on the receiving end of robocalls/spam? How did you feel? Did you answer the phone? And if you did answer the phone, were you willing to listen to what the person was saying on the other end? Odds are the answer to all of these questions is no.  

The consumer market is rapidly evolving to cater to a “customer first” approach and that means your company’s tactics must evolve as well. Outbound dialing isn’t necessarily dead. It’s just evolving into an inbound approach that matches consumer trends and buying habits. It is in your company’s best interests to diversify marketing tactics and grow alongside the industry.

About Drips

Drips is the first conversational texting® company of its kind, founding a new category and leading the way for some of the biggest brands in the world to use automated, humanized conversations at scale. On a daily basis, Drips engages in millions of completely humanized conversations with zero client-side operators. In a world where no one answers their phone, this innovation is priceless. Our team is available to talk about what Drips can do for you. Schedule a demo with us.