{"id":2299,"date":"2019-06-12T15:30:00","date_gmt":"2019-06-12T19:30:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/prospecting-inbound-call-better-than-cold-call\/"},"modified":"2023-04-18T13:11:38","modified_gmt":"2023-04-18T17:11:38","slug":"prospecting-inbound-call-better-than-cold-call","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/prospecting-inbound-call-better-than-cold-call\/","title":{"rendered":"New form of prospecting: inbound call better than cold call?"},"content":{"rendered":"

\"New<\/h1>\n

While we have heard a lot that telephone prospecting was going to disappear in recent years, I have never agreed with these forecasts. Some analysts have even talked about the extinction of the role of representative, nothing less!<\/p>\n

Nonetheless, it is true that traditional cold call prospecting has suffered a downfall. In the golden age of cold calls, a representative could make 40 attempts in 2 hours, hope to talk with 10 decision-makers and get 2 or, perhaps, 3 meetings. However, we are far from those numbers nowadays.<\/p>\n

Currently, a representative working at the top of the funnel can spend the entire day trying to reach someone who has filled out a form on the company’s website. It may take a hundred attempts to talk to 7 people (not even decision-makers!) and get one or two meetings maximum… all in one week!<\/p>\n

1. The inbound approach to prospecting<\/h2>\n

Among the contacts generated by inbound marketing, customers that are qualified as “ready to buy” represent a very small amount of the total volume. Marketo states that the portion of leads that are “ready to buy” when they “convert” on a website is around 4%; meanwhile, other sources claim that it would be more around 80%.<\/p>\n

Thus, the majority of leads are not interested in buying at the initial contact, some will only be ready in a few months, and a large amount will never even consider buying.<\/p>\n

Finally, even though the time chosen by the representatives to conduct his or her follow up is not necessarily the right time, they still have to make multiple attempts to reach the person, which they are no more excited about than the traditional cold calls.<\/p>\n

2. Traditional cold call and inbound call: common challenges<\/h2>\n

While cold prospecting<\/a> was quickly buried, in reality, the shortcomings of the first approach are often found in the most recent:<\/p>\n