Anybody who is responsible for generating their own leads are very familiar with cold calling because this is how they make their living. Cold calling has a low success rate, You can possibly find the rare prospect who has the desire to buy what you are selling but more than likely they will control the process, not you, and will virtually eliminate any power that you have.

When it is evident this has such a low success rate why would companies waste valuable resources,your time, on cold calling? Let's examine some reasons:

*The only revenue a company is spending is your salary.

* They feel that most sales reps are not going to be at their company for the long term and they know that investing in a marketing campaign will cost them big bucks regardless if it effective or not.

* They do not have to invest in a lot of training for the rep because somebody with general knowledge of what they are selling can sit down and write a script whether it is effective or not.

In the long term the rep who is responsible for making the calls will eventually get burned out and they will move on to another company. Most companies see this as being inevitable so investing in their employees to find better more effective ways of marketing will be passed along on to other companies.

Cold calling is an old school tactic which in the past has been effective now that technology and information is readily available most people will look for themselves to find a product. They are also constantly bombarded with marketing and they have become desensitized to it and generally will not listen to new offerings unless they decide that they need it and need it now.

The best case scenario is for the rep or small business owner is to have a means of staying in front of the prospect until they get to the point in which they have a real need for your product.

You can try getting more referrals, making public speaking engagements, or doing a case study for a past customer that you have had success with. Becoming a recognized expert in your field will make prospects come to you and make it easier to sell. Cold calling can be eliminated and once you do this than your income will increase and you will become more effective.

Article Directory : http://www.articlecube.com