Most people who are in sales are very familiar with cold calling because it is their main source of finding new prospects. Cold calling is becoming obsolete, sure you may be able to find some prospects who will buy from you from time to time but more than likely it is on their time table and not yours which takes all of the control away from you.

Why do companies continue to make their sales reps spend time on an activity that has such a low success rate? Let's examine some reasons:

* It is an inexpensive way to find new customers.

* They think that most account executives generally have a short term job mentality and will take the next job that pays a higher salary and they know that investing in a marketing campaign will take away from their year end bonuses and do not really care how effective it is.

* They do not have to spend money on training to help the rep find quality leads because anybody with knowledge of the product 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 past its time 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.

What you need is a way to stay in front of your prospects so that when the time comes to buy your product or service you will be fresh in their mind and will be viewed as the expert.

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. Move away form cold calling today and start selling more, bottom line.

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