Markets are becoming more and more work-intensive and the competition in the IT sector is becoming more challenging. Because of the continually increasing number of IT providers with their IT solutions and services, clear differentiation and positioning of your service offering are just as important as the expansion of your customer base. Attracting new customers has become a real challenge.
Instead of permanently and continuously trying to acquire new customers, many entrepreneurs delve into the day-to-day business, exclusively looking after existing customers. Current customer projects require so much attention that future business development is difficult to manage on the side, or companies believe that digital marketing can solve all their sales problems.
Do you also believe “Cold calling is dead!”? The reality is: Large and small companies still carry out cold calling to generate new revenues. Despite all social media and technological progress in sales, nothing has changed in the consulting-intensive sales of IT solutions and services to business customers. We are convinced that cold calling will continue to be beneficial for a long time to come. But there is one reason why so many people believe that cold calling is dead: it is difficult to get it right. Many companies go about it the wrong way or do not stick with it, and they fail.
Cold calling is a personal and interpersonal matter for many businesses. To gain the trust of your future customers, you need time, patience, and perseverance. For us, there is no “either-or” for digital marketing and personal customer contacts. To be successful, both must ideally complement each other.