Why Cold Calls Still Annoy and Irk Business Owners

SEATTLE - April 24, 2014 - PRLog -- Recent statistics show the success rate for cold calls at anywhere from 1 – 3%. Author Mahan Khalsa says cold calling is generally “abusive” to both parties. At its heyday in the late 1970's and early 80's, businesses employed actors to read scripts over the phone to sell their products. During that time, selling rates could be as high as 40% for certain industries.

Why haven't technological advances and greater access to relevant information made for better scripts and a better reading of potential clients?

“There's a lot of contradictory advice floating around out there,” says Mike Devaney, a copywriter and small business consultant in Seattle. “My guess is that most sales persons haven't been calling long enough to improve.”

“A good call gets right to the point and introduces a benefit I might want to hear about. More times than not I get a canned, slow 'How are you today?' The time delays also turn me off because I can tell whoever is calling is a telemarketers with a headset and a tiny cubicle.”

“...and I'm one of the few, strange people who enjoys hearing sales pitches on the phone” he emphasized.

A popular mantra for today's salesperson is “engagement,” building rapport with the prospect. But harried business owners resent intrusions, even when they're wrapped in warm language.

Better research and a stronger, believable offer on the part of sales professionals would help reduce the hatred most business owners have of cold calls.

Mike Devaney is a copywriter and small business consultant in Seattle, WA. He primarily works in the senior care industry. Contact him with questions at mike@mikedevaney.com or http://www.mikedevaney.com/