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Calling customers to create new opportunities is back in fashion, with a little push from GDPR

  • Posted by: dev

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GDPR has made companies ”Database” difficult to utilise, and if we are honest, most people are opting ‘OUT’ rather than opting ‘IN’. This can mean years or even decades of collected data for your business, suddenly becomes unusable. There are some clever ways around this through competitions or give-aways and you’d be happy if you retained 50% of your database, but email marketing to gain new customers is feeling like a lost cause right now.

So, for any business trying to generate new opportunities it seems it is becoming harder and more restrictive.

I’ve naturally been talking to a lot of people about the effects of GDPR, business and how to approach companies without being in some sort of data breach and how to get a positive response. A lot of people are still stumped and an overwhelming response is ”If we can work this out, then we can all move forwards from the GDPR worries it seems to have created.”

Have we all become enveloped in email marketing? Reaching 1000’s of individuals with that ‘special offer’ its fast, easy and efficient. Quite often the bounce back and failed emails can be higher than actual sales. Don’t get me wrong, targeted emailing works and always will but with the laws changing, maybe this gives us an opportunity to focus our efforts elsewhere again.

Obviously the GDPR law has affected a lot of businesses and the strategy of how to approach customers has to change once again. When speaking business owners it’s now more about attracting new customers by:

  • Providing Expert advice, Being up to date with tech, Networking, Trade magazines
  • Word of mouth, Referrals, Incentives etc

This being said as said to boost sales we want to be proactive as we have some control over the outcome this way. Are people missing the simple answer staring us in the face?

New business has always been about talking to someone and building trust! Fact.

On average it takes between 5-7 touch points with new customers before they will buy from you.

So once again we can now fall back on the tried and tested method of calling customers directly and building relationship. Speaking to business owners when they started their businesses it was all about relationships and speaking to people.

Like fashion, trends seem to come and go through stages. I believe the old school fashion of picking up the phone and calling customers to introduce yourself is on the way back in. I’m not saying it ever went out of fashion as there are businesses built on the success of this! But in the 15 years I’ve been in sales it defiantly seemed like a dying art over the last 5 years or so. The focus being on how important data is and how we can utilise this with the likes of Lead Forensics, Targeted Email Marketing, Re-Marketing, Ad words and all sorts of clever apps and tools to decipher who has been where, what product they want, and sometimes the customer wont even hear from a human in the process.

Are we trying to be too clever? We are forgetting the simple things! People like to speak to people and it’s the best way to break down barriers.

The art of calling and doing it well is more powerful than ever! Having real conversations and connecting with people has a big impact (so does having the phone slammed down in your face does too). Being able to engage on the phone and unlock conversations is a skill in itself. We can always train to be better at objection handling, improving our voice tone, ask better questions.

Not everyone likes doing it and few are very good at it!

  • GROWTH THROUGH INNOVATION/CREATIVITY:
    Rather than be constrained by ideas for the new products, new services, and new markets coming from just a few people.
  • Increased profits:
    The corporation will experience an increase in profits due to savings in operating costs as well as sales from new products, services and ventures.
  • Higher business values:
    The link between profits and business value means that the moment a corporation creates a new sustainable level of profit.
  • Lower staff turnover:
    This, combined with the culture that must exist for innovation and creativity to flourish, means that new employees will be attracted to the organization.
Author: dev

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