Annotation
Many people say that telemarketing and cold calling is an old-fashioned method in sales but it has still been running for years and strong keep its niche in the market
Industrial cold calling (ICC) (some people name it technical or tech cold calling) is rather a new trend and it allows your company to open the new source to attract the potential customers
By the way: What is your main method of sales? Through dealers or through end users?
Every manufacturer rejoices when it shifts all sales problems onto the shoulders of dealers. But in reality, dealers are only interested in selling well-promoted products and in most cases don’t actively promote a new or poorly known product.
Very often dealers operate in the following way: if some end consumer asks for this particular brand, he will sell, but most dealers operate like an online store that allows the potential buyer to make his own choice, which determines how recognizable that product is in a certain market
Therefore, now many manufacturers of goods and services are trying to sell directly to the end consumer
There can be many reasons:
- a dealer was not found in a specific geographic region
- the existing dealer sells little and doesn’t promote the product/service
- low market margin doesn’t allow to include the financial interest of the dealer
- a very narrow sales niche with a limited number of potential consumers of goods or services
- the desire of the manufacturer to create his own network and effectively influence the sales market
The number of end-users is not commensurate with the number of dealers, so the manufacturer needs to take much more steps for full sales
It can be:
- Exhibitions (not cheap participation; if the end consumer doesn’t have a very urgent need for a product or service, he will not spend his money and time to visit the exhibition, i.e. the percentage coverage of potential consumers is minimal)
- Advertising (the market is now oversaturated with active advertising, especially on the Internet; in addition to this, the cost of Internet marketing has increased greatly in recent years)
- Industrial Cold Calling as the part of Telemarketing (relatively low cost; additional sales channel; direct contacts with consumers of goods/services)
- Our partner DESIGNRUSH
Therefore, now many manufacturers of goods and services are trying to sell directly to the end consumer
There can be many reasons:
- a dealer was not found in a specific geographic region
- the existing dealer sells little and doesn’t promote the product/service
- low market margin doesn’t allow to include the financial interest of the dealer
- a very narrow sales niche with a limited number of potential consumers of goods or services
- the desire of the manufacturer to create his own network and effectively influence the sales market
The number of end-users is not commensurate with the number of dealers, so the manufacturer needs to take much more steps for full sales
It can be:
- Exhibitions (not cheap participation; if the end consumer doesn’t have a very urgent need for a product or service, he will not spend his money and time to visit the exhibition, i.e. the percentage coverage of potential consumers is minimal)
- Advertising (the market is now oversaturated with active advertising, especially on the Internet; in addition to this, the cost of Internet marketing has increased greatly in recent years)
- Industrial Cold Calling as the part of Telemarketing (relatively low cost; additional sales channel; direct contacts with consumers of goods/services)