What do you do if your cold calling in automotive sales isn't generating leads?

In a market flooded with sales pitches, I believe in crafting genuine connections. Instead of bombarding prospects with generic scripts, let's take a step back and listen. Understand their needs, concerns, and aspirations. It's about building relationships, not just making sales. Imagine a conversation where the focus isn't solely on closing a deal, but on providing value and solutions tailored to the individual. That's the essence of effective salesmanship in today's automotive landscape.

Check that your automation is correct, the details is critical if you are automating your outreach. Be sure of the markets needs before automating anything

Use tools like gong to understand the conversations being had and create a script from this and make it your own script, in your own words

I’ve found it to be helpful to be ready with objections and how to handle them. We as sellers are the one in control of the call, once we lose that we cannot get to where we want with our customers.

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Always focus on the value of your business as anyone can lower their price but that is not the reason or the full reason people chose you

Cold calling will highly likely not give you immediate sales opportunities as the customer has recently acquired a product which is a substitute for a product which you were selling. Cold calling is to keep these customers engaged. Ask them for sales referrals. If need be incentivise this process, in an incremental manner. Other ways are: 1. Increase your network - in the right areas; 2. Attend trade conventions such as Chartered Accountants meeting, engineers meeting, managers meetings, etc. This will give your great learnings on what is happening in these fields and also help you increase your network; 3. Make sure you develop and sustain a healthy sales referral and leads portfolio. This must be healthy to sustain your performance.

Cold calling can be compared to a doorbell ring. You'll have a few seconds to make an introduction that captures their attention but might not get you in the door. This is where nurturing is key. Leveraging platforms such as LinkedIn can help you stand out. Engage with posts, referencing articles they interact with, and staying up to date on new changes their company may be undergoing. Rather than buzz their ear every day, figure out a pattern that works. People are busy on Mondays, catching up on Wednesdays, and happier on Fridays.

Lo más importante en una llamada en frío es escuchar mas que hablar, conocer la necesidad real del cliente va más allá de solo vender nuestro producto, hay que vender como este puede solucionar un problema en concreto, no el producto o servicio en sí.