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There is too much anti-phone sentiment in the world of social media. Social selling is good. But the telephone is better. Here are nine reasons you need to pick up the telephone today.

Your emails have gone unanswered. They have gone unanswered, haven’t they? Many of them have been filtered out by spam filters, and more have been filtered out by your dream client’s priorities. If you are serious about a meeting, you will change your approach.

You get the advantage of dialogue. When you pick up the phone and call, you have the opportunity to engage in a dialogue. Your dream client is still likely to refuse your request for a meeting, but you will be there to describe your sales call value proposition and give yourself a fighting chance.

You will differentiate yourself. Many of your competitors have bought the big lie that you can’t use the telephone, that you can’t interrupt your dream client. If you are game enough to make a call, you will pull yourself out of the pack.

You are choosing a more effective medium. The phone is the third most effective medium for serious communications. But you use the phone to get to the two more powerful mediums, a face-to-face meeting or a video conference.

You become known. You can’t see or hear the person on the other side of an email. But a person on the telephone is real. You hear their voice. They introduce themselves, and you know their name. If you call more than once, you become known.

You have real value to create. If you’ve targeted your dream clients, you are picking up the phone because you have the ability and the desire to help. The difference between being persistent and being a nuisance is your ability to create value. It’s okay to call if you intend to create value.

You need a better pipeline. If your pipeline isn’t what it should be, if it doesn’t have enough opportunities for you to reach your goals, then what you’re doing isn’t working. The telephone is still the most effective way to reach people to schedule appointments. Your pipeline will improve when you pick up the telephone.

The phone is part of a campaign. Picking up the phone doesn’t mean that you don’t also use every other possible means of prospecting. You still need to use the social selling tools, just like you still need to ask for referrals. The phone is one of the many means you are going to use to communicate with your dream clients.

Your fear of the phone is unfounded. No one has ever died from making a phone call. No one has even been seriously injured. Occasionally, you will run across someone under enough stress and in such a foul state that they might hang up on you. If you are compassionate, you’ll know that their state has nothing to do with you.


Sales 2014
Post by Anthony Iannarino on May 19, 2014

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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