We didn’t see real potential in focusing on the volume of calls and the companies we’re able to reach; but rather in doing proper research before calling every single client –
their industry, their level of success, the speed of their progress, their goals etc.
From there, it was a matter of tailoring each offer to the specific needs of Merchant Chimp’s potential clients.
This resulted in making less calls, but with a substantially higher closing rate.
With the (reasonably correct) assumption that cold calling is met with resistance, and that it, frankly speaking, annoys clients; we wanted to implement a pitch that, with doing enough homework, turns a cold call into something else entirely – a call from an agent that obviously has a deeper understanding of what the client needs.
By putting the clients’ needs above all else, and truly working toward the best possible solution for them, Merchant Chimp’s sales and profitability skyrocketed, and things started to quickly move in the right direction.