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Friday afternoon is for closers

Would you cold call a prospect at 4pm on a Friday?

How many times have you held yourself back from making a cold call because you didn’t think it would be the best timing?

Why? Do you know your prospect’s habits?

When you’re making a cold call, it’s never about you, it’s about them. Cold calls need to come heavily armed with intuition and dare.

And if you have the chops to make a cold call on a Friday afternoon, you’d better be at the top of your game because you need instant cut-through.

But more than that, if you have been given their mobile number or direct line, that’s your first clue.

I mean really, these days, how many executives walk out of the office, telling all their colleagues that they can reach them on the mobile? It’s much more natural these days to be reached on a mobile.

And generally, they should think it’s OK to be called late in the day on a mobile because what prospect worth reaching only works half days anyway?

So remember, just because YOU think it might not be the right timing, doesn’t mean they feel the same. More often than not, they’ll appreciate the eagerness and initiative.

Adverty bit

If you need new business, you need new business tools. The Advertist is the UK’s only independent new business platform. Our service enables you to create your own new business campaigns using our intelligent suite of user-friendly tools and data.

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GDPR and agency new business

More newfangled legislation relating to the protection of personal data, triggered by bad actors such as PPI salespeople and ambulance-chasing lawyers.

As 2018 rolls around, we will begin to see consumers’ growing awareness of the value of their personal data and how nonchalantly brands and companies have been trading in it. This important and wide-ranging piece of regulatory reform will have a significant impact on the operations of any business using personal data. Specifically, banking and payments are set to be two of the sectors most affected.

Above all else, this legislation is designed to be used against brands and companies illegally using consumers’ data. As such this is focused on the B2C channels.

In an interview with one of the companies tasked with generating awareness of the new rules – Trunomi (www.trunomi.com) The Advertist was advised that the normal processes of B2B outreach should not be affected. Companies still have to do business with other companies and the new GDPR laws have not been designed to impede this.

However, although the laws have been designed as a tax on banks, insurance and consumer products, these very companies are usually the first to hire expensive lawyers to fight any impending prosecution. So there is a chance that the enforcers of GDPR may start to manipulate the rules to target those brands and companies less likely to lawyer up.

Any lawyer will tell you that at the heart of the new GDPR rules is the word consent.

For new business developers, it’s all about consent. What constitutes consent? In the B2B world, having one’s contact information on a company web site or details generally available through limited research online constitutes consent.

In its gathering and curation of contact data, The Advertist guarantees that no misleading or disingenuous means have been used to gather our data. We don’t buy in lists, we generate data ourselves using exactly the same methods that would be expected to be used to pull together company and marketing contact information. No misleading telephone calls are made to dupe companies into handing out sensitive data, unlike some of our competitors. We do it all through thorough human research, doing all the hard work, so you don’t have to.

While we recognise that not all new business services are created equal, we are pleased to assure our clients that they will be able to continue to use our hand-crafted data for their own new business outreach, confident that it is all in full compliance with the new GDPR rules.

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