The document discusses how cold calling is becoming outdated in the modern digital era. Social media has become the new way for businesses to find and connect with prospects as people prefer online interactions over unsolicited phone calls. The author argues that taking the time to personalize contacts on social media through showing interest in a prospect's business is more effective than cold calling, which has a very low success rate and risks irritating potential customers.

1. Is Cold Calling
Dead? Roberto Amaro
roberto@robertoamaro.com
@robertosamaro

2. hello!
I AM
ROBERTO
AMARO
I am Business Developer at IBM
Brazil, and look for a better way
to find and talk to my prospects.
You can find me at:
@robertosamaro

3. The World Has Changed
Cold calling was prevalent during the pre-
Internet era, when consumers couldn’t find
alternatives on the web, and the only way to
learn about a product was from a sales phone
call.
But times have changed a lot since the early
90’s. For instance, I prefer good writing skills
over good cold calling abilities any day.

4. And keeps changing…
A quick message is the best way to start a
relationship these days.
Using landlines phones to call friends is getting
closer to extinction: 14% nowadays compared to
30% in 2009
No one wants to make or receive a cold call. At
best, sales phone calls irritate your prospect.

5. “Doing cold calls is like taking your
suitcase and going door to door
trying to sell something. There’s
always someone crazy enough to buy,
but most of the doors are not
opened. (Pasi Rautio from tuplaamo.fi)
“

6. You don't have to stop calling, but…
Social Media is
the New Cold
Calling
Enjoy maximum reach of social
networks to get your prospects.
Personalize each
contact
You need to devote some time
to make this contact “personal”.
Be interested in
your prospect's
business
Speaks only of the solution itself
is extremely boring!
It’s sad to know
that we are
bothering
We always calls you at an
inappropriate time.
We are human
When you make twenty calls
without success, discredit your
solution is devastating.
Power is not your
They will talk to you when they
are really interested.

7. Place your screenshot here
Buying lists in not necessary
With a simple search on LinkedIn, we have 329 names
of IT managers in São Paulo State.

8. Highlights
Millennials, don't like voice mail and prefer to
use texting and email.
Voice mail has become so unpopular that some
companies are shutting it down. Coca-Cola, for
example, no longer has voice mail at its
corporate headquarters.
A study from Kenan-Flagler Business School
finds that “cold calling has only a 2.5% success
rate.”

9. But, Our prospects still
have phones.

10. References
◎ https://blog.intercom.io/why-cold-calling-is-dead/
◎ http://www.inc.com/geoffrey-james/why-cold-calling-is-finally-dead.html
◎ http://maximizesocialbusiness.com/cold-calling-dead-theres-little-need-22437/
◎ http://usatoday30.usatoday.com/tech/news/story/2012-09-03/voicemail-
decline/57556358/1
◎ http://www.bloomberg.com/news/articles/2014-12-22/coca-cola-disconnects-voice-
mail-at-headquarters
◎ http://www.business2community.com/marketing/new-university-study-discredits-cold-
calling-0366600#kU6HWhJllLYDqFkZ.97
◎ https://www.linkedin.com/pulse/best-alternatives-cold-calling-kathleen-deggelman
◎ http://www.barqar.com/2015/11/19/alternatives-to-cold-calling-sales/

11. thanks!
ANY
QUESTIONS?
You can find me at:
@robertosamaro
roberto@robertoamaro.com
http://www.robertoamaro.com