Australia is a very well educated market. Cold calling and telemarketing is legal, but boy it is frowned upon. Get it wrong and the Aussies have no problem swearing at you or “telling you off” as they like to call it.
Never cold call in Australia on Sundays and / or public holidays and first check the DNC (do not call list).
Because the country is so affluent, even junior people are heard by their bosses. So unlike other countries in Asia, speaking to a junior can lead you up the chain quite quickly as long as your cold calling skills are top-notch. Despite this…
We do not recommend cold calling in Australia.
If you decide to cold call, a telemarketer should always:
- Only call during office hours
- Identify themselves clearly on the phone
- Identify their company and supervisor / boss (ie. say “I am working for Mr. Scott Cundill and the Maj3.com office)
If you warm up your Australian contacts on LinkedIn prior to calling them, then you’ll go straight to the decision maker. This bypasses the ethical dilemma of cold calling.
How to cold call in Australia
Every good marketing strategy in Australia includes the phone. Australians are conversational and will have a conversation with you as long as it’s not blatant sales. The better the marketing strategy, the warmer and more qualified the calls will be before you make them.
Therefore, it’s critical that you use LinkedIn to connect, converse and only then call those high quality contacts. LinkedIn allows you to get to know the decision maker before you phone them and this makes all the difference – they will know you before you call them!
Your Cold Calling and Warm Calling Strategy for Australia Needs LinkedIn
An Australian marketing strategy needs LinkedIn because LinkedIn is the only social media platform that provides all the data you need. That is:
- Phone number
- Company name
- Email address (yes, LinkedIn provides email addresses)
- Job title
- Company data like the size of the company, description, etc.
You can do all the research you need on LinkedIn to feed your cold calling mission, however, to access this great data, you need to be formally connected on LinkedIn. That means, inviting and reaching out to that Australian and then encouraging them to accept that invitation and, only then, get a conversation going. It sounds like hard work, but you can automate most of it.
The Maj3.com LinkedIn lead generation service does this for you. Here’s how:
- A LinkedIn Lead Scoring Dashboard
You have hundreds of LinkedIn connections and you cannot reach out and nurture all of them. Lead generation software MUST incorporate a form of lead scoring so you can cherry-pick those that are engaging your content the most. As they engage with your content they score higher, then you move them into your sales pipeline. Now you have turned cold calling into warm calling.
- Sales Funnel Reporting
Can you see your entire sales funnel in one place? Your sales funnel needs to literally sit on top of LinkedIn so your sales funnel builds while you work your Australian connections. Lead generation software must show you an actual sales funnel report in real-time with all the data pulled from LinkedIn so your cold calling can turn into warm calling.
- Sending emails
Some people respond to LinkedIn messages. Others react to good old fashioned emails. The best LinkedIn lead generation software allows you to send emails in the form of an email journey/email sequence. It pulls the emails from LinkedIn then asks for permission to email them. This is accomplished using an opt-in landing page.
Remember, your goal is to turn cold calling into warm calling. Emails help this process tremendously because they drip feed your LinkedIn Australian database with messages to keep you top of mind.
The ability to see your trusted connections and their trusted connections means you can ask for a referral. All you do is simply look through the list of connections for a good person to meet, then ask your trusted connection for an introduction. A few clicks and you have a referral. There is no such thing as cold calling a referral – all referrals are, by definition, already warm!
- A Mobile App
The best lead generation and cold calling software absolutely must have a mobile version. A mobile app to receive leads in real-time so you can call them while they are looking at your content. This is an absolute must-have for any marketing strategy.
- Reminders, Tags and Notes
If you don’t follow-up on LinkedIn leads, cold calls, and warm calls, then you may as well not bother. Reminders in the software will facilitate your follow-ups. Then tag leads, categorise them, and make notes, similar to a CRM system. We call this pre-CRM because it facilitates the lead generation and lead nurturing phase on LinkedIn.
- A Proven Methodology and Process
Just using lead generation software and cold calling gets you nowhere. It is highly recommended that you read this book and learn the right approach that is proven and works. Your cold calling will turn into warm calling and you will see far better results! This book explains:
The best LinkedIn lead generation software that incorporates every single one of these features is Maj3.com. It ignites your lead generation and builds your sales funnel in Australia.