For most businesses there is no substitute for efficiency of cold calling. Yes . . . networking, advertising, inbound-based marketing, SEO are all vitally important; but if you’re missing the cold calling component, chances are you’re missing out big time.
Carl Harvey is Target Intellect’s cold calling guru. He makes a compelling case that lack of technique is not the issue; it’s simply a matter of “just doing it”. In his book What’s Stopping You, he indicates that even the best sales people tend to be weakest with cold calling. They typically find other things to do including answering voicemail and email. The issue is that by not having a systematic cold calling plan, they are ignoring vast potential for business generation.
In our research, the real reason we avoid cold calling is discomfort. Very few people are truly impervious to rejection. But, as Carl tells us, every time we retreat from our discomfort we make that task more imposing.
A simple question: What would it mean to your business if you were calling on 100 prospects per week, and you had a system for quickly identifying their pain and making a plan for the next step? If you have a sales force, what would it mean if every member were consistently following the plan?
Step I: Create a Word Document, and write down what you think you could achieve by having a successful and consistent cold calling program. Save it under Cold Calling Success. That’s it.
Today, make a commitment to systematically follow the plans outlined in this blog to grow your business. They work. They have helped me build my company and they have helped my clients build theirs.
Small incremental steps will create a world of possibility for you; and I’m looking forward to joining you on that journey.
Please feel free to share your Step I answers on this blog.
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