Just read a resume that boldly stated, “Made over 500 cold calls in 1 year.” One year. In my younger days, I was in sales jobs that required at least 50 cold calls a day so cranking out 500 in a year is…underwhelming.
Continue ReadingAn Awful Approach
I receive many email approaches each day which often leads to studying each one’s strategy. Here is the opening line from one I received today: WANT TO GROW YOUR BUSINESS? Lazy. Insulting. Those are the first two words that come to mind when I read that opening. I suspect the author’s belief is that everyone will agree to the opening question so it will be effective. It isn’t. The opening approach needs to warrant the reader’s attention, but don’t do it in an insulting manner. The question has a subtle intimation that the person doesn’t know how to do it…but you do. That is a bad position in which to… Read More
Continue Reading10 Cold Calling Nuisances
I hate to admit it, but I’m a fan of Jeff Foxworthy and his, “You know you’re a redneck if….” Eyes on Sales has an article by Drew Stevens that puts a spin to Jeff’s famous cliche, “You might be a cold calling nuisance if…” Drew has 10 quick tips that are great reminders that you should review before making a cold call. So here goes, you may be a nuisance if . . . You pick up the telephone and have no idea who you are calling. After hello you begin with chitchat. Speak with conviction and have a purpose for every call. You call and have conversations with… Read More
Continue ReadingProspecting Via Email
Salespeopel are always looking for better ways to find new prospects. You don’t have to look far to find articles giving advice about this subject. Some common examples: trying to make phone calls and undoubtedly leaving voice mails are futile, call at different times of the day or develop an email marketing campaign to push traffic to your website. Eyes on Sales has a very good article that gives tips on how to use email for prospecting. However, it doesn’t just write off making calls, as some do, but reinforces the fact that a salesperson needs to use both. Here is a quote from the article by author Craig James: What should we not do… Read More
Continue ReadingCold Calls Or Connections
We have been debating the merits of cold calling recently here at Select Metrix. My take is that it is an archaic approach that appears active but produces little. I don’t recall the other argument since mine was so persuasive (that ought to get Lee going). Here is another take on cold calling from one of the Inc.com blogs: First, no more cold calls! They don’t give enough of a return, and we typically have the wrong people doing them (the new hires). Instead, let’s try Six Degrees of Separation for business. If the world is truly “connected,” — and it is — why make cold calls when we can… Read More
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