First Impressions

Quote:

The practice of brokers making unsolicited calls to people they don't know in an attempt to drum up business.

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To get business you need to speak to a decsision maker. Prospect Profiling you don't.

Also as you state it is to people and companies you dont know i.e. you dont know even if they have need, let alone if they could buy from you. Again prospect profiling solves this problem.

Quote:

Originally Posted by Bizal

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To get business you need to speak to a decsision maker. Prospect Profiling you don't.

Also as you state it is to people and companies you dont know i.e. you dont know even if they have need, let alone if they could buy from you. Again prospect profiling solves this problem.

As I see it, at the end of the day the purpose of "Prospect Profiling" is to discover the information that when used effectively can lead to a sale.

With that said, if I make an unsolicited call to a business I don't know for the purpose of discovering this information so that I can drum up business, that's cold calling.

Here's my two cents... It sounds like you guys discussing apples and oranges. They are two different things.

IMO, Magicman views cold calling as a way of prospecting to find potential new customers, on the other hand Bizal is saying that prospect profiling which is something that takes place after the prospect is already indentified should replace it in the sales process.

These two components of sales don't seem to be directly related to the same function. Prospecting to me almost always includes some type of cold call or initial contact whether by phone or in person or whether you have profiled them or not.

You both make good points, I just think that you aren't arguing the same part of the process.

Quote:

Originally Posted by Doc MC

Here's my two cents... It sounds like you guys discussing apples and oranges. They are two different things.

Very possibly. That was the reason I posted the definition of "Cold Calling" that I was referring to.

First Impressions

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