Cold Calling is outdated and does not work for the time involved

I think perhaps we need to define terms, all of you seem to think of cold calling as making phone calls.

To me, cold calling is what I do when I show up at a business without an appointment.

What you are describing to me is telemarketing.

As far as cold calling being dead, it isn't and never will be, there will always be a place for intelligent cold calling whether over the phone or in person

Pat

Quote:

Originally Posted by toolguy_35

I think perhaps we need to define terms, all of you seem to think of cold calling as making phone calls.

Good idea Pat. I think of cold calling as a call either on the phone or in person to a prospect who hasn't called me first and-or who I haven't called already.

What an absolutely fantastic debate, I feel a little sorry for the originator of the thread as he has provoked some interesting dialogue, so I thought I would way in with my thoughts on the subject.

I had a job cold calling, and I was reasonably good at it. I however hated every minute of it (barring the successful sales of course). Lead generation at such a cold level without any preparation of course involves a lot of luck, however if that is the only source of lead generation then of course it isn�t going to be reliable.

In studying the learning habits of human beings teachers are taught that we all learn and respond to one or a mixture of different learning styles i.e. visually, through Tactility or Aurally. Teachers nowadays know that old fashioned lecturing doesn�t help students who best learn through visual or tactile means. If the same theory then is applied to sales, it is obvious then that connection between a prospect and a cold caller may be hampered by talking to people who are visually and kinesthetically more perceptive.

What a lot of you have mentioned is a way of researching and intelligent preparation in cold calling scenarios that may involve other methods of sensory perceptive learning. By sending a letter you can relate to a person�s visual perception or by sending an email or an online demonstration you could be accessing a person�s tactile responses. The cold call, I don�t think is ineffective and outdated just yet, but I do think it is just one of a number of lead generation weapons in the arsenal that should be used in an overall strategy.

cold calling doesnt work....????

not sure if you just mean phone exclusively...but can get a lead from a cold call all day as long as theres some kind of significant contact rate....which all goes back to the quality of your list and your timing etc....

anyways cold calling obviously works or there wouldnt be thousands of telemarketing rooms across the USA...

as for in person cold calling, i made between $5-10 grand this week cold calling...door to door...not sure if you considert hat successful cold calling or not...but i do...

i beg to differ with the dating analogy....dont get me wrong its nice to think you can just join some dating website or social network...and meet dates...thats not hard....but i guarantee the guy that goes up to women in person and is able to use the right approach will get way more quality dates then some guy looking on a dating service...

on a dating service youre always being like matched up....

or theres just too many guys to browse so that there is actually more competition that way...i mean think about it...more guys can send an email than can approach a women in person....that means less competition and a chance to show your true personality....somethign not so easily done on a computer say....

but ive dated both ways ....so there both doable...

BUT to say that cold calling is outdated or doesnt work anymore....that dont sound like anything a true pro would say...

a sales trainer that sales cold calling doesnt work shouldnt be a sales traiiner....thats for sure....

people get way to complex...thinking about all these details to how different people learn and all this and that...sure thats great....

but if you are afraid to make a cold call, i dont know what to say...

it also depends highly on what your selling...i mean obviously selling jet airplanes on a cold calling list is gonna be difficult....but to say it couldnt be done would be naive...
someone might want more info...u just never know....

One reason to make cold calls is because you don't have to 'wait for success'.

The key of course is knowing effective ways to (1) get past the gatekeeper, (2) get the decision maker to talk with you, (3) determine early if they have a genuine problem you can solve and a willingness to take action to resolve it (4) set an appointment, OR (5) early disqualify the business and move on to another call.

Seminars, Round tables, lunch and learns sometimes take months to develop and occur; Authorship is a slow process; referrals are wonderful from 'happy clients'; networking groups are slow referral circles.

There is nothing stopping someone from picking up the phone and making a cold call.....except of course themselves. That is why learning effective skills to do it is key. No one wants to be 'making' the call they don't like to be 'getting'.

Quote:

Originally Posted by coolmtn

a sales trainer that sales cold calling doesnt work shouldnt be a sales trainer....thats for sure....

Amen! Can I get a witness?

Quote:

Originally Posted by Paulette Halpern

One reason to make cold calls is because you don't have to 'wait for success'.

The key of course is knowing effective ways to (1) get past the gatekeeper, (2) get the decision maker to talk with you, (3) determine early if they have a genuine problem you can solve and a willingness to take action to resolve it (4) set an appointment, OR (5) early disqualify the business and move on to another call.

Seminars, Round tables, lunch and learns sometimes take months to develop and occur; Authorship is a slow process; referrals are wonderful from 'happy clients'; networking groups are slow referral circles.

There is nothing stopping someone from picking up the phone and making a cold call.....except of course themselves. That is why learning effective skills to do it is key. No one wants to be 'making' the call they don't like to be 'getting'.

Excellent post Paulette. I look forward to reading more of your posts.

Happy client story: I have a client who was doing lots of mailouts, followup calls on the mail out, more letters/emails (etc, etc)....happy with results, but costly (brochure printing, mail expesnse etc) -- unhappy with the ROI being seen for the project(s).

Changed approach to cold calling. Taught their team how to get past the gatekeeper to the decison maker; how to deliver a 30 second commercial that got to uncover issues the company had that they could solve, and if they could not get interest, understand WHY and that maybe they did not have a qualified prospect.

But very little now went out via the mail; now, even if they got the same results, their ROI went up...however, since they learned more effectively how to be 'talking with the real decision maker on a topic that was of importance to them', instead of closing 2-3 new deals a year; they were closing 8-10 deals a year.

BTW, they had talked themselves into believing they had a long sales cycle and they it had to be that way.

These were learned skills...did they have some employee turnover. Sure, these people just could not get comfortable. That is why we now use pre-employment screening tools to make sure they hire people who have the personality to do the job.

How did I find my client....a cold call. People ask me all the time if cold calling works....you know what I tell them.

ok the one thing that i can say will definitely increase your sales is the Aenima album from the band Tool.....

now if that doesnt give you the boost you need...throw on some Pearl Jam... particularly the song Cropduster.....

listen to those melodies for a few and i guarantee youll feel like the blinders have come loose....

use this music on your sales force as well.....they will grow to enjoy it like a beer...you acquire the taste as it grows on you....

let it grow....

and lets all make $10K this next week....thats what im gonna do!

want a little info on the program.... message micah@iboplus.com
peace

Cold Calling is outdated and does not work for the time involved

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