The Most Effective Cold Calling Strategy
Cold calling is the long-standing practice used to generate sales leads, but what is the best cold calling strategy? Hint: It's not what you think!
According to New York Times best-selling author Frank Rumbauskas, of Never Cold Call Again and several other books & courses, the most effective cold calling strategy is not to cold call at all!
Frank says, "Cold calling used to work twenty years ago, but it doesn't anymore. Sure, it might get you enough business to barely make your sales quota, but what good is that? We're all in sales to make big money - after all, the unlimited income potential of selling is why we started in the first place! Cold calling severely limits that income potential."
He went on to explain that cold calling has become inferior to the endless tools that modern-day marketing and the Internet have brought salespeople. "Why go door-to-door or call people at random on the telephone when there is a set of tools and strategies that will enable you to use the Internet, as well as other modern prospecting systems, to cast a wide net and have prospects calling YOU instead?"
Rumbauskas also explains that even if you're making sales from cold calling, cold calling strictly limits your income by time. "That's the part many people don't understand," he went on to say. "When someone tells me they're making their numbers cold calling, I ask them how much more they could be selling if they were able to free up all that prospecting time and instead spend it face-to-face with prospects who are ready, willing, and able to buy right now."
What is the answer?
In response to that question, Frank said, "This is the Information Age. The Internet and social media -- LinkedIn in particular -- have revolutionized the process of prospecting for sales leads. Another author and I had a brainstorm session where we tried to come up with as many alternatives to cold calling as we could in 30 seconds, and in that time we had a total of nearly two dozen different ideas on paper!"
To learn more about how you can stop cold calling and start selling, visit Frank's Never Cold Call Again website at http://www.nevercoldcall.com where you can also find hundreds of articles on Frank's blog.
FJR Advisors, Inc.
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