Here is your NoSpin Debunker newsletter for
March 1, 2004
Cold Call Marketing-Part
I
NoSpin True Confessions
Until recently, I wasn't much of a cold caller
myself--it was not something I knew how to do very well, and
I've always felt uncomfortable on the phone with strangers. I
enjoy pitching in person but not on the phone. And (like most
folks) I don't enjoy rejection (which is a fact of life on the
phone). Others equate it to obnoxious, sleazy telemarketing
calls at dinnertime at home. Or they say it just doesn't work
for them selling business to business. Many top sales types I
know personally don't believe in cold calling at all,
and--although some might have their own
telemarketers--wouldn't consider making such calls themselves.
That would be way beneath them.
Then I starting reading and thinking more about
the skill of cold calling-as a true marketing and sales
initiative--and decided to have a more open mind. I read a
very good online cold calling publication by
Jeffrey Mayer. I don't agree with every point,
but he makes a number of good ones to work from. It's worth
investing in (and no, I don't get a cut of his
sales).
Cold Calling Novice Has Success
Even after being in the business world for over
25 years, I'm still a relative novice at this cold calling
thing. I going to discuss this topic in the next few
debunkers--and
look forward to your feedback because many of
you, I'm sure, are long time cold calling pros. NoSpin Marketing is not just about
online marketing: website content, search engine optimization,
email marketing etc. It's about figuring out what whatever
types of marketing works best for a business to generate
quality prospects (a % of) that turn into profitable sales.
Whatever works, the right way, for the right reason--to get
more good prospects.
Eight weeks ago (sort of as a New Years
resolution) I took the dive and have been cold calling:
contacting by phone at least 5-10 companies a week-companies
that I'd never been introduced to and knew no one. I'd like to
make that 5-10 new companies a day at a point.So far, I've
been pleasantly surprised by the results. My sales funnel has
never been in better shape (I have a typical 3-6 month sales
cycle), and I'm feel like I'm just scratching the surface.
Cold Calling as Part of Your Marketing
Mix
Cold calling is not a silver bullet to increase
your sales. Like everything else in business, you need to
prepare and then execute. Both are critical. Cold calling is a
marketing & sales discipline, and takes some time and
effort, but it will pay sales dividends--if you're not already
doing it. Having a good website to refer folks to, quality
information to email or mail prospects, client referrals, and
other marketing initiatives are part of the mix as well. It
certainly doesn't hurt that someone may have heard about you
and your business. Cold calling is not a one-trick pony, but
it is now going to be a key, additional ingredient of my own
marketing.
615.383.7157
