You Never Have to Cold Call, But…

You are in business, you need sales, you look at books that tell you how to sell more, better. Each of these books extols one virtue or the other. The theme of many is “don’t cold call.”

But, there is one problem. Some of the books and experts, who tell you not to cold call, are giving you other options for reaching into the market that sound a lot like cold calling.

One sales expert suggests, “Have an assistant call your prospects, tell them that you, the expert in your field, want to set a meeting with them.”

Isn’t that actually cold calling?

Advice that makes sense to me is given by authors Jay Conrad Levinson (Guerilla Marketing) and Jeffrey Fox (How to Become a Rainmaker). They both suggest knowing who your prospect is; researching to understand the challenges they face and then present a solution to those challenges.

Jeffrey Fox goes on to suggest you “Dollarize” your solution; present your offer in a way the impacts bottom line profits or top line revenue.

One thing is for certain. To stay in business you have to continuously have a full sales pipeline. One way to accomplish that is to follow the sage advice of Seth Godin and turn strangers into friends and friends into fans on a consistent basis.

Isn’t cold calling really just finding strangers who can become friends?

In a recent test, Creating Words That Sell Sales Creator, John Smrek was able to convert 8% of cold contacts into warm leads. 33% of the warm leads converted to appointments and 50% of the appointments converted into a sale

That means there are now more people who can benefit from my help because we reached out to ask if they would like sales process assistance. John simply found new friends.

How did John accomplish this feat?

1. He called a list of people who fit the profile of our existing clients.

2. He asked for their permission to communicate about a problem they may have. He respected their interest and their time. Basically, he respected them as human beings.

3. If they affirmed interest, he asked for their permission to send information that will help them solve the challenge. Then he set a time to follow up.

4. He followed up when promised. In some cases, he set a live appointment on the first call.

In all cases, John knew who he was calling, was respectful of them, established their interest and had a clear and direct “next step” to take.

As my friend Jeffrie Story points out on her Web site, “Hesitation to initiate contact is toxic in a sales organization that needs to continuously put new prospects into the pipeline. It causes lost sales (and lost revenues), high turnover and even stress.”

Look at the most successful companies. What do the all have in common? They all have a well focused and consistent direct sales effort that adds revenues to their business every day.

Now look at businesses that fail. The one common factor is they did not have enough sales to survive.

That fact alone should motivate you to go out and make some new friends, today.

Creating a winning sales process is the key to the door for achieving everything you have ever wanted from both your business and your life. Yes, it’s that important.
 

A Note From Mark Joyner About The Simple Science of Getting What you Want

Dear Bill,

People have been asking "what makes the Simpleology print book
different from the Simpleology (the simple science of getting what you want) multimedia courses?"

Well, people who have seen advance copies say it's "more like a
movie than a book."

And it covers some provocative and shocking (but downright
essential) material that you should have been taught in grade
school, but weren't.

What do I mean by that?

Crank up your speakers and watch the "trailer" to get a little
taste:

http://www.billgluth.simpleology.com/book

(Note: if you have a heart condition, we don't recommend watching
the trailer.  We're not kidding.)

You'll hear from me on Friday telling you about some surprisingly
cool free stuff you'll get for buying the book.  Then next week
we'll tell you about some sweeping changes to the Simpleology
software we have in store - and a few other great surprises we
have up our sleeves (we like giving surprises as much as you like
getting them :-)

All the best,

Mark

Mark Joyner
Founder of Simpleology

What’s coming up next?

Your Greatest Business Challenge

Blog Posts You May Have Missed

Click here to view a condensed version of this week's strategy

Check out my newest blog feature. You can now comment on my blog posts by clicking on the “Comment” link at the bottom of every post.

The Career of Your Dreams is Now Hiring

Apply Here >

Who Else Wants To Easily Increase Revenues in Their Business by as much 25% to 100% in in the next 9-months?

If YOU do please accept my personal invitation for a complimentary consultation by clicking here.

My team of dedicated marketing and sales professionals will do the hard thinking and heavy work of building your business for you.

Don't delay. Increase your revenues significantly in the next 90-days. Put this value to work in your business now >

If you like our weekly strategy

Invite a friend to subscribe

Have them send an email to cbssubscribers@aweber.com and they will be added to our list.

If this week’s strategy was forwarded to you

Simply fill in the box below to receive your own copy, along with new marketing ideas and insights, conveniently delivered to your inbox every week.