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| | The Marketing, Channels/Partnership & Sales Execs Network is not currently active and cannot accept new posts | | Cold Calling Techniques (That Really work!) | Views: 681 | | Aug 04, 2004 3:30 pm | | Cold Calling Techniques (That Really work!) | # | 
Jeff Goldberg | | I work with Best Selling Author Stephan Schiffman. His book, "Cold Calling Techniques (That Really Work!) is the 6th best selling business book of all time!
In the spirit of giving freely I thought I'd give away some free training.
I'll occasionally be posting tips and techniques from Steve's book and our company, DEI Management Group.
Tip #1
When making appointments on the phone you must use a script for your opening statement. It should be brief and to the point. It should be honest. (what a refreshing concept!) It should ask for what you want, an appointment. Here's an example (and this is what I actually say when I cold call for appointments, which I do every day):
"Hi Bill Jones? This is Jeff Goldberg from DEI Management Group. Do you know us?" (wait for reply - doesn't matter whether the answer is positive or negative) "Oh, (if they say they know us I'll include here, "So you already know...) we're a 25 year old sales training firm. We've actually trained more than 500,000 salespeople at over 9,000 companies. Companies of all sizes including major corporations like IBM, FedEx and Nextel. Anyway, the specific reason I called you today is to set an appointment. I'd like to come by and find out a little bit about what you're doing in terms of sales skills development, tell you a bit about what we do and see if there might be a match. How's Tuesday at 3:00?"
Most often the reply you'll get to this will be a negative, knee-jerk reaction. Just like when you walk into a department store and the clerk says to you, "May I help you?" What do you usually say? If you're like most people, you usually say something like, "No thanks, just looking." That's our knee-jerk reaction to clerks in department stores even though a few seconds later you might turn around and say, "Wait a minute, where are the socks?" or "Where are the shirts?" Even though we do want the clerk's help our initial response is, "No thanks, just looking." Well, it's the same thing when calling for appointments. The person on the other end of the line, the one you're trying to set an appointment with is going to give you a knee-jerk reaction even though they may be willing to meet with you. The "trick" to improving your skills at getting appointments is being able to anticipate what the person on the other end of the line is going to say to you after you deliver your opening (ALL responses CAN be anticipated) and being able to turn that response around.
Next time I'll go over some of the responses and how to handle them.
Feel free to write to me at SalesTrainer@optonline.net if you have any questions.
JeffPrivate Reply to Jeff Goldberg | | Aug 04, 2004 6:15 pm | | re: Cold Calling Techniques (That Really work!) OK JEFF | # | 
Jonathan Weaver | | I'll bite...you have now told everyone the problem... including the fact that your presentation begins with the same problem... except you haven't done what you said you'd do in the title...
give me a technique that really works... that is...
wondering what the point of the posting was? to generate calls to you directly?
If it worked good on you... if your phone doesn't ring off the hook, I fear you have added to the dilemma faced by all sales trainers/consultants...
you muddied the water with hyperbole that had no "rubber hits the road" application for potential clients...
I look forward to reading other postings regarding your initial post...
This could prove to be a learning experience!
> Jeff Goldberg wrote:
> I work with Best Selling Author Stephan Schiffman. His book, "Cold Calling Techniques (That Really Work!) is the 6th best selling business book of all time!
>
>In the spirit of giving freely I thought I'd give away some free training.
>
>I'll occasionally be posting tips and techniques from Steve's book and our company, DEI Management Group.
>
>Tip #1
>When making appointments on the phone you must use a script for your opening statement. It should be brief and to the point. It should be honest. (what a refreshing concept!) It should ask for what you want, an appointment. Here's an example (and this is what I actually say when I cold call for appointments, which I do every day):
>
>"Hi Bill Jones? This is Jeff Goldberg from DEI Management Group. Do you know us?" (wait for reply - doesn't matter whether the answer is positive or negative) "Oh, (if they say they know us I'll include here, "So you already know...) we're a 25 year old sales training firm. We've actually trained more than 500,000 salespeople at over 9,000 companies. Companies of all sizes including major corporations like IBM, FedEx and Nextel. Anyway, the specific reason I called you today is to set an appointment. I'd like to come by and find out a little bit about what you're doing in terms of sales skills development, tell you a bit about what we do and see if there might be a match. How's Tuesday at 3:00?"
>
>Most often the reply you'll get to this will be a negative, knee-jerk reaction. Just like when you walk into a department store and the clerk says to you, "May I help you?" What do you usually say? If you're like most people, you usually say something like, "No thanks, just looking." That's our knee-jerk reaction to clerks in department stores even though a few seconds later you might turn around and say, "Wait a minute, where are the socks?" or "Where are the shirts?" Even though we do want the clerk's help our initial response is, "No thanks, just looking." Well, it's the same thing when calling for appointments. The person on the other end of the line, the one you're trying to set an appointment with is going to give you a knee-jerk reaction even though they may be willing to meet with you. The "trick" to improving your skills at getting appointments is being able to anticipate what the person on the other end of the line is going to say to you after you deliver your opening (ALL responses CAN be anticipated) and being able to turn that response around.
>
>Next time I'll go over some of the responses and how to handle them.
>
>Feel free to write to me at SalesTrainer@optonline.net if you have any questions.
>
>Jeff Private Reply to Jonathan Weaver | | Aug 04, 2004 6:39 pm | | re: re: Cold Calling Techniques (That Really work!) OK JEFF | # | 
Adam Herbel | | I agree... I'm waiting for something I can use...
The "effective" call seemed to start off talking all about him instead of the person he was calling. I would say no thank you too.
Advertisers that I try to get on our stations would hang up alot earlier in the spiel if I tried that script.
Please don't get me wrong... I would like to find better ways to get past the first call, but I'm still skeptical of the method just proposed.
~ AdamPrivate Reply to Adam Herbel | | Aug 04, 2004 6:59 pm | | re: re: Cold Calling Techniques (That Really work!) OK JEFF | # |
Rudy | | I'll join with Jonathan on the issue. The post never did address the problem it said it would. Howver I wld like to add my views on the subject "Cold Calling methods"
Is there any one cold calling method that will work on all ? I believe it doesnt exist, as every customer is unique and thier needs arent alike. So if the script is delivered without knowing wht yr customer is into and wht his needs are then there is a serious problem with the selling process.
The best cold calling method according to me is to try and find out more abt the customer and wht his needs might be. Then Customize the script according to the info abt the Customer. This has fairly stood by me, but it is possible that this might not be the right appraoch for many a cold call
Cheers
Sudheendraa
So
> Jonathan Weaver wrote:
> I'll bite...you have now told everyone the problem... including the fact that your presentation begins with the same problem... except you haven't done what you said you'd do in the title...
>
>give me a technique that really works... that is...
>
>wondering what the point of the posting was? to generate calls to you directly?
>
>If it worked good on you... if your phone doesn't ring off the hook, I fear you have added to the dilemma faced by all sales trainers/consultants...
>
>you muddied the water with hyperbole that had no "rubber hits the road" application for potential clients...
>
>I look forward to reading other postings regarding your initial post...
>
>This could prove to be a learning experience!
>
>
>
>
>> Jeff Goldberg wrote:
>> I work with Best Selling Author Stephan Schiffman. His book, "Cold Calling Techniques (That Really Work!) is the 6th best selling business book of all time!
>>
>>In the spirit of giving freely I thought I'd give away some free training.
>>
>>I'll occasionally be posting tips and techniques from Steve's book and our company, DEI Management Group.
>>
>>Tip #1
>>When making appointments on the phone you must use a script for your opening statement. It should be brief and to the point. It should be honest. (what a refreshing concept!) It should ask for what you want, an appointment. Here's an example (and this is what I actually say when I cold call for appointments, which I do every day):
>>
>>"Hi Bill Jones? This is Jeff Goldberg from DEI Management Group. Do you know us?" (wait for reply - doesn't matter whether the answer is positive or negative) "Oh, (if they say they know us I'll include here, "So you already know...) we're a 25 year old sales training firm. We've actually trained more than 500,000 salespeople at over 9,000 companies. Companies of all sizes including major corporations like IBM, FedEx and Nextel. Anyway, the specific reason I called you today is to set an appointment. I'd like to come by and find out a little bit about what you're doing in terms of sales skills development, tell you a bit about what we do and see if there might be a match. How's Tuesday at 3:00?"
>>
>>Most often the reply you'll get to this will be a negative, knee-jerk reaction. Just like when you walk into a department store and the clerk says to you, "May I help you?" What do you usually say? If you're like most people, you usually say something like, "No thanks, just looking." That's our knee-jerk reaction to clerks in department stores even though a few seconds later you might turn around and say, "Wait a minute, where are the socks?" or "Where are the shirts?" Even though we do want the clerk's help our initial response is, "No thanks, just looking." Well, it's the same thing when calling for appointments. The person on the other end of the line, the one you're trying to set an appointment with is going to give you a knee-jerk reaction even though they may be willing to meet with you. The "trick" to improving your skills at getting appointments is being able to anticipate what the person on the other end of the line is going to say to you after you deliver your opening (ALL responses CAN be anticipated) and being able to turn that response around.
>>
>>Next time I'll go over some of the responses and how to handle them.
>>
>>Feel free to write to me at SalesTrainer@optonline.net if you have any questions.
>>
>>Jeff Private Reply to Rudy | | Aug 04, 2004 7:55 pm | | re: Cold Calling Techniques (That Really work!) | # |
Matt Miller | | I do a great deal of B2B cold calling, targeted at ops or purchasing managers. It seems like few people answer the phone. Any suggestions on handling VM?
Thanks,
Matt
> Jeff Goldberg wrote:
> I work with Best Selling Author Stephan Schiffman. His book, "Cold Calling Techniques (That Really Work!) is the 6th best selling business book of all time!
>
>In the spirit of giving freely I thought I'd give away some free training.
>
>I'll occasionally be posting tips and techniques from Steve's book and our company, DEI Management Group.
>
>Tip #1
>When making appointments on the phone you must use a script for your opening statement. It should be brief and to the point. It should be honest. (what a refreshing concept!) It should ask for what you want, an appointment. Here's an example (and this is what I actually say when I cold call for appointments, which I do every day):
>
>"Hi Bill Jones? This is Jeff Goldberg from DEI Management Group. Do you know us?" (wait for reply - doesn't matter whether the answer is positive or negative) "Oh, (if they say they know us I'll include here, "So you already know...) we're a 25 year old sales training firm. We've actually trained more than 500,000 salespeople at over 9,000 companies. Companies of all sizes including major corporations like IBM, FedEx and Nextel. Anyway, the specific reason I called you today is to set an appointment. I'd like to come by and find out a little bit about what you're doing in terms of sales skills development, tell you a bit about what we do and see if there might be a match. How's Tuesday at 3:00?"
>
>Most often the reply you'll get to this will be a negative, knee-jerk reaction. Just like when you walk into a department store and the clerk says to you, "May I help you?" What do you usually say? If you're like most people, you usually say something like, "No thanks, just looking." That's our knee-jerk reaction to clerks in department stores even though a few seconds later you might turn around and say, "Wait a minute, where are the socks?" or "Where are the shirts?" Even though we do want the clerk's help our initial response is, "No thanks, just looking." Well, it's the same thing when calling for appointments. The person on the other end of the line, the one you're trying to set an appointment with is going to give you a knee-jerk reaction even though they may be willing to meet with you. The "trick" to improving your skills at getting appointments is being able to anticipate what the person on the other end of the line is going to say to you after you deliver your opening (ALL responses CAN be anticipated) and being able to turn that response around.
>
>Next time I'll go over some of the responses and how to handle them.
>
>Feel free to write to me at SalesTrainer@optonline.net if you have any questions.
>
>JeffPrivate Reply to Matt Miller | | Aug 04, 2004 8:55 pm | | re: Cold Calling Techniques (That Really work!) | # | 
Bill Sengstacken | | A SCRIPT? GAG! Horrible idea - talking points, maybe, but a script sounds, well, like a script. Give me a conversation, but never, ever, call me if you're reading a script.
Before you call me, you should know your business like the back of your hand and be able to express some passion about it. Give me some of your personality - I want to talk to a person, not a robot. Make damn sure you know SOMETHING about MY business, and figure out why your product will benefit me. I could care less if you have a quota - but I do care if you can help me to make my time more productive and/or profitable.
Bill
> Jeff Goldberg wrote:
>Tip #1
>When making appointments on the phone you must use a script for your opening statement. Private Reply to Bill Sengstacken | | Aug 04, 2004 9:56 pm | | re: re: re: Cold Calling Techniques (That Really work!) OK JEFF | # | 
Michael Singer | | Jeff,
I applaud you for wanting to post about this. My concern with this is that I am not a "script" person. I'm more of a casual type person. I think scripts can work for those who are comfortable with them.
I know that when I interview for a position, I'm better at a "conversational" type interview as opposed to a "structured" series of questions. It's just me! I think that cold calling techniques must fit the personality of the sale rep as well as fit the comfort level of the decision maker. This is just my two cents. I do look forwared to future postings from you.
Cheers!!
Mike Singer
> Adam Herbel wrote:
> I agree... I'm waiting for something I can use...
>
>The "effective" call seemed to start off talking all about him instead of the person he was calling. I would say no thank you too.
>
>Advertisers that I try to get on our stations would hang up alot earlier in the spiel if I tried that script.
>
>Please don't get me wrong... I would like to find better ways to get past the first call, but I'm still skeptical of the method just proposed.
>
>~ Adam Private Reply to Michael Singer | | Aug 05, 2004 1:35 am | | re: re: Cold Calling Techniques (That Really work!) OK JEFF | # | 
Beryl Powell | | Here's a A cold call script that really works. I've been using it for the last month with good results.
Hi _(name of peson calling)___ this _(your name)_______ the owner of _(your business)___________; does my name sound familiar? I didn’t think it would.
I work with __(type of clients)__________who want to (what your clients accomplish)______.
Now, I’m sure the last person you wanted to talk to today was someone in my business.
I thought it might make sense for you and me to spend one or two minutes on the phone asking each some questions to determine if it make sense for you to invest more time on this phone call. Is that fair?
(Type of Clients) __ generally decide to talk to me they are have problems (why clients work with you 1), or (why clients work with you 2), or (why clients work with you 3).
Do any of these strike any chords? (Wait for a response)
Oh tell me a little bit about that.
How long has it been this way?
Have you tried to do anything in the past to fix it?
Did It work?
____, may I make a suggestion? Based on the problems you’ve shared with me, it sounds like it would make sense for you to get out your calendar and invite me to call you back to talk to you further. Is that fair?
__ What day is good for you? And the time? ____ I’m noting our appointment on my calendar; should I do it in pen or pencil? Pencil means I have to confirm, pen means you will definitely be available.
___ what things would like to accomplish by the end of our conversation? (wait for a response0 Ok, good, I’ve written them down. Now, to make our time more effective, would you do some homework/ (wait for “Sure”) Think some more about the areas you’d like to see improvement in. I’ll ask you to share these when we talk, OK? Talk to you on (day & time of the call). Have a good day. Bye.
Hope this helps.
Beryl
> Jonathan Weaver wrote:
> I'll bite...you have now told everyone the problem... including the fact that your presentation begins with the same problem... except you haven't done what you said you'd do in the title...
>
>give me a technique that really works... that is...
>
>wondering what the point of the posting was? to generate calls to you directly?
>
>If it worked good on you... if your phone doesn't ring off the hook, I fear you have added to the dilemma faced by all sales trainers/consultants...
>
>you muddied the water with hyperbole that had no "rubber hits the road" application for potential clients...
>
>I look forward to reading other postings regarding your initial post...
>
>This could prove to be a learning experience!
>
>
>
>
>> Jeff Goldberg wrote:
>> I work with Best Selling Author Stephan Schiffman. His book, "Cold Calling Techniques (That Really Work!) is the 6th best selling business book of all time!
>>
>>In the spirit of giving freely I thought I'd give away some free training.
>>
>>I'll occasionally be posting tips and techniques from Steve's book and our company, DEI Management Group.
>>
>>Tip #1
>>When making appointments on the phone you must use a script for your opening statement. It should be brief and to the point. It should be honest. (what a refreshing concept!) It should ask for what you want, an appointment. Here's an example (and this is what I actually say when I cold call for appointments, which I do every day):
>>
>>"Hi Bill Jones? This is Jeff Goldberg from DEI Management Group. Do you know us?" (wait for reply - doesn't matter whether the answer is positive or negative) "Oh, (if they say they know us I'll include here, "So you already know...) we're a 25 year old sales training firm. We've actually trained more than 500,000 salespeople at over 9,000 companies. Companies of all sizes including major corporations like IBM, FedEx and Nextel. Anyway, the specific reason I called you today is to set an appointment. I'd like to come by and find out a little bit about what you're doing in terms of sales skills development, tell you a bit about what we do and see if there might be a match. How's Tuesday at 3:00?"
>>
>>Most often the reply you'll get to this will be a negative, knee-jerk reaction. Just like when you walk into a department store and the clerk says to you, "May I help you?" What do you usually say? If you're like most people, you usually say something like, "No thanks, just looking." That's our knee-jerk reaction to clerks in department stores even though a few seconds later you might turn around and say, "Wait a minute, where are the socks?" or "Where are the shirts?" Even though we do want the clerk's help our initial response is, "No thanks, just looking." Well, it's the same thing when calling for appointments. The person on the other end of the line, the one you're trying to set an appointment with is going to give you a knee-jerk reaction even though they may be willing to meet with you. The "trick" to improving your skills at getting appointments is being able to anticipate what the person on the other end of the line is going to say to you after you deliver your opening (ALL responses CAN be anticipated) and being able to turn that response around.
>>
>>Next time I'll go over some of the responses and how to handle them.
>>
>>Feel free to write to me at SalesTrainer@optonline.net if you have any questions.
>>
>>Jeff Private Reply to Beryl Powell | | Aug 05, 2004 12:43 pm | | Here's a stretch re: Cold Calling Techniques (That Really work!) | # | 
Scott Stratten | | How about not doing cold calls?
ScottPrivate Reply to Scott Stratten | | Aug 05, 2004 5:40 pm | | re: Here's a stretch re: Cold Calling Techniques (That Really work!) | # |
Jonathan Weaver | | Scott It would be wonderful if every business could rely on a steady stream of willing buying customers...
And before you get pin-pricked and experience pain... I am going to suggest that your strategies are very effective!
that said, cold calls are, at times and in certain circumstances necessary!
Biggest reason people like to avoid them, is they don't prepare for them in advance!
So they wing it without a strategy!
This leads to incongruent behaviour which you would agree leads to a lack of leads!
> Scott Stratten wrote:
> How about not doing cold calls?
>
>Scott Private Reply to Jonathan Weaver | | Aug 05, 2004 6:39 pm | | re: re: re: Cold Calling Techniques... that we use! | # |
Jonathan Weaver | | Since I shared it with Beryl, I thought I'd share with you what we use here!
We call and say
"High it's __________ from Peak Performers calling we have been fortunate to help many companies increase there profitability by as much as a million dollars in the first year,
may I ask you 5 questions so you can make a better decision about using outside consultants even if you don't choose us?
their responses to the questions are a discussion that leads to asking for permission to get together.
I believe that people want to buy things of interest and if we can help them make a better decision in the first few minutes... they are more interested that hearing a "pitch" or a professional "patter"
In all due respect to Jeff, while it is not a script, it is an organized template!
(kind of enjoy all the buzz about "cold calling" considering it works very well when "organized".
I did not share my five questions only because they are specific to what we sell!
further discussion welcome... though I do prefer phone and will pick up the tab toll free 877 303 7325
> Sudheendraa M wrote:
> I'll join with Jonathan on the issue. The post never did address the problem it said it would. Howver I wld like to add my views on the subject "Cold Calling methods"
>
>Is there any one cold calling method that will work on all ? I believe it doesnt exist, as every customer is unique and thier needs arent alike. So if the script is delivered without knowing wht yr customer is into and wht his needs are then there is a serious problem with the selling process.
>
>The best cold calling method according to me is to try and find out more abt the customer and wht his needs might be. Then Customize the script according to the info abt the Customer. This has fairly stood by me, but it is possible that this might not be the right appraoch for many a cold call
>
>Cheers
>Sudheendraa
>
>
>So
>
>> Jonathan Weaver wrote:
>> I'll bite...you have now told everyone the problem... including the fact that your presentation begins with the same problem... except you haven't done what you said you'd do in the title...
>>
>>give me a technique that really works... that is...
>>
>>wondering what the point of the posting was? to generate calls to you directly?
>>
>>If it worked good on you... if your phone doesn't ring off the hook, I fear you have added to the dilemma faced by all sales trainers/consultants...
>>
>>you muddied the water with hyperbole that had no "rubber hits the road" application for potential clients...
>>
>>I look forward to reading other postings regarding your initial post...
>>
>>This could prove to be a learning experience!
>>
>>
>>
>>
>>> Jeff Goldberg wrote:
>>> I work with Best Selling Author Stephan Schiffman. His book, "Cold Calling Techniques (That Really Work!) is the 6th best selling business book of all time!
>>>
>>>In the spirit of giving freely I thought I'd give away some free training.
>>>
>>>I'll occasionally be posting tips and techniques from Steve's book and our company, DEI Management Group.
>>>
>>>Tip #1
>>>When making appointments on the phone you must use a script for your opening statement. It should be brief and to the point. It should be honest. (what a refreshing concept!) It should ask for what you want, an appointment. Here's an example (and this is what I actually say when I cold call for appointments, which I do every day):
>>>
>>>"Hi Bill Jones? This is Jeff Goldberg from DEI Management Group. Do you know us?" (wait for reply - doesn't matter whether the answer is positive or negative) "Oh, (if they say they know us I'll include here, "So you already know...) we're a 25 year old sales training firm. We've actually trained more than 500,000 salespeople at over 9,000 companies. Companies of all sizes including major corporations like IBM, FedEx and Nextel. Anyway, the specific reason I called you today is to set an appointment. I'd like to come by and find out a little bit about what you're doing in terms of sales skills development, tell you a bit about what we do and see if there might be a match. How's Tuesday at 3:00?"
>>>
>>>Most often the reply you'll get to this will be a negative, knee-jerk reaction. Just like when you walk into a department store and the clerk says to you, "May I help you?" What do you usually say? If you're like most people, you usually say something like, "No thanks, just looking." That's our knee-jerk reaction to clerks in department stores even though a few seconds later you might turn around and say, "Wait a minute, where are the socks?" or "Where are the shirts?" Even though we do want the clerk's help our initial response is, "No thanks, just looking." Well, it's the same thing when calling for appointments. The person on the other end of the line, the one you're trying to set an appointment with is going to give you a knee-jerk reaction even though they may be willing to meet with you. The "trick" to improving your skills at getting appointments is being able to anticipate what the person on the other end of the line is going to say to you after you deliver your opening (ALL responses CAN be anticipated) and being able to turn that response around.
>>>
>>>Next time I'll go over some of the responses and how to handle them.
>>>
>>>Feel free to write to me at SalesTrainer@optonline.net if you have any questions.
>>>
>>>Jeff Private Reply to Jonathan Weaver | | Aug 06, 2004 3:17 am | | re: Here's a stretch re: Cold Calling Techniques (That Really work!) | # |
Jeff Goldberg | | I'm SO glad you posted Scott! It was actually your post the other day that led me to begin this thread. I looked at what the "other" Scott had to say too and thanks for that.
Your question, "How about not doing cold calls" is a provocative one and I'm fairly certain you meant it to be that way, especially given that you're a "speaker, trainer and coach" and I'm guessing you'd like people to "attend" your $25 teleseminar, so I'll bite. (by the way, I like it when people pay me to train them too!)
In my opinion, cold calling is the fastest, most effective and least costly way to get appointments. I'm eager to hear from you about viral marketing, passivemarketing and positioning, especially since you say I can "market for nothing," which I have intepreted to mean that it will not cost me any money. (HEY, did I just promote your teleseminar???)
If you're interested, I'd be glad to speak with you so that we can exchange ideas. Feel free to write to me with a contact number if that sounds interesting.
I wish you the very best with your career and love the demonic (Scott's words) picture!
Jeff
> Scott Stratten wrote:
> How about not doing cold calls?
>
>Scott Private Reply to Jeff Goldberg | | Aug 06, 2004 3:29 am | | re: re: Here's a stretch re: Cold Calling Techniques (That Really work!) | # | 
Andrew Kraft | | Jeff, You are right... and you're wrong.
1.) Cold calling is necessary WHILE you put a more coherent lead generation strategy together. You can't just sit there and wait for the lead generation strategy to take seed... you have to do SOMEthing while that is starting to grow.
2.) Cold calling is the FASTEST and LEAST COSTLY (overall) way of generating leads. You can do it from day #1 and all it takes is a salesperson and a phone line.
3.) Cold calling is the least EFFECTIVE (in terms of results) and the LEAST COST-EFFECTIVE way of generating leads. Your failure rate is so high that your cost per sale will wind up being astronomical compared to well thought out strategies. Note, I said it is the least costly... but that doesn't mean it is the most cost-effective. The results are nowhere near as good.
Here's what it boils down to:
Cold calling is a necessary thing. It is part of a strategy that you use to get things rolling while a better strategy for the long-term continually filling of your pipeline is put in place.
A company that relies solely on cold calling is taking the "lazy way" out of lead generation. They are willing to throw more money at a problem OVER TIME (salespeople's time... thus salary/costs... and a failure rate) instead of less money ALL AT ONCE.
Cold calling =IS= an art and a science. It =CAN= be made MORE EFFECTIVE than it already is. Some people can get results that are NEARLY as good as those more intenseive receptivity-growing lead generation programs. But the price per sale on a good long term seminar program is significantly lower than a long term cold call program. I've been there. Done that. Have the budget overruns to prove it. :)
Andrew
> Jeff Goldberg wrote:
> I'm SO glad you posted Scott! It was actually your post the other day that led me to begin this thread. I looked at what the "other" Scott had to say too and thanks for that.
>
>Your question, "How about not doing cold calls" is a provocative one and I'm fairly certain you meant it to be that way, especially given that you're a "speaker, trainer and coach" and I'm guessing you'd like people to "attend" your $25 teleseminar, so I'll bite. (by the way, I like it when people pay me to train them too!)
>
>In my opinion, cold calling is the fastest, most effective and least costly way to get appointments. I'm eager to hear from you about viral marketing, passivemarketing and positioning, especially since you say I can "market for nothing," which I have intepreted to mean that it will not cost me any money. (HEY, did I just promote your teleseminar???)
>
>If you're interested, I'd be glad to speak with you so that we can exchange ideas. Feel free to write to me with a contact number if that sounds interesting.
>
>I wish you the very best with your career and love the demonic (Scott's words) picture!
>
>Jeff
>
>> Scott Stratten wrote:
>> How about not doing cold calls?
>>
>>Scott Private Reply to Andrew Kraft | | |
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