by Max Sat
Cold Calling IS Selling. I know this because I am on the phone a lot! I practice what I preach. I make cold calls. I reach out on a daily basis and let people know that I am here to help. I love it.
As you can imagine, I speak to a lot of people. What I hear a lot of is, “I don’t like cold calling, I like to build relationships”.
I always chuckle, because by the time I get off the phone with these individuals I know quite a bit about them, and I have planted the seeds for a budding relationship.
The core of selling is building relationships AND cold calling is selling. So, to bring this to its logical conclusion, you can build relationships by picking up the phone and making cold calls. Actually, these calls aren’t cold at all, they are “Discovery Calls”, I am learning about the person on the other end of the phone.
I love discovery calls because I can learn about a lot of different people. I also make “friends” with many of the people I speak to on a daily basis. This is great, because people want to do business with people they like. I have so many people in my “rolodex” that I have known for years over the phone. When we finally do meet, it is as if we are two pen pals meeting for the first time. It is quite a lot of fun.
Cold calling is an incredibly affordable tool that allows you to reach out beyond people you meet at local events, networking and chamber events and conferences. It is a tool that enables you to laser focus your time and reach out to ANYONE in your target market ANYWHERE. You never know who will show up at your local networking event, but you KNOW who you are reaching out to when you create a target list of prospects to call.
Think about your day and your time and how easy it would be to take one or two hours out of your day, without driving to an event and just reach out easily to your target market. Great right? Why don’t more people utilize this incredible SELLING tool?
Some reasons are:
Not knowing what to say
Not knowing who to say it to
Not knowing how to get through to the decision maker
Instead, people will continue to do the same thing over and over. It is time to do something new. It is time to reach out and touch as many people as possible. It is time to think in a creative new way and sometimes that is just as simple as picking up the phone and getting back to basics.
As an expert sales trainer Carolyn Ziel is known for teaching her clients how to increase profitability by 30-40%. Carolyn is the founder of Essential Selling and she brings over 17 years of sales experience to her clients. She has worked with companies like The Guitar Center, Guess? Inc., CBRE and Molina Healthcare. Carolyn works with entrepreneurs, businesses of all sizes and sales teams teaching them how to reach out, build lasting relationships and convert them into sales, which is the core of Essential Selling.