This concept is not out dated or an old dinosaur. It still works just as good as any other strategy that people have. Many people think that in the high tech world that we live in today old strategies has no place. What sounds better and empty wallet or an open cash register?

Why Cold Calling?

Many people often ask me why cold calling? My reply is always why not. Most sales people have a misconception of cold calling. Everyone has fears but if you expect to be the best at what you do you must overcome your fears. Cold calling has place in your business somewhere. It is not a waste of time. You can use cold calling as a way to measure the effectiveness of your prospecting.

A warm prospect can still be a cold call. I can hear you asking yourself how. If a real estate agent cold call on FSBO’S every morning as I once did he is already dealing with a warm lead. However this is still going to be a cold call because you have never spoken to them personally. All cold calls do not have to be made to people who are not expecting to be contacted.

Work Warm Leads

Make sure the prospecting tools or methods you use produce warm leads. It is much easier to cold call someone who you know need your product even when they have never heard of you or the company you represent. Clients are everywhere you turn but you are missing them because you are afraid to call people that you do not know. In sales when you need a raise you must find new clients. The easiest way to do that is to pick up the telephone and dial for dollars.

My former coach Larry Horn once told me, “The difference between great sales people and average sales people, is know how to give you a raise”. Today’s trend in sales seminars is to focus on referrals. I agree with that idea however you must still call them and usually they will not know who you are. How many raving fans do you have? Are you calling all of their friends and offering your products.

I do not want to badger you on this point. However, I will say if you won’t call them someone like me will. While your sales are in decline and your business expenses climbing because you purchase unnecessary sales techniques. I will make sales that you could have for less cost. Cold calling should cost you less than a cup of coffee a day. Give it a try and see if you make more money the old fashion way.