The Internet killed the Telemarketing star
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If you are going to cold-call someone - make sure you're buying-in and not selling-in!
How many times have you picked up the phone expecting to speak with a potential buyer - to only hear the desperate words of a seller introducing themselves and asking for the owner of the business? Yet another selfish salesman hell-bent on taking your valuable time and energy to try and sell you something you don't need or ever want.
Let's be frank, even if this person was selling a winning Powerball ticket you wouldn't buy. Why? You don't trust them or believe what they say. There is no emotive connection because the truth is concealed behind the cloak of anonymity. This person could be anyone and they could be telling you anything.
Words are meaningless without emotion. In fact, 93% of communication is achieved via non verbal cues, such as tonality and physiology. That means most cold-callers, even the really good ones, are still hamstrung by human intuitiveness. Even more so, today, as your customers gut-feel has rapidly been augmented with more knowledge and information.
Thanks to the internet (and Google) customers today are far too smart and connected, and due to the demands of modern society they are most certainly too time poor to indulge in the meaningless struggles of traditional cold-callers. The internet has assured your customers are savvier, in some instances they know more about your product and service than you do.
A Tip: Don't cold-call unless you are buying-in to your customers. That means; understanding when they pick up the phone they are expecting a buyer, not a seller - so don't disappoint them - buy-in first!
"Good morning, I want to buy your product, not only for myself, but I think I can sell it to my customers. Are you the best person to speak with regarding this?" ...You get the gist.
Buying-in also means knowing who your customer is and their differentiation (if any) and competitive forces. Moreover, how you can help them achieve their higher goals and aspirations. Simply attacking a database with an open calendar and a positive attitude is not good enough. All the Glengarry leads are long gone!
For most companies buying-in is too hard. They just don't make the time or possess the creative juices to willingly innovate and participate in meaningful conversations - the dialogue is all about them and little else. This type of cold-calling is a waste of time.
In that case these companies are better served spending their marketing dollars on initiatives that work - like training and developing great salespeople who engage and lead customers to a place where positive testimony and referrals are born.
Then you won't need to cold-call - your customers will call you.
The Internet killed the Telemarketing star - To learn more about this author, visit Trent Leyshan's Website.
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Stephanie RobeyStephanie Robey is President and CoFounder of Pivot Positive, LLC - an Internet marketing business focused on helping people start work at home ventures. Previously, she was employed at The Search Agency with over 20 years experience in graphic design and 10 years experience in online marketing. She was responsible for launching the Conversion Path Optimization (CPO) unit where she and her team have conducted hundreds of optimization tests for online companies across multiple verticals. She is a successful entrepreneur having started and sold 2 companies and remains on the board of directors of the third, PhotoSpin.com Stephanie began her career in the direct marketing realm creating and producing direct mail for many of the major cable television companies and directly attributes her understanding of Internet marketing to those early offline experiences. Stephanie is a graduate of San Diego State University with a BFA in Graphic Arts and also holds an Executive MBA from the Graziadio School of Business and Management at Pepperdine University. Read Steph's Blog Meet Steph and Dave Sign up for our Free 7-Day BootCamp: Self Employed & Rich - Visit Stephanie Robey's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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