Cold Calling Isn’t the Only Way to Get Prospects
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Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way. John was a managed services provider looking to grow his company. He created a cold calling plan to reach three different micro-segments that he'd identified as his hottest opportunities. Together we put a strategy in place with a dynamite approach. He learned how to tailor his message to different companies, tips to get past gatekeepers and techniques for leaving gripping voicemails.
John was excited! He spent weeks perfecting everything, holding off on any calls until he felt he was fully prepared.
And then it was time to execute.
After two weeks of failed attempts, John fessed up. He didn't want to pick up the phone.
He'd convinced himself that this was the right way to prospect. John assumed that all successful sales people did it, and if his business was going to be successful, he had to master it, too.
Not true.
Cold calling can be one of the most inefficient ways to find leads. Unless you have a list of specific contacts you want to reach, it simply isn't your best technique to fill your funnel.
I'm a passionate believer in alternate ways of prospecting, especially when you've got a big region you're attempting to cover and you're strapped with a large number to sell. Instead, you need a plan that'll bring leads in the door in a manner that's comfortable for you.
It's time to change your prospecting strategy. Here are some ideas for you.
Cold Calling Isnt the Only Way to Get Prospects - To learn more about this author, visit 's Website.
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