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Is Cold Calling Dead From Frank Rumbauskas
Cold calling might be dead. If laws were passed to put it to rest how would we generate business from now on?
Individual opinions on this subject will alter a lot depending on the their background. The old-timers are watchful in their belief that the only way to succeed in selling is to make no less than fifty calls a day. This idea is frustrating to younger salespeople and they start seeking other ways to create business.
I was reminded how deep-seated cold calling is. A friend of mind had a sales employment a few weeks ago at a major merchant procession bank. He left right after he started. Why? Because he was expected to make four hundred cold calls each week and he was to document his activity with business cards. This man is highly experienced and certainly knows how to create business without knocking on four hundred door a week. He went to his managers and tried telling them his strategies that had worked for him in the past. They told him this is how it has been done for 40 years and they were not about to change.
We are seeing record business bankruptcies today because of responses like that. The world and our economy are changing and we are breaking into a audacious, uncharted territory. The management of business organizations are insisting on doing things the old way even though the old way is not producing and is doing it less and less as time goes by.
The concept of "Permission Marketing is slowly but surely gaining popularity as the old idea of "Interruption Marketing" becomes less efficient and more wasteful. There are several reasons why cold calling in particular has become less effective as we move further into the Information Age. It destroys your status as a business equal. It forces you to spend time with unqualified prospects while the qualified ones are buying from your competition. It annoys people and is increasingly considered to be rude and disrespectful. Moreover, it may now be illegal (and in several states it's been illegal for quite some time). But, most importantly, it destroys sales peoples attitudes.
Where is the good news in all of this? Well, the great news is that if you begin using new, innovative, "Information Age" methods for prospecting, you'll be miles ahead of your competitors who are wasting their time annoying people with cold calls. In this age of the Internet and vast communication networks, why on earth would anyone knock on doors or make cold phone calls to look for business?
There are so many ways to use the Web and email to let the idea of Permission Marketing work which gives you power at the end of your fingertips. The customers should be raising their hands and telling you they are interested. In this bold new Information Age you should be finding, implementing and reaping its benefits. As you are taking orders your competitors will be in bankruptcy court talking about their do not call violations.
About the Author Frank Rumbauskus is the author of Cold Calling Is a Waste of Time: Sales Success in the info Age. He is the founder of FJR Advisors LLC, which publishes training materials about prospecting business without cold calling. He also has a nationwide insurance agency. For added information, please go to http:// http://www.nevercoldcallagain.com
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