Two Completely Different Approaches

I recently posted a rant about supposed consultants and the dangerous advice they give out.  I guess there is a market out there telling people what they "want" to hear instead of telling them what they "need" to hear. Besides I am not a consultant...I actually have a job in the field in which I speak and write..."boo...yeah!"

So we are back to the cold calling debate. Is it outdated? Is it unprofessional? More importantly does it work? Simply put..."no"..."no" and "YES!" I wrote about cold calling in one of my first posts and it is still one of the most important tools I utilize in my job. That post is an important overview to a grossly misunderstood tool that could change your life in terms of having a great job.

I recently came across two articles in Inc. Magazine about cold calling. The first is almost 20 years old and is available online. The subject of the article is known as the "King of Cold Calls" but surprisingly he cold calls in person and sells debt collection services. I know...I've lost you already...an article on cold calling AND debt collection! One of the most important tips he gives is, "Never assume the person you are talking to isn't the decision maker." Having a title doesn't necessarily make you the person who who says "yes." Quite often the owner, manager, etc. will say "no" but leaves the decision to say yes to a trusted worker.

The other article is in the current issue (July/August) of Inc. Magazine and is not yet posted online (those people are sneaky...making me go pay for the actual magazine instead of reading their articles for free!). The title is "There's No Such Thing as a Wrong Number." The subject of this article is a wine salesman who sells over the phone and uses the Internet to research his prospects. 

He offers 9 tips and my favorite was that "Customers Know They Are Customers." He makes fun of himself and the sales process. I do the same thing and it works because people enjoy and trust those who are self-deprecating...even if it is self-serving. If I make a mistake instead of throwing out an excuse I will say something like, "Clearly I am an idiot." Most people are impressed I took ownership in my mistake and feel a little connection...because EVERYONE makes a mistake. In reality I kind of fib to my customers because I only make one mistake a year.

Both articles give great insight to the power of cold calling and offer up real life examples of what successful people do to earn a great living. If you need additional examples of success stories don't forget yours truly. I have been a successful cold calling enthusiast for years...and clearly I am an idiot!

Happy Selling!