How to Ask for a New Contact

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  Java323201/17/08 Report as spam
  1

  Why are we scared of cold calls?

  I agree with referal selling. However, I also understand the importance of cold calling. I think we need a healthy mix of both in some industries and yet I feel that lately we are being told that cold calling is bad. I do not agree. I have brought in over 100 new accounts for my company and roughly 95% of those were started by cold calling. I am also starting a company of my own and I fully understand that I will need to make many cold calls to get this off the ground.
  
  I know people will talk about how much easier it is to not cold call and sure I agree with that. But there are times when you need to just roll up your sleeves and get to work. I also understand that there are right and wrong ways to cold call. I feel I have been doing it..and will keep...doing it right. So if cold calling has worked in your industry my vote is keep doing it.

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  CarolBlaha01/17/08 Report as spam
  2

  RE: How to Ask for a New Contact

  You're right Java-- what is the big deal? I'm here to sell something. While I have been enjoying the posts of this author-- I find his wording troublesome. The author of the book he refers to "assures" him he'll have enough leads. As someone who cold calls, and uses all the referrals I can get-- I know first hand-- I get more biz from cold calls than anything else I do. My sale cycle is complex and long term, biz to biz.

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  Java323201/17/08 Report as spam
  3

  I agree

  I agree with you. Cold calling is hard work and can be frustrating. However, some of my largest accounts were started by me picking up the phone, getting the right person on the line, taking 30 seconds to explain what I have and get the ball rolling. I always say once you made that "cold call" to a prospect every call after that is a "warm call". When you jump in a swimming pool it sure is cold for a second but in most cases it warms up. However, if you don't jump in the pool you don't go swimming. So just do what I do...DIVE IN!!
  
  So my advice to sales people is to quit crying about cold calls, quit trying to find the easy way and start selling!

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  Geoffrey James, Sales Machine01/17/08 Report as spam
  4

  Cold Calls

  Nobody is saying that you can't get business with cold calling. It's just that Referral Selling is quicker and often a better use of your time.
  
  To use a slightly odd analogy, cold calling is like going to a bar and asking every woman (or man) in the place for a dance.
  
  Referral selling is like getting your friends to introduce you to potential partners whom they think would be appropriate for you -- based upon your own stated criteria.
  
  Which do you think is the better dating strategy?

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  Java323201/17/08 Report as spam
  5

  re: Cold Calls

  I do agree with you. However, when I cold call I don't just open the phone book and start dialing. I have targeted specific companies. So the bar analogy does not totally work...Although I get the idea.
  
  I think I am more bothered by the idea floating around that cold calling is not important anymore (titles like "No More Cold Calling" bother me). I think cold calling is very hard for some sales people and they try to come up with reasons not to do it. So authors like this give them reasons not to do it.

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  Geoffrey James, Sales Machine01/17/08 Report as spam
  6

  In the bar...

  ...well, I suppose I should have said "every person who looks vaguely attractive." And since you're presumably in a bar that caters to people of the appropriate age and class, that would be the equivalent of a "qualified lead."
  
  In any case, it's a matter of how to most effectively spend your time. I've got nothing against cold calling. But it's hard to do and usually not very productive. Anything that can make it more productive (like better qualified leads) helps.
  
  Referral selling is, in a way, cold calling, but with INCREDIBLY qualified leads -- and a personal introduction to each lead.

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  Java323201/17/08 Report as spam
  7

  Cold calls

  I think we are both agreeing with each other. I agree that referal selling is nice, helpful and productive. However, every lead will not be a smiling referal. Sometimes you need to get in the trenchs and spend some time getting dirty with cold calling. I can spend hours calling on prospects and getting no where with most of them. However in that time I can also come across a company that is a perfect fit and end up making a lot of money from this customer. It is worth a few hours to me and I am not afraid of that. That is part of my job as a new business development exe.
  
  The bar analogy again...lets say I go to the bar and sit down with someone that was introduced to me. After an hour I have a nice time..maybe meet again, etc. Now lets say instead that I did go up to every woman in the bar and introduce myself. Sure a large percentage of them will think I am crazy but in the same hour I'll bet I have met far more woman than one..in fact I may have several numbers when I leave and far more opportunities.

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  Java323201/17/08 Report as spam
  8

  now this is a good post

  http://blogs.bnet.com/salesmachine/?m=200706

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  Overthepond01/17/08 Report as spam
  9

  Agreed!

  I agree!

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  mrosenthal01/19/08 Report as spam
  10

  RE: How to Ask for a New Contact

  During step #3 I share the actual list of the target accounts. I have found this to be very helpful.