 Cold calling is over. The only people who don't realize it are the people still making them. Or worse – their bosses.
I am in a LinkedIn group called Sales Gravy (link). I'm following a thread about the ROI of cold calling. It's interesting to see how salespeople view cold calling.
As you read my posts, you will gain insight to my philosophy and get a few sales tips on how to AVOID cold calling FOREVER.
There were more than 100 other posts – here are mine:
- My definition of cold calling since 1992 has been "waste of time." I have upgraded it since the onset of the Internet to "total waste of time." Oh, some people make sales cold calling - but not nearly as many as with referrals, by a margin of 50-1. Whatever your thoughts are about cold calling - one fact is undeniable: of all the options, the cold call is BY FAR the lowest percentage sales call.
- Which would you rather have - 100 cold
calls or 100 referrals? People have to cold call because they are transactional with customers (they have a hunter - farmer, 1970's mentality) and don't take the time to build memorable relationships that lead to referrals. Instead of spending a day cold calling, why not spend a day with existing customers to EARN referrals.
- Focus on delivering real value to your best customers, and relationships will blossom. Real revenue comes from long-term relationships, not one shot deals. Anyone trying to tell me that, "Cold calls work, or I made a lot of money cold calling" will get my agreement. I did it, and have made a lot of money cold calling. BUT I have made millions by writing, positioning, delivering value first, and creating a reputation of excellence. And I recommend you do the same.
- (Someone's post) The only accurate statistic I can quote is,
"You miss 100% of the shots you don't take."
- (My response) Eh, almost Bill - closer to accuracy is - You only miss 100% of the cold calls you do make
- As I said in my other posts - some people have success cold calling. I have had success cold calling - at the C-Suite (with referred inside information) - but with reputation, relationships, and referrals, it blows away all stats on cold calling, and reduces the sales cycle time from connection to sale. You can say all you want about how great cold calling is - but the fact remains it's the lowest percentage of sale among the options available. There is a bright side to cold calling - it's a great place to learn how to sell. It calls for real mental agility to get to the real decision maker, and preparation combined with creativity once you do. And you feel GREAT when you finally do make the sale. But in
today's business world, where most cold calling takes place on the phone or online, you're much better off with a referral - or better - when someone calls you.
- If you're in sales, you should spend the majority of your time in front of people who can say "yes" to you. If you're making cold calls, the majority of your time is wasted on people saying "no."
- No wonder everyone fails at cold calling - no one gets what the real objective is: GET TO THE DECISION MAKER, AND CREATE THE ATMOSPHERE WHERE HE OR SHE WANTS TO BUY (not to sell them). Until that takes place, the ROI on cold calling is under zero. REALITY: The cost of lost opportunity for not investing your time in other sales generating activities - like earning referrals - relegates you to having to cold call. The three elements are NOT: art, best practice, and science. There are four
elements: ENGAGE, PROVIDE VALUE, PROVE WORTH, AND GET A SIGNED CONTRACT - any other results are an utter waste of time and effort - not to mention an annoyed potential prospect, lost forever.
Read the full article...
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Jeffrey LIVE - Cedar Rapids, IA
September 23rd and 24th, 2010
Cedar Rapids Managers: Develop your personal plan to find, coach, train, and keep a winning, loyal, self-directed sales team. This seminar will provide strategies and techniques about real-world sales leadership, plus self-evaluation to measure your present level of achievement.
Jeffrey Gitomer LIVE! - Cedar Rapids, IA: Join the global authority on sales for a seminar on SALES ATTITUDE. Learn how to uncover buying motives, double your sales, get your price without sacrificing profit, and establish a YES! Attitude for a lifetime of success.
Click here to Register NOW!
Jeffrey
Gitomer LIVE! - Cedar Rapids, IA
Cedar Rapids Special Managers Event
Jeffrey LIVE - Minneapolis, MN
December 2nd and 3rd, 2010
Minneapolis Managers: Develop your personal plan to find,
coach, train, and keep a winning, loyal, self-directed sales team. This
seminar will provide strategies and techniques about real-world sales
leadership, plus self-evaluation to measure your present level of
achievement.
Jeffrey Gitomer LIVE! - Minneapolis, MN: Join the
global authority on sales for a seminar on SALES ATTITUDE. Learn how to
uncover buying motives, double your sales, get your price without
sacrificing profit, and establish a YES! Attitude for a lifetime of
success.
Click here to Register NOW!
Jeffrey
Gitomer LIVE! - Minneapolis, MN
Minneapolis Special Managers
Event
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Jeffrey,
Do you have advice on finding a mentor?
Kenneth
Kenneth,
Don't ask a mentor for a specific amount of time and don't ask a mentor to be a mentor. If you're looking for a strategy here is a simple one: in your community, contact the Service Corps of Retired Executives. SCORE's retired executives love to give free advice and maybe you will find someone compatible with you. But here is the secret: Go to the group and start a blog about 'the way it used to be.' Write about each attendee and put their
picture on your blog. Then, join a Kiwanis club or a rotary club because there are several retired executives there. Get to know them. Talk about your business, talk about your vision, and talk about your core values. Maybe yours will strike a cord with theirs. The best way to find a mentor is stop looking and start sharing. At some point serendipity will arrive.
Jeffrey
Jeffrey,
The buyer (who is also the primary contact) you've been working closely with at a company suddenly dies. What do you do? How long do you wait, especially if an agreement was close at hand?
Mike
Mike,
I would do three things.
First, send a condolence letter to the company. Second, send a condolence letter to the family stating your business friendship. Third, share some kind words about the person and send a letter to the buyer’s boss asking him for his advice about how to proceed.
Jeffrey
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Top Five Ways to Increase Sales with Social Media
by Lewis Howes
It seems like every second article you read today is about social media. How it can build your brand, help you connect with your customers and keep your business ‘current’. But it’s hard to sign off an investment of time and money to something that’s relying solely on the long-tail for returns, right?
Sure, social media can seem like a time-suck waiting to happen; but Sony executives weren’t complaining when they cleared $1.5 million in sales on Twitter. Or Dell; who revealed their Twitter presence accounted for a $3 million
increase in sales in 2009.
Social media can, in fact, build upon your online sales effort. You just gotta get it right.
1. Word of Mouth Like a Wild Fire
Getting people to tell their friends about your product or service is the golden ticket. People trust their friends to give them recommendations, and the rise of online social networking means customers are more likely than ever to tell the world about their purchase; and spread it further too.
Work the viral angle - offer a limited offer or special promotion through Twitter or Facebook, and let your followers spread the word for you. Remember, a hot giveaway is perfect to get retweets and perhaps a few new followers; but if you want sales, a discount will drive it home.
2. Unprecedented Interaction
Marketing your product or service through TV, print or radio
can leave customers feeling like they’re being marketed to. The beauty of social media is the fact that it’s based on the premise of being a social activity; so users feel at ease, and comfortable conversing with you. The key is to start conversations in a non-threatening way; don’t force yourself on people, and stay true to the social aspect of the platforms. Be the guy everyone wants to talk to at a party, built trust and loyalty *first* with your followers and friends and you’ll get a better result when it comes to promoting your product.
3. Global Domination from your Computer
Tapping into Facebook and Twitter’s 600 million strong combined user base means that you have more promotional reach at your fingertips that you’d probably ever thought was possible.
The sky’s the limit when marketing through social
media and that means sales can reach new heights - but it doesn’t come automatically.
You’ll need to build up your following, and there’s a number of things you can do to help up your count:
- Start promoting your Twitter and Facebook profiles on your other marketing, on and offline.
- Use keywords as search terms to find Twitter users that are already talking about what you’re selling; then follow them to get a follow back.
- Use Facebook ads to drive people to your fan page.
- Encourage new followers by promoting a giveaway: ‘Follow us for the chance to win...’ or ‘Retweet this to go into the draw for...’
4. Mix Social with your Sales Team
Gone are the days of the dry email after a networking event or sales call. ‘Lovely to meet you, I wanted to remind you of our amazing offer...’ Now, your sales team have a new tool at their disposal. Social media is fantastic for building relationships; just search for your sales leads name in Twitter, Facebook or LinkedIn, and connect, to continue the conversation in a friendly; unobtrusive way. By connecting with potential customers online in this way, you’ll have an opportunity every day to pop up on their desktop.
5. Communication and Traffic Boosting Tool
Social media is just another form of communication. It offers more than many traditional marketing avenues, but if nothing else - it’s a new audience to tap into. Twitter and
Facebook offer you the opportunity to communicate offers, announcements and news, and of course, drive traffic back to your website; ultimately, increasing sales. Promote away!
Lewis Howes is a former professional athlete, world record holder in football, and author of the LinkedIn book, LinkedWorking. He is the founder of the Sports Executives Association, and the popular sports and social media blog SportsNetworker.com. He writes for popular social media blogs such as mashable.com, socialmediaexaminer.com, and problogger.net. You can find him on Twitter @LewisHowes.
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Jason posted this photo to Jeffrey's Facebook Page: "This motley crew is my sales team at Dare 2 Share Ministries checking out The Sales Bibles I just ordered. I read it last year and now I'm taking my team through it for the next 6-9 months. THANKS JEFFREY!"
Send your GITOMER SIGHTINGS to ezine@gitomer.com or post them on Jeffrey’s Facebook Fan Page.
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Build your reputation, spread your expertise.
This week, we're offering Jeffrey's audio program The Fiction and Non-Fiction About the Book Business. with value-packed lessons on the ins and outs of the publishing industry AND his Creativity teleseminar CD will help you start TODAY in writing your bestseller. All for $59.00 ($148 value).
Click here to order now!
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It isn't defeat, but rather your mental attitude toward it, that whips you.
There are many things in life that you cannot control, but you can always control your attitude toward them. Defeat is never permanent unless you allow it to be so. When you have a positive attitude, you will recognize failure for the impostor that it is and realize that it is really a learning experience, a valuable lesson that will help you succeed with the next attempt. Ask yourself: What could I have done differently that would have altered the outcome? What can I do in the future to minimize problems and mistakes? What did I learn from this experience that I can put to good use next time? If you approach obstacles and setbacks with a positive attitude, you will be surprised how quickly you can turn defeat into victory. Click here to subscribe to Napoleon Hill Yesterday and Today Learn more about the Napoleon Hill Mastermind Club.
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"Another winner from Jeffrey Gitomer! Adapted from principles authored by NCR's John Patterson almost 100 years ago, Gitomer updates this info for the 21st Century. I really liked the quotes, recommended reading list, and the characterization of prospects as "probable purchasers". As Gitomer reminds us, our own self-belief and positive attitude are critical for success. He provides plenty of tools for us to improve both and adds a bonus in the form of his 8 points of leadership. Add this to your list and share it with your sales team." -Mark
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Reno, NV
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09/23 Managers Seminar
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New York, NY
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04/07 Managers Seminar
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6 Easy Steps to Reducing or Eliminating Your But
by Noah Rickun
"I would, BUT…"
"Right, BUT…"
"I know, BUT…"
"I could, BUT…"
"I understand that, BUT…"
"I should, BUT…"
Those big buts above are the precursors to statements like "I'm really busy this month" or "the economy is too uncertain" or "my boss won't let me."
The word "but" is the introduction to every rationalization for mediocre performance, inaction, and self-pity I have ever heard.
Most people allow their
environment to direct their actions. If you work for a boss who is not interested in your new ideas, you stop creating new ideas. If your coworker avoids teamwork, you retreat to your cubicle. If your spouse fails to uphold his/her end of the bargain, you stop trying.
That little three-letter word—"but"—creates big problems. Big but problems.
Your big but is a symptom. It's a symptom not of what others do to you, but of a poor attitude. Your poor attitude. Your poor belief system.
The Problem: When your buts are bigger than your accomplishments, you will find your wallet a little thin.
The Solution: Get your butt in gear!
Here are six steps to getting your big BUT back in line:
1. Start moving. The hardest part of any
task is starting. Once you get moving, you will find that inertia will keep you motivated.
2. Allow yourself to succeed. If you give up a task or project at the first sign of adversity, eventually you will convince yourself that your next project is not worth starting. Instead, focus all of your energy on completing the task at hand—NO MATTER WHAT.
3. Build your belief system. Big belief will beat big buts anytime. The bigger your own self-belief, the more likely you are to overcome your inner-skeptic.
4. Don't ask for permission. You don't ever need permission to do what you know in your heart is best for your company. Try walking into your boss's office after implementing your new idea with proof of success. "Hey, boss, I just did something a little ‘out-of-the-box' and our
customers loved it. Here's a purchase order for $10,000."
5. Exercise your freedom. Freedom to succeed implies freedom to fail. The best baseball players strike out two out of three times. But the runs they score when they do hit far outnumber the runs they score while sitting in the dugout.
6. Know when to quit. Sometimes you will fail. Don't blame your but. Instead, understand that sometimes you must choose to cease working toward a goal. Quitting is a choice—and sometimes it's the best choice. Practice saying "I chose not to complete this project so that I can focus my time on a higher-priority task."
The bottom line is this (yes, that's a pun): Your biggest but is in your head.
Noah Rickun is the CEO of Jeffrey Gitomer's TrainOne and a Gitomer Certified/Audience Approved speaker. Noah delivers customized and personalized seminars on sales, customer loyalty, and personal development. To book Noah for your next event, visit www.GitomerCertified.com or contact the friendly folks at Buy Gitomer via email or
by calling 704-333-1112.
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"As a technical service specialist, I try to practice the lessons I've learned from reading Jeffrey's books and weekly Sales Caffeine. My colleagues give me a little heat because I'm not 'a real salesman' and say I'm wasting my time. But I just accepted the position of Business Development Manager for a large value add distributor (against very stiff odds, I might add) and I want to thank you Jeffrey (and staff)! My attitude, behavior and success can be attributed directly to you." - Rob
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Each week, we feature a salesperson's success story. Please send your stories to andy@gitomer.com. If your story is published, we'll send you a free e-Book!
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Jeffrey's Sales Rant is a clip from his online training video library.
watch the rant now
(you need it)
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"The dumbest question in sales: What will it take to get your business? It's most likely that you have asked this question dozens of times. And all you're asking the prospect is, "How low do you want me to drop my pants, er, I mean price in order to get this order? If you walk in asking what it will take to get their business, you will either leave empty handed, or you will get the order but have no profit. Either way, you're a loser. If you walk in knowing what it will take to get their business, it's most likely you will walk out with the order." -Jeffrey Gitomer's Little Red Book of Sales Answers
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TrainOne equips your sales team with top-notch, interactive, tailored training based on the proven philosophies of Jeffrey Gitomer. It is real world, it is transferable, and it will teach you the crucial skills needed to make more sales to new and existing customers!
"Wow! What a difference TrainOne has made on our sales! THANK YOU for this product and the EXCELLENT customer service your team provides with this program!" -Bert
Take TrainOne for a free test-drive today at http://www.trainone.com/.
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The Value of a Portrait
by Andy Horner
Do you know your most powerful brand element?
It’s your face!
In sales, your photo is the most powerful symbol for everything you stand for, the value you provide, and the friend you’ve become. In an instant, it calls forth experiences, memories, and conversations your customers have enjoyed sharing with you. It’s the visual reminder for all the success
you’ve helped them achieve.
In the days of the Renaissance, kings, barons, and lords spent fortunes contracting the masters of their day to paint their iconic portraits. The final work became the permanent centerpiece of their personal gallery.
How much time and money have you spent on your portrait? Two minutes in your office snapping shots with your Blackberry in front of a beige wall sound about right? Yeah... it’s time to create your masterpiece.
Here are 9 tips to make it happen:
Establish a branded portrait. For your professionally branded websites and media, use a polished, studio photograph. Don’t change it, because it will become as recognizable as your logo. It should capture the essence of you - your attitude and personality! Use it as your social media avatar and as your primary portrait.
Mix
in casual photos. Use your branded portrait on your permanent media, like your website, twitter landing page, and book jacket. However, for more casual email promotions, follow ups, and Facebook posts, it’s OK to swap in candid photos of yourself. Use vacation shots, pics with your customers, and images of you with your pets. They’ll reveal that you’re a down-to-earth soul with an interesting, full life.
Shoot from the shoulders up. If you use a head to toe photo, customers will notice your body and posture rather than your eyes and expression. If your portrait is from the shoulders up, you will be perceived more professionally.
Shoot from above. If you think your face looks fat (like most of us do) ask your photographer to stand on a chair and take your portrait from above. It’ll remove 10-20 lbs.
without suctioning a single lipo!
Smile. The only excuse for not smiling in your portrait is if you’re employed by the UFC. For a less artificial smile, try this: have a friend make you laugh during the photo shoot – whatever it takes! Your authentic chuckle will translate to a winsome smile.
For indoor photos, turn flash off. The flash on your camera will wash out all depth from your photo and leave you with amateur, snapshot results. Instead, stand or sit 1-2 meters from a bright window with the lights in the room off. You’ll look like a million bucks.
For outdoor photos, avoid noon. For a well-lit outside shot, mornings (7-8AM) or evenings (7-8PM) are best. As the sun gets higher in the sky, the contrast of light to dark becomes more harsh, which bleaches out your face and hides your eyes in
dark shadows. And remember, never stand with your back to the sun.
Reduce glare. For a more professional portrait, apply a little cake makeup to your cheek bones, nose, and forehead to cut down the oily shine. Guys, if you're too macho or have no idea what I'm talking about, just pat your face down with a dry paper towel. Pride...intact.
Use a current photo. This is a hard one because many of you treasure that shot from 10 years ago when you were in peak shape, riding high on a perfect hair-day. If it’s more than 3 years old, it’s not you any more. Reshoot it.
The choice is yours! Stick with the beige wall mugshot and remain in the ranks of the common folk. Or, you can rule over your competitors by investing in a portrait that adds a royal touch to your personal brand. Andy
Horner is the Product Manager for Ace of Sales. He has worked in
sales and marketing for over twelve years. He specializes in the design
and technology side of Ace of Sales development combined with
relationship marketing and sales. His goal with Ace of Sales to create
the best sales tool on the planet! To connect with Andy today, email andy@aceofsales.com.
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