Cold calling works. That's what people tell me all the time. However, both driving and flying cross-country work. The difference is that one works FAR more than the other. Learn why cold calling is so extremely inefficient, even if you believe that it works, and how you can sell so much more than you are today, without cold calling. Learn more at http://www.nevercoldcall.com/
Unlocking the Power of ChatGPT and AI in Testing - A Real-World Look, present...
Driving, Flying, and Cold Calling
1. A presentation by
Frank Rumbauskas
New York Times Best-Selling Author
Driving, Flying,
& Cold Calling
2. My Groups | Group Directory | Create a Group | FAQ
Recent Discussions:
Why small business owners like me
won't take cold calls.
“Cold calling works for me.”
From: Ice-Man | 5 min ago | See 1 comment
“Cold calling never really works, even if
you think it does. Results from cold
calling can be very deceiving, because
they distract salespeople from the
simple fact that cold calling is extremely
time-consuming, and therefore limits
your sales production by time.”
From: NeverColdCall | 3 min ago | See 1 comment
3. To be brutally honest, I'm tired of
explaining this to people, because it
comes up almost every day, and in
thinking of how to get the point across a
bit more effectively, I thought of an
analogy between driving a car, flying in
an airplane, and cold calling, along with
the investment required for each.
4. When someone says that cold calls "work," what they're
really saying is that they're making sales from
cold calls. The argument is that they don't need to
learn alternatives to cold calling, because it's already
getting sales.
5. Likewise, someone who spends several days driving from New York to
Los Angeles will get there just as reliably as someone who gets on a
flight and arrives in about five hours. The only difference is that they
chose a far less efficient method.
6. The person who drives from NY to LA may have
chosen to do so due to the lower perceived
investment.
On the surface, it's cheaper to hop in the car and get
on the highway, than it is to spend several hundred
dollars on an airline ticket, in addition to airport
parking, rental car fees, and other costs.
7. But, once that person arrives at the final
destination, they realize it isn't so cheap after all.
The cost of fuel and tolls alone will equal or
exceed that of the airline ticket, and they'll have
to do it all over again to get back home!
8. Cold calling is very
time-consuming.
It all comes down to time
management.
Cold calling is exceptionally
time consuming, and if you
crunch the numbers, you'll
find that it's practically
impossible to earn a very
high income - well in excess
of six figures - if you are
spending hours each day
cold calling, rather than
face-to-face with qualified
prospects who are ready to
buy right now.
9. Furthermore, my interpretation of the "cold
calling works" crowd, after conversing with
hundreds of them, is that they're in time and
learning to begin getting away from cold
calling.
10. Nowadays we have the
Internet and social
media, which gives us
practically unlimited
information on target
prospects, along with
virtually unlimited ways to
connect with them in
ways that are far more
effective than cold calls.
11. Learning Curve
This one fact alone would explain why those
who are dedicated to cold calling tend to be
veterans, or "old timers" if you will, while
younger salespeople in their twenties and early
thirties are quickly becoming masters of selling
with social media.
12. It's been said that capitalism is an ongoing
process of creative destruction, where
old methods of doing business are continually
replaced by newer and more efficient methods.
Cold calling is going the way of creative
destruction right now, as modern technology and
especially the Internet and social media give us
a much better way to connect
with targeted, qualified prospects,
without the excessive time
requirements of cold calling.
Yesterday I was participating in a discussion in LinkedIn Groups, explaining all the reasons why small business owners like me won't take cold calls. Like clockwork, someone replied with that old time-worn objection: "Cold calling works for me."I went into my explanation of how cold calling never really works, even if you think it does. Results from cold calling can be very deceiving, because they distract salespeople from the simple fact that cold calling is extremely time-consuming, and therefore limits your sales production by time.To be brutally honest, I'm tired of explaining this to people, because it comes up almost every day, and in thinking of how to get the point across a bit more effectively, I thought of an analogy between driving a car, flying in an airplane, and cold calling, along with the investment required for each.When someone says that cold calls "work," what they're really saying is that they're making sales from cold calls. The argument is that they don't need to learn alternatives to cold calling, because it's already getting sales.Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!This reminds me of salespeople who stick with cold calls, because they think it "works," without realizing how terribly inefficient it is. It all comes down to time management. Cold calling is exceptionally time consuming, and if you crunch the numbers, you'll find that it's practically impossible to earn a very high income - well in excess of six figures - if you are spending hours each day cold calling, rather than face-to-face with qualified prospects who are ready to buy right now.Furthermore, my interpretation of the "cold calling works" crowd, after conversing with hundreds of them, is that they're not willing to make the initial investment in time and learning to begin getting away from cold calling.Nowadays we have the Internet and social media, which gives us practically unlimited information on target prospects, along with virtually unlimited ways to connect with them in ways that are far more effective than cold calls.However, there is a learning curve involved. This one fact alone would explain why those who are dedicated to cold calling tend to be veterans, or "old timers" if you will, while younger salespeople in their twenties and early thirties are quickly becoming masters of selling with social media.It's been said that capitalism is an ongoing process of creative destruction, where old methods of doing business are continually replaced by newer and more efficient methods. Cold calling is going the way of creative destruction right now, as modern technology and especially the Internet and social media give us a much better way to connect with targeted, qualified prospects, without the excessive time requirements of cold calling.
Yesterday I was participating in a discussion in LinkedIn Groups, explaining all the reasons why small business owners like me won't take cold calls. Like clockwork, someone replied with that old time-worn objection: "Cold calling works for me."I went into my explanation of how cold calling never really works, even if you think it does. Results from cold calling can be very deceiving, because they distract salespeople from the simple fact that cold calling is extremely time-consuming, and therefore limits your sales production by time.
To be brutally honest, I'm tired of explaining this to people, because it comes up almost every day, and in thinking of how to get the point across a bit more effectively, I thought of an analogy between driving a car, flying in an airplane, and cold calling, along with the investment required for each.When someone says that cold calls "work," what they're really saying is that they're making sales from cold calls. The argument is that they don't need to learn alternatives to cold calling, because it's already getting sales.
Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!
Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!
Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!
This reminds me of salespeople who stick with cold calls, because they think it "works," without realizing how terribly inefficient it is. It all comes down to time management. Cold calling is exceptionally time consuming, and if you crunch the numbers, you'll find that it's practically impossible to earn a very high income - well in excess of six figures - if you are spending hours each day cold calling, rather than face-to-face with qualified prospects who are ready to buy right now.
Furthermore, my interpretation of the "cold calling works" crowd, after conversing with hundreds of them, is that they're not willing to make the initial investment in time and learning to begin getting away from cold calling.
Nowadays we have the Internet and social media, which gives us practically unlimited information on target prospects, along with virtually unlimited ways to connect with them in ways that are far more effective than cold calls.
However, there is a learning curve involved. This one fact alone would explain why those who are dedicated to cold calling tend to be veterans, or "old timers" if you will, while younger salespeople in their twenties and early thirties are quickly becoming masters of selling with social media.
It's been said that capitalism is an ongoing process of creative destruction, where old methods of doing business are continually replaced by newer and more efficient methods. Cold calling is going the way of creative destruction right now, as modern technology and especially the Internet and social media give us a much better way to connect with targeted, qualified prospects, without the excessive time requirements of cold calling.
