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Cold Calling - Fish or Fowl?
In my last post, I talked about how marketing should be used to create leads, NOT sales reps. But what about cold calling you ask? Cold calling is a sales rep role and responsibility yet it creates leads, right? Wrong. Cold calling is actually a form of Marketing NOT sales, since it creates leads not customers. Unfortunately, cold calling is the most expensive and least efficient method of creating leads that exists.

Warm Up to Cold Calling
Cold calling: For many of us, the word "cold" is the key. Just the thought of picking up the phone sends a chill up our spines. Unfortunately, if we approach cold calling with an attitude of negativity, we’ll communicate that attitude to the prospect.

MYTH: Cold calling is a good idea
In the "olden days" when I first started my business, over 95% of my sales came about through cold calling, which I had learnt to do really well when I worked as a sales recruitment specialist with Morgan & Banks. At M&B - and in my business - it was very clear that if I didn't bill anything I didn't earn anything. So I got on the phones and I prospected to people I didn't know - that is, cold calling. This was well and truly before the internet was in mainstream use and I had the privilege of learning how to cold call really well. But it is a FACT that in an essentially crowded market place of the 21st century, businesses require a series of "push" and "pull" prospecting strategies rather than one simplistic "push" approach to selling such as cold calling.
Cold calling is daunting. Got any tips?
Yes I do, in fact - Don't cold call! Not unless you are selling in a way that is radically different or fundamentally better than everyone else. Then maybe you stand a chance, but the odds are stacked heavily against you. I couldn't tell you the last time a cold caller cut-through and engaged me emotionally over the phone. In fact, I dare say I have never purchased something from a cold caller.

What approach should I take when cold calling?
I encourage people to cold-call by coming from a place of 'contribution' first; I call this approach 'buying-in'. In highly resistant sales executions, like cold-calling, you have to buy-in before you can successfully sell-in because the mass of cold-callers that have gone before you, have trained your customers to ignore you.
Stop Cold Calling! Turn Your Prospects Into Clients
Sales should be fun, something you look forward to, and a skill that you are motivated to develop and enhance. For most people, it is something they dread and cold calling is a big reason. Why do people cold call? It always amazes me. It isn't fun, it is stressful and no one really ever feels good after it is over. If you want to turn your prospects into customers then stop cold calling!
What is the Difference Between Weather and Climate?
Weather and climate - aren't they the same? No, the principal difference is the measure of time. Weather is the description of conditions over a short time period and in a localized area or region. In contrast, climate describes the sum of weather conditions over an extended period of time.
Communication Skills - What we need to be Aware of.
"Isnt the weather dreadful? Isnt it shocking? God it's a beautiful day" How many times have we heard and responded to statements like this? Well don't knock it as nine-tenths of people would not be able to start a conversation if the weather didn't change once in a while. Communication skills trainers define communication as the exchange of ideas and information through speech, writing and behaviour.
Depression
February is considered the most depressing month of the year. The festivities of the holidays are over and there is no break in the weather for what seems like forever! This combination of decreased sunlight and bitter weather conditions helps manifest depressive feelings in many people.

That dog won’t hunt
Here we are at the end of March already. I was talking with a friend the other day about an old farmer’s adage we used to anticipate in March regarding the weather: “In like a lamb, out like a lion.” Or “In like a lion, out like a lamb.” The expectation was that if we had harsh winter weather at the beginning of March we would have mild weather at the end – and vice versa. I have no idea why that is expected but it reminds me of all the little clichés that we accept as reality. As farmers we also used to cite, “Red in the morning, sailors warning; red at night, sailors delight.”
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