Cold Calling for Fun and Profit
Posted by David Cummings on David Cummings on Startups
Cold calling isn’t dead. In fact, with so many people texting, emailing, and hanging out on social media, cold calling is even more effective because it is so under used. That said, cold calling isn’t easy. In fact, cold calling is very difficult and emotionally draining (for most people). Here are a few thoughts on cold calling:
o Allocate enough time and resources to be successful (e.g. trying it for a couple hours one afternoon doesn’t qualify as effort – allocate 40 – 80 hours of work to figure out if it’s going to work)
o Read Aaron Ross’s great book Predictable Revenue and learn how to do modern, internet-augment selling.
o Build great lists of prospects to call on using a tool like the SalesLoft Prospector.
o Pick at least three different job titles and call 500 people with that title. (e.g. email marketing manager on LinkedIn)
Cold calling becomes even more effective with a proven methodology like Sandler Sales Training and other sales rep training programs. So, if cold calling isn’t on your radar, add it.
What else? What are some other thoughts on cold calling for fun and profit?