A sales call is either cold or hot. Fortunately, there is a way to make nothing but hot sales calls, with a fantastic rate of return. The secret is referrals.

A cold sales call is made to someone who doesn’t know you and is not expecting your call. Producers can delude themselves into thinking they are making “warm sales calls,” when in fact they’re actually making cold sales calls.

Cold sales calls

  • You call someone because you got the name from a colleague or friend. Cold!
  • You call someone and then follow up with a letter. Cold!
  • The person’s name came from a specific list. Still cold!

These are all cold sales calls–the prospect doesn’t know you and is not expecting your call. Even though you think you’ve avoided sounding like a telemarketer, you are one.

HOT sales calls
A sales call is hot when you’ve been referred and introduced. The prospect knows you and is expecting your call. This kind of sales call shortens your sales cycle, increases your credibility, results in qualified prospects, and means a new client more than 70 percent of the time!

Bottom line

Why waste your time working any other way?