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November 07, 2014 at 11:00 PM
Why are you still cold calling? Even if you’re not actually using the phone, sending cold emails and automated requests to connect on LinkedIn means your prospecting efforts are still ice cold.
Wake up! Cold calling success rates are dismal. Annoying strangers who never expressed any interest in hearing your sales pitch is a waste of time. Yet far too many sales pros still do it (usually because their sales managers demand it). But, as you probably know by now, cold calling simply does not work.
So why are you still going through the motions with this nonsense? You and I both know deals get done when you build a relationship with your prospect—when you have conversations, exchange ideas and educate your buyer on the business impact of your solution. And if you have a referral introduction, you’re more than halfway there, because you’ve earned some degree of trust before you ever open your mouth.
Social-selling evangelist Barb Giamanco agrees with me. In her recent blog post “You Got My Attention,” she writes, “You got my attention. Or did you?
What you really did is interrupt me. I don’t know who you are, but you think you are special enough that I’ll stop everything just to meet with you, talk to you or respond to you.
