Last week another social warrior decided to take to the soap box, and tell us why cold calling is dead, and for him and his followers, it may be, but it can still play a role in your sales and prospecting success. As is my nature, I took issue with their thinking, but as I read my post, I realized that I had glossed over a key point. Specifically, that many in sales blame the medium, in this case the phone, rather than the message. Based on the hundreds of companies I have worked with, I can tell you that when your message sucks, the medium will not make up for it.
Here three things that will cause your approach to fail, no matter the medium.
Important Qualifier: The areas discussed below pertain to prospecting those people who are generally considered Status Quo, happy where they’re at, not looking for, thinking of, or can even spell the word change. These are not buyers who are out there looking, consuming content almost at the rate we crack it out, they’ve been to your webinars, and lined up to be “scanned” at a trade show. We’re looking at Status – don’t bother me – Quo.