From Cold… to Gold
Posted by Shane Murphy on Monday, July 24, 2006
It’s a rare day here on AccountHUNTER that I consider blogging something related to cold calls, but this piece from RainToday.com certainly seemed worth your time.
Face it, we all hate the dreaded cold call. One day, a magical fairy may appear to take care of all those prospecting needs (oh, how I long for that day!). But until that fairy arrives — no matter how organized, how smooth, or how sharp we are — cold calling will always comprise part of our lives.
Oh, how I hate it…
But today, as I read the linked story, I realized that maybe it’s me that’s causing some of my own angst over this time-honored method of account hunting.
“All too often, service professionals go into a cold meeting expecting the ultimate – an immediate sale. If they do not get the sale from that first meeting, they consider the entire exercise a waste of time and effort. As a result, they do not plan to succeed over the long-term… and thus they fail.“
I know that I have been guilty of the above more than once in my time, and I’m sure you have as well. I’ve picked up the phone, gotten in front of a prospect, got pushed off… and given up. Long term, that’s not the way to do this!
Seriously, take a few moments to read the RainToday piece. Hopefully, it’ll get your mind thinking a bit differently.