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Sell Yourself While Cold Calling, Not Your Company!

By Cold Call Coach

Let’s quickly conduct an unscientific, random, non-strategic survey. By a show of hands, how many of you agree with the following sentence: people buy people, not companies.

Well? How did you do?

I know full well that this is not a black and white proposition and that a certain amount of gray area exists between the two choices, but if push came to shove, and you could only sit squarely on one side of the fence, which side would you be resting upon?

I ask this question in nearly every single training session that I conduct and the feedback that I receive is nearly universal. Roughly 85% of the participants whom I pose this question to will answer resoundly that people buy people, not companies.

If you agree with that statement, let me ask you one direct question: does your answer to this question reflect how you are making cold calls? If I were to listen in on the next cold call that you make, am I going to walk away thinking that you are selling yourself as a person, or are you selling your organization as a whole?

There is such an incredible disconnect in the sales profession between what we believe and what we say. The majority of the people whom I present to will reach a consensus that their clients are buying them as people and are more interested in the relationship with the person than the relationship with the company.

Those people, however, usually lead with information about the organization in their sales calls and are surprised that they receive less than stellar results. The good news is that we can remedy this relatively quickly!

My wife and I met on an online dating site in August 2009. As a young man with workaholic tendencies, I did not much partake in the social scene and thought that online dating would be the most effective, efficient way for me to get exposed to potential suitors.

Not only did that vehicle work well in my personal life (we were married in June 2011), it provided an ideal roadmap for success in my professional life. I quickly came to the realization that cold calling is very similar to online dating in certain aspects.

Just like when you look at somebody’s profile picture, more often than not what catches your eye are the physical attributes of the person in said photograph. If you find them aesthetically appealing, they tend to attract your attention and, once your attention is had, you naturally progress to reading through the contents of their biography.

Where do they live? What are their hobbies? What are their favorite movies, books, songs, and places to go on vacation? All of this information is of interest to you now because you are acutely attracted to this individual based on what you saw in their photograph.

Upon reading her profile, if I ascertain that the young woman in question is a chain smoking atheist who enjoys kicking puppies as a weekend activity, rest assured I will spend less time on her page than it takes Usain Bolt to run the 100-meter dash.

If, however, I uncover that she is a physical fitness addict who goes to church weekly and volunteers at the local Humane Society, I may fall madly in love with her on the spot and be compelled to send her an introductory e-mail.

The same is true with cold calling! Your initial cold call is not to sell the company, but rather to sell yourself. If the prospect in question finds what you have to say attractive and is interested in learning more about you, they will give you the time to do so.

Once they have given you the time you need, you have the ability to educate them on who you are, what you do, the services that you provide, and how you can bring value to them in some capacity.

If, however, what you say comes across as unattractive, pushy, salesy, and aggressive , they will not give you the time of day and you will not realize the desired level of success that you are aspiring for.

Just about all of us know in our heart of hearts that we work with people we like, trust, respect, and feel good around. We all need to buy and sell real estate anyway, so we might as well do that with someone we like.

We all need to go to the doctor anyway, so we might as well go see someone we trust. We all need to get our cars fixed and have regular maintenance conducted on them anyway, so we might as well go to the person who makes us laugh and increases our outlook on life.

The same is true with cold calling! Your prospects need your services anyway, so they may as well work with you! They are not going to give you the time of day, however, unless you can sell yourself first, pique their curiosity, and compel them to take a closer look.

The next time you pick up the phone to make a cold call, ask yourself the following question: based on what I am about to say, am I selling myself or the company?

If you can get in the habit of selling yourself time and time again, not only will you be scheduling more appointments, you will be closing that business with greater ease and effectiveness because your prospects want to work with someone they like and trust, not an organization they know very little about sight unseen.

Want to learn how to customize a cold call script that is designed to sell you? Want to learn how to bring a value add proposition to your prospects quickly that highlights your unique talents and abilities? Then give me a call today at 414-313-8338 and let’s get to work!

For more information about The Cold Call Coach, including the services that we provide and how we can make your business more profitable through the successful implementation of this skill set, visit us online at: www.coldcallcoach.net

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Testimonials

Paul is a great presenter and networker. His seminars explain how cold calling has worked for him and he gives you a methodology of how to reach out to sales prospects. I encourage you to attend a Paul M. Neuberger Cold Calling Seminar to learn how to become a more effective salesperson. Paul is also very well connected in the Milwaukee area and has introduced me to many people I have been able to do business with. Paul… Read more
Lisa Twitchell
If you get a chance to train with Paul I say run don’t walk to the session. It is invaluable and will change the way you cold call. 
Kevin DavenportSenior Vice President of Powerteam
Paul has such a unique yet simple approach that will forever change the way you prospect. I would absolutely recommend attending one of his seminars!
Daniel Mayer
Paul’s approach is as innovative as it is effective. Based on what I heard from him and the reactions I received from the individuals I invited, I have no doubt that people who hire him will get FAR MORE than their money’s worth.
Timothy Stewart
“Normally I’m skeptical when it comes to online “self-improvement” advertisements. However, after doing some research I felt Paul presented himself in a manner that I trust. His work is praised by many and I’m attracted to genuine people. The cost of his psychology of cold calling course is well worth the investment…it’s a no-brainer!”  

Adam Berndt, Sales Manager, Fine Tune
Here is Adam’s LinkedIn URL: https://www.linkedin.com/in/adam-berndt-open-networker-7b67b547… Read more
Adam Berndt
“Incredible! Fantastic!! Cutting Edge Material!!!”  

Peter H.W. Melms, Preplanning Specialist,
Washburn-McReavy Funeral Chapels
Here is his LinkedIn URL: https://www.linkedin.com/in/peter-melms-692aa91b
Peter H.W. Melms
Paul’s training was insightful and well worth the time. Paul is a great presenter and keeps you engaged. I left with information that has helped make cold calling more successful for me.”
Lisa Pecora
Paul gives great tips and techniques to conduct a successful cold call. He also re­adjusts your perception on cold calling through personal stories and examples helping you get excited to get going with what you learn. Highly recommend.
Lucas Robak
Attending one of Paul’s seminars was one of the most beneficial experiences I have had within my educational and professional career. You will regret not signing up!
Joe Pillizzi
Paul is inspirational, and passionate about helping people grow their client list. He has developed an easy to apply, appointment setting technique that will change the way you meet your new customers. Quit paying for clicks, advertising on social media, and paying for postage. Most people think cold calling is dead………NOT SO. Paul brings new life to the most cost effective client acquisition tool available to everyone…… Read more
Brad Saunders

TESTIMONIALS

Steven J. Wheeler

Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting...
Cold Call Coach
2019-05-01T13:58:19-05:00
Director of Business Development / Remodelers Advantage, Inc. "I was at your session on Friday at the NARI National meeting in San Diego. I really enjoyed your presentation, and most of all the delivery. Just wanted to tell you how much I enjoyed your talk."
https://coldcallcoach.net/testimonials/steven-j-wheeler/

Tami Bergman

Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold...
Cold Call Coach
2018-10-04T15:16:09-05:00
Insurance Consultant / Andres O;Neil & Lowe "I just want to thank you for introducing us to the new Cold Call approach! I really feel like this is going to change the way that I view cold calling forever. Your approach has been very effective for me, and I will continue to use it. Thanks again for all your assistance!"
https://coldcallcoach.net/testimonials/tami-bergman/

Joe Bellante

Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room....
Cold Call Coach
2018-11-06T17:20:31-05:00
Owner / Sand Castle Field Services "Outstanding webinar today! Most of our management team joined us in the conference room. I could tell from their facial expressions that you were challenging them to think. Nice job!"
https://coldcallcoach.net/testimonials/joe-bellante/

Joel Johnson

Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know...
Cold Call Coach
2018-11-29T16:47:05-05:00
Business Development / Wellsource "Hey Paul! Earnest Cold Call Coach participant Joel Johnson here. I wanted to let you know that I have found your cold call methods quite productive. Thanks for everything!"
https://coldcallcoach.net/testimonials/joel-johnson/

Meggan Mulkey

Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo...
Cold Call Coach
2018-11-29T16:48:07-05:00
Sales Director / Designs in Marble "Hello Paul! I had attended your presentation on Instantaneous Differentiation at the NARI Expo at Potawatomi. It was fabulous!! Really, it was the highlight of my day."
https://coldcallcoach.net/testimonials/meggan-mulkey/
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Cold Call Coach

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E-mail: coldcallcoachllc@gmail.com
Phone: 414.313.8338
Location: Menomonee Falls, WI

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