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Sorry Inc., but Your Stereotype of Cold Calling is All Wrong

By Scale Squad

“To bypass voice mail, cold callers began using auto-dialers … Auto-dialers however, always have a slight lag, making it obvious to the person being called that they’re being auto-dialed. Most people (consumers and businesspeople alike) simply hang up.” – Excerpt from com column written by Geoffrey James, Contributing Editor

Don’t you hate stereotypes?

We all say we do. Yet, at some point, everyone falls back on them.

Inevitably we lump everyone working in certain professions into homogenous masses, with the same characteristics and ethics (or lack thereof). Think used car salesmen – what immediately comes to mind?

Hey, we’re only human, after all. But few of us have a national bully pulpit such as Inc. magazine to dispel wisdom. When a columnist for a major business publication such as Inc. falls into stereotyping … isn’t some calling out in order?

I think so. My last article began taking apart, point by point, a recent Inc.com column written by Geoffrey James about cold calling. My previous article explained how the column’s overarching theme – that cold calling is a relic to be deposited in the ash heap of sales history – is elitist and, frankly, just foolish.

Mr. James stereotypes cold calling and, by extension, all who engage in it. He’s wrong. So, let’s keep poking holes in his arguments. I’m glad to do so … and man, is this fun.

OK, auto-dialers – seriously? Auto-dialers are an old sales model. The fact they’re even mentioned gives insight into the author’s rather dated perspective.

Strategic – read, successful – cold callers don’t subscribe to the “spray and pray” theory characterized by auto-dialers. Cold calling isn’t a numbers game.

It’s about quality over quantity. It’s about doing your homework, qualifying leads, and using the right approach. No auto-dialers needed … at least not by those who understand the values of preparation and anticipation.

Oh, and about the increasing use of cell phones (versus landlines), which Mr. James cites as yet another insurmountable obstacle to cold calling?

Apparently he’s never heard of this great new tool called the “Internet” (even though his column was published there – funny thing, huh?) If he had, he might know about newfangled research tools such as “Google” and “LinkedIn.”

After you narrow potential targets to identify ideal clients (another element of strategic cold calling), you can learn a lot about them on these amazing resources. Often this includes how they prefer to be contacted. If you wisely approach them as professionals – through their business – there’s a good chance a landline will still be involved anyhow.

Yes, tactical cold calling involves a lot of research or, as some call it, “hard work.”

Should something not be pursued, just because it’s difficult?

Good thing our nation’s Founding Fathers didn’t feel that way … or you’d be reading this while partaking of tea and crumpets.

Did I just stereotype the British? If so, my apologies. See, it’s that whole human thing.

We’re going to keep this party going with one more post on the Inc.com column, a.k.a. The Gift that Keeps on Giving. We’ll wrap up why its whole premise, and supporting “facts,” are just plain wrong.

And, I promise no more stereotypes – not even of national magazine columnists.

 

 

Filed Under: News

Testimonials

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 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
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
No matter the industry Paul M. Neuberger seminars will give you confidence that cold calling is not a thing of the past and that there is SUCCESS and GROWTH in cold calling once you have the tools to do it efficient and effective. I am a believer now that cold calling is not a thing of the past.
Judy Huebner
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
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’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 is a well­spoken, direct, and impressive individual ­ His seminar and unique approach to cold calling will give you a different perspective that you can apply to your strategy immediately. I would recommend Paul’s seminar to any sales person out there, it will be worth your time!
Mark Petersen
“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
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

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/

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/

Marissa Pittelman

Client Relations Administrator / Sand Castle Field Services "I just wanted to send a quick email to thank you for...
Cold Call Coach
2018-12-05T10:48:56-05:00
Client Relations Administrator / Sand Castle Field Services "I just wanted to send a quick email to thank you for all the time you spent with us. I know you had to, kind of, drag us along at points, but I’m glad you did. Although I no longer sell for Sand Castle, I may find myself selling again in the future and I think everything you taught us will be useful. I can even find ways to use your tips in my current role and in my day to day life. As a side note, I just wanted to thank you for the positivity and the energy you brought to each session. It’s been a pleasure getting to know you as well. Thank you for everything!"
https://coldcallcoach.net/testimonials/marissa-pittelman/
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