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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’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’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
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
“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 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
“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 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
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
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 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

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/

Matthew Gillard

Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very...
Cold Call Coach
2018-07-10T07:06:11-05:00
Account Executive / McLean Hallmark Insurance Group "I used to make about 200 calls to book an appointment and very few voicemails got returned. Now about 50% of my conversations become appointments and about 20% of my voicemails get returned. That's life changing - and I couldn't be happier."
https://coldcallcoach.net/testimonials/matthew-gillard/

David Cantliffe

President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going...
Cold Call Coach
2018-07-20T06:57:00-05:00
President & Founder / BottomLine Advantage, LLC "Paul’s philosophy is a complete departure from typical cold calling training! After going through the training and booking several one-one sessions, Paul’s approach has radically changed my appointment setting results. With my "C"-level executive prospects, very few answer their phone. Paul’s training includes invaluable insights for effectively working with executive gate keepers to get messages returned as well as getting voice mail returned from executives that were previously unresponsive. If you read the testimonials listed on Paul’s web site, you’ll see the reoccurring theme of "life changing". I wholeheartedly agree and recommend Paul Neuberger’s cold call training to anyone serious about improving their results. I also recommend that you engage Paul one-on-one for several sessions to experience his skill at fine-tuning a message that will resonate with your target audience."
https://coldcallcoach.net/testimonials/david-cantliffe/

Chillon Leach

Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging...
Cold Call Coach
2018-08-02T19:52:39-05:00
Textile Artist / Self-Employed "This is just what I needed and when I needed it! Mr. Neuberger's professional and engaging delivery and his personal, caring approach to his vocation suits me and my learning style."
https://coldcallcoach.net/testimonials/chillon-leach/

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/
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