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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

“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
“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
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
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
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
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
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/

Schuyler File

Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold...
Cold Call Coach
2017-09-27T18:12:37-05:00
Healthcare Consultant / The Benefit Services Group "The Cold Call Coach Program works! Initially, I was skeptical of the Cold Call Coach Program because I was having so little success on my own and did not believe the program could work. However, after the first session or two I understood that I had the wrong approach and the program was providing the tools I lacked. After completing the program, I have been getting a call back rate on voicemails that alone is worth the price of the program and this does not even include the success I have had when speaking with the target of my calls. I would recommend this program to anyone trying to increase sales through cold calling."
https://coldcallcoach.net/testimonials/schuyler-file/

Linda Layber

District Sales Coordinator / Aflac "Brilliant, yet simple. You'll wonder why you didn't see it all along. Paul is an...
Cold Call Coach
2019-03-06T05:43:45-05:00
District Sales Coordinator / Aflac "Brilliant, yet simple. You'll wonder why you didn't see it all along. Paul is an engaging educator, so much so that he takes the dread out of cold calling and makes it easy, effective and doable, for everyone. Highly, highly recommend his system."
https://coldcallcoach.net/testimonials/linda-layber/

Tom Feldhusen

Executive Adviser / Culture Index "The expression "Cold Calling is Dead" could not be more far from the truth –...
Cold Call Coach
2019-03-15T10:41:16-05:00
Executive Adviser / Culture Index "The expression "Cold Calling is Dead" could not be more far from the truth – People have simply been convinced that it no longer works based upon their experience and ultimate failures when it is not used properly. Paul’s approach and expertise in helping you script your cold call message is spot on. His method will yield results that can be measurable for your business if you let him re-teach you everything you have learned about picking up the phone and calling a cold contact. Paul takes you through a process that requires thought and relentless pursuit of perfecting your message which results in a laser focused, quality first impression cold call. Voice mail? Paul has an answer for that as well. Cannot get past the "pit bull" answering the phone? Paul has an answer for that. Thank you, Paul. You have transformed my business with your tutelage."
https://coldcallcoach.net/testimonials/tom-feldhusen/

Cody Garvin

Sales Manager / Express Employment Professionals "Paul is the most energetic and engaging speaker I have had the chance to...
Cold Call Coach
2017-11-07T06:18:49-05:00
Sales Manager / Express Employment Professionals "Paul is the most energetic and engaging speaker I have had the chance to see. Like the scripts he helps his audience design, I was hanging on his every word when I saw him speak. His framework for successfully scripting calls gives cold callers a new level of confidence when they are reaching out to potential customers and helps them sound like a normal person rather than the stereotypical 'smarmy salesperson'. This framework has also helped me personally to know who I should be reaching out to, what to say when I do, and how to get callbacks when I don’t connect. I’d highly recommend Paul to anyone who is looking to increase their knowledge, be more effective on the phone, and ultimately advance their sales career."
https://coldcallcoach.net/testimonials/cody-garvin/
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