Take the Cold Out of Cold Calling by
Sam Richter
A "Hands On" Tool
If information is power, Take the Cold Out of Cold Calling is power on
steroids! Know more than you ever thought you could (or should) about
your clients, prospects, and competition. No more winging it. No more
guessing what the other person cares about. Take the Cold Out of Cold
Calling is a fascinating journey into the world of information, how to easily
find it, and how to apply it to make sure you are offering relevant solutions.
By practicing the techniques taught in the book, you will make a great first
impression during sales calls and you will provide value and build
meaningful and mutually beneficial client relationships. Once you master
Warm Call techniques, you win more business, establish deep
relationships with clients, and have more fun. In Take the Cold Out of Cold
Calling youll discover the secret world on online information, how to find it,
and how to use it. Youll get step-by-step instructions along with real
examples. Youll learn...
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- its scary what this amazing search engine
can help you find.
- The Invisible Web -- sites most people and search engines dont know
about and cant find.
- How to access premium information resources at no or very low cost.
- The theory of the Fourth R and value-based warm call selling.
- How to massively increase your credibility with prospects and existing
clients.

- How to use the Customer Data Aggregator and expert Warm Call Scripts
to organize information and make a great first impression. If you are
involved in business development, sales, or account management in any
way, youve cold called. Any time you meet with a prospect or existing
client without knowing about them, their issues, and how your company is
relevant to something they care about, you run the risk of losing credibility
and worse, losing the deal. The top 1% of business development pros and
sales people understand the value of information, how to access it, and
how to apply it and win. With Take the Cold Out of Cold Calling, youll get
the tools and training you need to join the club. The book includes access
to online Warm Call Resource Center. Awards:
2008 Sales Book of the Year Silver Medalist
USA Book News Book of the Year -- Finalist
Personal Review: Take the Cold Out of Cold Calling by Sam
Richter
Many times during the day, I am looking for different bits of information
online. Like many people, I often turn use the easiest source (Google)
instead of the best source.
While I've read the book, The Invisible Web (some time ago), Sam Richter
points out on page 99 of his excellent book, Take The Cold Out of Cold
Calling, "In my presentation, when I ask people what percentage of web
pages that can be accessed by search engines like Google and Yahoo, the
typical response I receive is 75 percent or higher. Would it surprise you
that at best -- combined popular search engines probably index less than
20 percent of publicly accessible Web pages?"
Step-by-step Sam Richter gives specific tools for the reader to excel at
research and information gathering. Why? As a writer, the more you know
about a target publication or publisher, then you will be more equipped to
target your pitch and submission.
In the introduction to Take The Cold Out of Cold Calling, Richter writes,
"Knowing what's important to your prospects, what their competitors are
doing, and what their industry trends are is imperative for proper meeting
preparation. Information is the key for building your credibility, offering
customized and relevant solutions, and providing ongoing client value.
Understanding your client's world is ultimately what differentiates one
company--and one salesperson--from another." (page III of preface)
This book is packed with incredible online resources to learn about
different industries. For example, in the publishing community, this book
highlights [...] which is a database of more than 150,000 magazines,
journals, newsletters and other periodicals. It is free but registration is
required.

Or consider this resource Richter highlights, "Imagine if you could use the
Web to locate a company's employee directory? Unless the company
made a big mistake and posted it online, you probably can't. [...], however,
might be the next best thing." (page 169)
I've only used two of many examples with great detail in this excellent
resource. The other tool that every reader can use is the resource center
called "the Warm Call Center." Go to this site ([...]) , register with your
email address and you will have access to a wealth of links and resources
for any time of research. I downloaded the toolbar to my browser and it's
been an amazing resource to use as I do research.
Sam Richter has pulled together a remarkable resource. I highly
recommend.
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