Driving, Flying, and Cold Calling

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Cold calling works. That's what people tell me all the time. However, both driving and flying cross-country work. The difference is that one works FAR more than the other. Learn why cold calling is so extremely inefficient, even if you believe that it works, and how you can sell so much more than you are today, without cold calling. Learn more at http://www.nevercoldcall.com/

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  • Yesterday I was participating in a discussion in LinkedIn Groups, explaining all the reasons why small business owners like me won't take cold calls. Like clockwork, someone replied with that old time-worn objection: "Cold calling works for me."I went into my explanation of how cold calling never really works, even if you think it does. Results from cold calling can be very deceiving, because they distract salespeople from the simple fact that cold calling is extremely time-consuming, and therefore limits your sales production by time.To be brutally honest, I'm tired of explaining this to people, because it comes up almost every day, and in thinking of how to get the point across a bit more effectively, I thought of an analogy between driving a car, flying in an airplane, and cold calling, along with the investment required for each.When someone says that cold calls "work," what they're really saying is that they're making sales from cold calls. The argument is that they don't need to learn alternatives to cold calling, because it's already getting sales.Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!This reminds me of salespeople who stick with cold calls, because they think it "works," without realizing how terribly inefficient it is. It all comes down to time management. Cold calling is exceptionally time consuming, and if you crunch the numbers, you'll find that it's practically impossible to earn a very high income - well in excess of six figures - if you are spending hours each day cold calling, rather than face-to-face with qualified prospects who are ready to buy right now.Furthermore, my interpretation of the "cold calling works" crowd, after conversing with hundreds of them, is that they're not willing to make the initial investment in time and learning to begin getting away from cold calling.Nowadays we have the Internet and social media, which gives us practically unlimited information on target prospects, along with virtually unlimited ways to connect with them in ways that are far more effective than cold calls.However, there is a learning curve involved. This one fact alone would explain why those who are dedicated to cold calling tend to be veterans, or "old timers" if you will, while younger salespeople in their twenties and early thirties are quickly becoming masters of selling with social media.It's been said that capitalism is an ongoing process of creative destruction, where old methods of doing business are continually replaced by newer and more efficient methods. Cold calling is going the way of creative destruction right now, as modern technology and especially the Internet and social media give us a much better way to connect with targeted, qualified prospects, without the excessive time requirements of cold calling.
  • Yesterday I was participating in a discussion in LinkedIn Groups, explaining all the reasons why small business owners like me won't take cold calls. Like clockwork, someone replied with that old time-worn objection: "Cold calling works for me."I went into my explanation of how cold calling never really works, even if you think it does. Results from cold calling can be very deceiving, because they distract salespeople from the simple fact that cold calling is extremely time-consuming, and therefore limits your sales production by time.
  • To be brutally honest, I'm tired of explaining this to people, because it comes up almost every day, and in thinking of how to get the point across a bit more effectively, I thought of an analogy between driving a car, flying in an airplane, and cold calling, along with the investment required for each.When someone says that cold calls "work," what they're really saying is that they're making sales from cold calls. The argument is that they don't need to learn alternatives to cold calling, because it's already getting sales.
  • Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!
  • Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!
  • Likewise, someone who spends several days driving from New York to Los Angeles will get there just as reliably as someone who gets on a flight and arrives in about five hours. The only difference is that they chose a far less efficient method.The person who drives from NY to LA may have chosen to do so due to the lower perceived investment. On the surface, it's cheaper to hop in the car and get on the highway, than it is to spend several hundred dollars on an airline ticket, in addition to airport parking, rental car fees, and other costs.But, once that person arrives at the final destination, they realize it isn't so cheap after all. The cost of fuel and tolls alone will equal or exceed that of the airline ticket, and they'll have to do it all over again to get back home!
  • This reminds me of salespeople who stick with cold calls, because they think it "works," without realizing how terribly inefficient it is. It all comes down to time management. Cold calling is exceptionally time consuming, and if you crunch the numbers, you'll find that it's practically impossible to earn a very high income - well in excess of six figures - if you are spending hours each day cold calling, rather than face-to-face with qualified prospects who are ready to buy right now.
  • Furthermore, my interpretation of the "cold calling works" crowd, after conversing with hundreds of them, is that they're not willing to make the initial investment in time and learning to begin getting away from cold calling.
  • Nowadays we have the Internet and social media, which gives us practically unlimited information on target prospects, along with virtually unlimited ways to connect with them in ways that are far more effective than cold calls.
  • However, there is a learning curve involved. This one fact alone would explain why those who are dedicated to cold calling tend to be veterans, or "old timers" if you will, while younger salespeople in their twenties and early thirties are quickly becoming masters of selling with social media.
  • It's been said that capitalism is an ongoing process of creative destruction, where old methods of doing business are continually replaced by newer and more efficient methods. Cold calling is going the way of creative destruction right now, as modern technology and especially the Internet and social media give us a much better way to connect with targeted, qualified prospects, without the excessive time requirements of cold calling.
  • Driving, Flying, and Cold Calling

    1. 1. A presentation byFrank RumbauskasNew York Times Best-Selling AuthorDriving, Flying,& Cold Calling
    2. 2. My Groups | Group Directory | Create a Group | FAQ Recent Discussions: Why small business owners like me wont take cold calls.“Cold calling works for me.”From: Ice-Man | 5 min ago | See 1 comment“Cold calling never really works, even ifyou think it does. Results from coldcalling can be very deceiving, becausethey distract salespeople from thesimple fact that cold calling is extremelytime-consuming, and therefore limitsyour sales production by time.”From: NeverColdCall | 3 min ago | See 1 comment
    3. 3. To be brutally honest, Im tired ofexplaining this to people, because itcomes up almost every day, and inthinking of how to get the point across abit more effectively, I thought of ananalogy between driving a car, flying inan airplane, and cold calling, along withthe investment required for each.
    4. 4. When someone says that cold calls "work," what theyrereally saying is that theyre making sales fromcold calls. The argument is that they dont need tolearn alternatives to cold calling, because its alreadygetting sales.
    5. 5. Likewise, someone who spends several days driving from New York toLos Angeles will get there just as reliably as someone who gets on aflight and arrives in about five hours. The only difference is that theychose a far less efficient method.
    6. 6. The person who drives from NY to LA may havechosen to do so due to the lower perceivedinvestment.On the surface, its cheaper to hop in the car and geton the highway, than it is to spend several hundreddollars on an airline ticket, in addition to airportparking, rental car fees, and other costs.
    7. 7. But, once that person arrives at the finaldestination, they realize it isnt so cheap after all.The cost of fuel and tolls alone will equal orexceed that of the airline ticket, and theyll haveto do it all over again to get back home!
    8. 8. Cold calling is verytime-consuming.It all comes down to timemanagement.Cold calling is exceptionallytime consuming, and if youcrunch the numbers, youllfind that its practicallyimpossible to earn a veryhigh income - well in excessof six figures - if you arespending hours each daycold calling, rather thanface-to-face with qualifiedprospects who are ready tobuy right now.
    9. 9. Furthermore, my interpretation of the "coldcalling works" crowd, after conversing withhundreds of them, is that theyre in time andlearning to begin getting away from coldcalling.
    10. 10. Nowadays we have theInternet and socialmedia, which gives uspractically unlimitedinformation on targetprospects, along withvirtually unlimited ways toconnect with them inways that are far moreeffective than cold calls.
    11. 11. Learning CurveThis one fact alone would explain why thosewho are dedicated to cold calling tend to beveterans, or "old timers" if you will, whileyounger salespeople in their twenties and earlythirties are quickly becoming masters of sellingwith social media.
    12. 12. Its been said that capitalism is an ongoingprocess of creative destruction, whereold methods of doing business are continuallyreplaced by newer and more efficient methods.Cold calling is going the way of creativedestruction right now, as modern technology andespecially the Internet and social media give usa much better way to connectwith targeted, qualified prospects,without the excessive timerequirements of cold calling.
    13. 13. Thank You For Reading!For a FREE 37-page PDF preview of the Never Cold Call Again system, please visit www.nevercoldcall.com © Copyright 2012 by FJR Advisors. All rights reserved.

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