I did a two year experiment on myself to examine two distinctly unique ways to generate new business. One with cold calling, the second with what I'd call digital prospecting and inbound lead generation. In 2010, I generated over $250,000 in new business using cold calling. In 2011, I generated over $300,000 in new business without making a single cold call. I'm publishing my rationale, methodology, results and discussion in a white paper shortly at blog.marcbinkley.ca -
I don't totally agree with what this guy is saying, but at the same time it is very interesting to see his opinion. I work in a Multi-million dollar company that increased it's sales revenue by 125 million in the last financial year. I'm only an entry level sales rep, but I can say the most successful people I work with use cold calling to find new business 80% of the time... Also the whole purpose of a cold call is to offer something of value, otherwise it's useless from the start.
Raesnor seems to not understand the basic principals of marketing and selling. There is always a percentage of people who are close to, or at a point, where they are looking for a new solution or provider. Cold calling is done to identify these people, not try to strong arm people who dont' need what your selling.
What he said about cold calling only brings value to you is rediculous, just because you have a referral doesn't mean your not still looking for a sale. If you can make it cold calling you can make it in sales. People will lure people in with the no cold calling sales techniques because cold calling is scary at first and they think they can get lots of people that way.
Never, ever respond to a cold call. If you weren't looking for a product you don't need it. Respond and all you do is make life worse for everybody else who have to put up with even more annoying calls. Remember you don't need what they are selling, if you sign up up you will be dealing with Indian call centres for the next month sorting about the mess.
i've built a successful practice solely through the use of cold calling. i still use it as my primary prospecting method to expand my business. the more ppl believe that cold calling is dead, the better for my business. thanks guy!
I've always felt this way about a salesperson! I hate cold calling, cold canvassing!... I'm going to use Frank's methods in my own business.. (cold callers are annoying you can count on that)
Scandalous. All this talk about having the power and driving up prices. He has some valid points, but the last thing I want is to deal with a salesperson that's more concerned with driving up the price and being the Alpha Dog.
I do not tolerate strangers calling my home, without permission or having been asked or invited, for any reason, but I must say, I am very impressed with this gentleman. Being a psychologist myself, I can hear healthy psychological insights behind the words. He is very smart indeed. Bravo! Dr Alvarez
I think what Frank is talking about here is cold calling "The OLD Way", you know the traditional way of cold calling, making it a numbers game, hard-sell, type of approach.
That's why many, many cold callers don't have "The Power" because they use old fashioned and outdated, desperado cold calling techniques.
I make calls everyday, and I'm never rejected, because I'm not calling to make a sale, I'm calling to see if there's "A FIT" in solving a potential problem, and it's ok if there's not
@NaturalColdCalling yea i totally agree with u. i am now a salesman former appointment setter and that is a big part of my strategy of getting my foot into the door. the sales rep that i was calling for was awesome and they sold at least 80 percent of my appointments set. Now he might have a better way thats more effective, but unless u can get to pretty nice amount of ppl in a short period of time , like u can do with cold calling i dont see it happening.
The next time I get a cold caller calling (and I'm sure there will be one along any moment now. I've had 3 already this evening) I'm playing this down the phone to t he fucker!!
Franks right on so many levals, but very wrong on cold calling,
i cold call every day and i love it because in the first second i switch the power ,so they are needing me more than i need them, i never get rejected as i do all the rejecting, even when i score which is at 25% on lead generation, the other 75% are heartbroken and dejected that they are not my client.
i still turn clients down to see them as they dont fit my criteria. as you have no rejection your power grows and so do your sales.
It's all out there on the web - mini marketing campaigns, white papers, positioning yourself as an expert so that people approach you to solve their problems... and it works. How many people have watched his videos, checked his website, read his articles and then bought his books. Yes, they've gone to him to solve their problems. He hasn't cold called any of them. Same theory whether B2B or B2C.
Frank, Yes! R.I.P. cold calling! Many sales people are still determined to build their business through cold calling. Knocking on cold doors trying to unload your "stuff" might have worked in years gone by but in my view showing up as a business partner who can help customers meet their needs, achieve their goals, and realize their dreams is the work of highly valued and highly paid sales people.
im pretty sure it does demand on what service your business provides!
Dubaifreak 1 month ago
I did a two year experiment on myself to examine two distinctly unique ways to generate new business. One with cold calling, the second with what I'd call digital prospecting and inbound lead generation. In 2010, I generated over $250,000 in new business using cold calling. In 2011, I generated over $300,000 in new business without making a single cold call. I'm publishing my rationale, methodology, results and discussion in a white paper shortly at blog.marcbinkley.ca -
marcbinkley 1 month ago
I don't totally agree with what this guy is saying, but at the same time it is very interesting to see his opinion. I work in a Multi-million dollar company that increased it's sales revenue by 125 million in the last financial year. I'm only an entry level sales rep, but I can say the most successful people I work with use cold calling to find new business 80% of the time... Also the whole purpose of a cold call is to offer something of value, otherwise it's useless from the start.
doncartel69er 8 months ago
only in america.... cold callers in the UK get fucked off, we tend to take the piss door to door sellers get the noisy end of a chainsaw... LMFAO
26TM240 8 months ago
Raesnor seems to not understand the basic principals of marketing and selling. There is always a percentage of people who are close to, or at a point, where they are looking for a new solution or provider. Cold calling is done to identify these people, not try to strong arm people who dont' need what your selling.
wayne60618 9 months ago
What he said about cold calling only brings value to you is rediculous, just because you have a referral doesn't mean your not still looking for a sale. If you can make it cold calling you can make it in sales. People will lure people in with the no cold calling sales techniques because cold calling is scary at first and they think they can get lots of people that way.
MRsquidgers 1 year ago
Never, ever respond to a cold call. If you weren't looking for a product you don't need it. Respond and all you do is make life worse for everybody else who have to put up with even more annoying calls. Remember you don't need what they are selling, if you sign up up you will be dealing with Indian call centres for the next month sorting about the mess.
raesnor12 1 year ago
i've built a successful practice solely through the use of cold calling. i still use it as my primary prospecting method to expand my business. the more ppl believe that cold calling is dead, the better for my business. thanks guy!
pibadar 1 year ago 2
I've always felt this way about a salesperson! I hate cold calling, cold canvassing!... I'm going to use Frank's methods in my own business.. (cold callers are annoying you can count on that)
Terrilliser 1 year ago
Scandalous. All this talk about having the power and driving up prices. He has some valid points, but the last thing I want is to deal with a salesperson that's more concerned with driving up the price and being the Alpha Dog.
DirkXXVI 1 year ago
I do not tolerate strangers calling my home, without permission or having been asked or invited, for any reason, but I must say, I am very impressed with this gentleman. Being a psychologist myself, I can hear healthy psychological insights behind the words. He is very smart indeed. Bravo! Dr Alvarez
DrCAlvarez 1 year ago
I think what Frank is talking about here is cold calling "The OLD Way", you know the traditional way of cold calling, making it a numbers game, hard-sell, type of approach.
That's why many, many cold callers don't have "The Power" because they use old fashioned and outdated, desperado cold calling techniques.
I make calls everyday, and I'm never rejected, because I'm not calling to make a sale, I'm calling to see if there's "A FIT" in solving a potential problem, and it's ok if there's not
NaturalColdCalling 2 years ago 2
@NaturalColdCalling yea i totally agree with u. i am now a salesman former appointment setter and that is a big part of my strategy of getting my foot into the door. the sales rep that i was calling for was awesome and they sold at least 80 percent of my appointments set. Now he might have a better way thats more effective, but unless u can get to pretty nice amount of ppl in a short period of time , like u can do with cold calling i dont see it happening.
enoyes2005 1 year ago
The next time I get a cold caller calling (and I'm sure there will be one along any moment now. I've had 3 already this evening) I'm playing this down the phone to t he fucker!!
Dogboy73 2 years ago
Franks right on so many levals, but very wrong on cold calling,
i cold call every day and i love it because in the first second i switch the power ,so they are needing me more than i need them, i never get rejected as i do all the rejecting, even when i score which is at 25% on lead generation, the other 75% are heartbroken and dejected that they are not my client.
i still turn clients down to see them as they dont fit my criteria. as you have no rejection your power grows and so do your sales.
pilytkid 3 years ago
I agree, and your approach is brilliant.
br5439 2 years ago
Frank has a point of course.
In times of recession though when incoming leads dry up from referrals, personalised letters and so on, cold-calling may have to be relied upon.
Jeremycj 3 years ago
This guy is SO RIGHT ON. OMG, read his book, he is so on target.
wetredlips30 3 years ago
This all sounds great if your company has great visibility and people are beating your door down for your product or service.
So what is your approach to get people to come to you without cold calling?? Oh yeah, I have to buy your book to find out :(
cgraham149 4 years ago
It's all out there on the web - mini marketing campaigns, white papers, positioning yourself as an expert so that people approach you to solve their problems... and it works. How many people have watched his videos, checked his website, read his articles and then bought his books. Yes, they've gone to him to solve their problems. He hasn't cold called any of them. Same theory whether B2B or B2C.
andrewshere 4 years ago
Frank, Yes! R.I.P. cold calling! Many sales people are still determined to build their business through cold calling. Knocking on cold doors trying to unload your "stuff" might have worked in years gone by but in my view showing up as a business partner who can help customers meet their needs, achieve their goals, and realize their dreams is the work of highly valued and highly paid sales people.
Sue Melone
SueMelone 4 years ago
good call on using youtube- alot more accessable than txt docu's
paig1 4 years ago