Cold Calling: What’s Stopping You?

April 4th, 2008 by Frank Damelio

phoneFor most businesses there is no substitute for efficiency of cold calling.  Yes . . . networking, advertising, inbound-based marketing, SEO are all vitally important; but if you’re missing the cold calling component, chances are you’re missing out big time.

Carl Harvey is Target Intellect’s cold calling guru.  He makes a compelling case that lack of technique is not the issue; it’s simply a matter of “just doing it”.  In his book What’s Stopping You,  he indicates that even the best sales people tend to be weakest with cold calling.  They typically find other things to do including answering voicemail and email.  The issue is that by not having a systematic cold calling plan, they are ignoring vast potential for business generation.

In our research, the real reason we avoid cold calling is discomfort.  Very few people are truly impervious to rejection.  But, as Carl tells us, every time we retreat from our discomfort we make that task more imposing.


A simple question:  What would it mean to your business if you were calling on 100 prospects per week, and you had a system for quickly identifying their pain and making a plan for the next step? If you have a sales force, what would it mean if every member were consistently following the plan?

Step I:  Create a Word Document, and write down what you think you could achieve by having a successful and consistent cold calling program.  Save it under Cold Calling Success.  That’s it. 

Today, make a commitment to systematically follow the plans outlined in this blog to grow your business.  They work.  They have helped me build my company and they have helped my clients build theirs.

Small incremental steps will create a world of possibility for you; and I’m looking forward to joining you on that journey.

Please feel free to share your Step I answers on this blog.



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Public Speaking: Get the Most Out of Networking

March 30th, 2008 by Frank Damelio

calculatorDo the math.  When you belong to a networking org, you might spend two or three hours to get one or two minutes of air time to educate your group about what you do.  In this sense, air time is an expensive investment; yet it is often squandered.  Why?  Most people speak at a D+/C- level. 

Starting an elevator pitch with “Yeah, hi, I’m Bob and uh, um, we do insurance for anyone who owns a home . . .” and ending with ” . . . that’s about it, thanks” is simply squandering opportunity.

Why does this happen so often?  1) Most people do it; so  poor presentation appears normal and acceptable. 2) Cultivating the skills to be a dynamic presenter who commands attention and calls people to action requires effort and creativity. The payoff, though, is huge.

Let’s start here.  Your greatest loss when you present your value proposition to a group of networkers is that many are not listening.  Even a brilliant value is worthless if your audience is thinking or whispering about something else.

Before you launch into your value prop, how can you be sure that they are paying attention?

Here are some tips:

1) Avoid sitting when you speak; even if everyone before you has not stood up.

2) Stand up and PAUSE before you launch into your presentation.  Scan your audience. This may feel awkward; so what?

3) Ask, for a show of hands . . . (example: “show of hands, how many people here dislike cold calling?”) Make sure your question will apply to most; so many hands go up.  Anyone not listening will immediately snap back into the presentation to avoid looking foolishly oblivious.

The Pause, Scan, and Question = attentive audience.  You’re paying a great deal in time and money for them to hear you.  Now that they’re listening . . . 

/Tune in soon for the continuation of this topic discussion; and feel free to add your comments/

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