Author Archive

Stop Cold Calling!

April 15th, 2010

There are a lot of good reasons to pick up the phone and reach out to new prospective customers. When it comes to finding new business opportunities, the phone offers a high level of efficiency, is relatively inexpensive, and is a great way to gather valuable information that can help us find business.

However, cold calling isn’t really selling–it’s more closely aligned with marketing. In fact, let’s stop using the term “Cold Call” and replace it with the term “First Contact Call” (FCC). Use these FCC’s not to “make sales” but rather to qualify or disqualify further actions. After all, “making a sale” for most of us, takes more than one phone call. (more…)

I Hired Experienced Sales People, So My Job Is Done. Right?

March 29th, 2010

Small business owners tend to stay small because they do not install systems and processes into their business. Most owners want to hire “experienced” sales people. The mentality is to hire someone, teach them about their products and services, then expect the person to “go sell”. What’s the problem? If we hire experienced sales people, once they learn the product or service, they should be good to go, right? (more…)