October 10, 2006
We're Being Fooled
I get very angry when I read books that claim to be about not cold calling or about referrals (and I’m not going to refer you to them), when they actually are talking about cold calling and networking.
Networking is about connecting with people. Period. We can network one-on-one or in groups. It’s obviously important to network to build relationships which then could turn into referrals, but networking is not the same as referral selling. If you want to learn how to network, check out Susan RoAne’s books. She is the country’s expert on networking and a phenomenal speaker!
Check out opportunities to network in your city. Metropolitan Chambers of Commerce have excellent events. Check out www.bni.com. Here are some women’s groups that are excellent: www.nawbo.org, and www.nafe.com.
There is no way to make cold calling more effective.. Here is my definition of a cold call: Calling someone who does not know you and is not expecting your call. That’s it. A call is either Cold or Hot. There really is no such thing as a warm call. A Hot call is when we have an introduction, and that is the only kind of call I make. When you have an introduction, you are pre-sold, your competition fades or disappears, and you already have credibility. Your sales cycle is shortened and now you have the time to ask for and receive even more referrals!
Check out Tom Snyder’s article Prospecting: What Winners Do—and Losers Don’t and read the first paragraph.
Posted by Joanne Black at October 10, 2006 10:15 AM | TrackBack