It’s funny, because when I use a headline like “THE Best Cold Calling Advice Hands Down” my website traffic will triple that day. (Don’t worry, I didn’t try to trick you, I have every intention of giving THE best cold calling advice hands down).
But when I use a headline that has “Social Networking” “LinkedIn” “Social Selling” you all haul ass out of here.
One might argue that the cold calling topic is more appealing because you know cold calling works.
I disagree! I think it goes much deeper than that!
The bulk of this audience clings too tightly to cold calls and resists doing the things that complement (aka “WARM UP”) the cold call. The cold call is comfortable to you so you don’t want to move away from what makes you comfortable.
There are also too many of you who are afraid of technology.
And quite frankly, there are some who might be “old dogs” who refuse to be taught new tricks.
Some of you are waiting for compelling evidence that social networking is worth your time. Kind of makes me wonder what it would have been like to be the dude/dudette who held out on using the telephone (back in the late 19th century) because they were waiting to see if it was more effective than door knocking. But seriously, you would be better served conducting your own experiments with social networking instead of waiting to have your mind blown by some case study.
Some of you are waiting to get your boss’s approval. Why? Do it anyway. Trust me when I tell you that as long as you keep it between ethical and legal, all they care about are your results.
Some of you have seen an overabundance of so called “experts” and when you took a closer look, realized that all they were really hyping was a bunch of hype! That just means they were ineffective NOT the platform!
Some of you think that the minute someone like me mentions social networks, we are telling you to abandon the phone. Run away from these types very fast. I maintain that there is room for multiple types of touches that complement, not replace our phone efforts.
Some of you don’t “get” social networking but unfortunately (and don’t shoot the messenger) your prospects don’t care what you get. They go where they want to go and you are never part of their consideration.
Things Are Changing With Or Without You!
More and more of the buyer’s journey now takes place online.
In many ways, social networks are the new golf course where intros are made, bonds and alliances are formed and deals are made.
The average person is checking their smartphone 150 times a day. For some, visiting their social networks is a nice chunk of that number!
There are now approximately 3 BILLION social networking accounts worldwide. That makes me think that a good chunk of your clients and prospects are there with or without you.
FYI: I’ve been selling for 32 years. I was the guy making 300 dials a week. I’m here to tell you that it was a hell of a lot easier back then. You know, when people actually answered their phones and didn’t have the 9 second attention span that they have today. And that 9 seconds is the actual attention span of the human race as reported by a study done by the BBC.
I’m also here to tell you, that you’re missing out because of your reluctance to move into the 21st century.
Here’s What I’d Like For You To Do
Open your mind to things beyond a cold call (did I mention that this is the 21st century?)
Pick up a book, watch people and how they embrace their networks or even take a course or hire a coach that marries social networking in with the phone.
But do understand that refusing to explore ALL of your options, is a weak strategy at best!
And Now, THE Best Cold Calling Advice Hands Down;
There’s no need to call cold when there are so many opportunities to call warm instead!
A good social network will help!
Are you working your network or, just collecting a bunch of useless names on your screen?
If you’d like to check out a cool, online course that can help you sell more via your social network, click HERE
