Death of the Cold Call...Maybe
If you sell something B2B these days I suggest SLOWING DOWN a tad and doing something I know will be anathema to fast…
Social Selling = Death Of The Cold Call
If you sell something I hope you like to read. Read the Thank You Economy or Crushing It by Gary Vaynerchuk BEFORE you make your next cold call. Gary will school you in the ways of the new sales Kabuki.
Here is some of the "new social selling" suggestions shared in the linked post:
* Send prospects a LinkedIn Request.
* REVIEW prospects' LinkedIn profiles before the call.
* Follow prospects on Twitter & their blogs.
* NO SCRIPTS, read and note backgrounds.
* Know what prospects LOVE before the call.
To understand the NEW social selling, this new Kabuki where just because you can reach more people doesn't mean a strong arm is a good thing to have or even try, is to walk softly, listen more than you talk and know and respect those you "cold call".
If you are NOT making sales don't blame buyers. I've known and worked with several GREAT salespeople and they worked on their instrument relentlessly. Great sales people are kinetic motion. They are always learning, reviewing and thinking about how to connect, listen better and serve.
Great sales people aren't selfish or manipulative. They are invested and in the moment able to make connections in an instant and willing to share. If you aren't already a GREAT sales person or willing to learn how to create "social sales" good luck with that. Send a postcard from your next gig.
If, on the other hand, you are willing to sign on to constant improvement and want to change the world in some measurable way this time was created or you.
Welcome to the Death of the Call.