Habit 49: Make regular cold calls that are integrated with existing customer calls, project calls and “C” and “D” calls

March 27, 2018 Selling Comments Off on Habit 49: Make regular cold calls that are integrated with existing customer calls, project calls and “C” and “D” calls

To continue with the “Account Development Habits”, let’s look at Habit 49: Make regular cold calls that are integrated with existing customer calls, project calls and “C” and “D” calls.

Last month’s newsletter talked about placing the “Target Account” list into a 90 day calendar. This month, let’s look at the importance of making cold calls. Much of today’s conventional wisdom is against making cold calls. It is thought that with the Internet, e-mail and all the modern conveniences, cold calling is obsolete. I am here to tell you that this is absolutely, positively not true. You cannot be successful in developing a book of business and new accounts without cold calling. It’s a question of how intelligent you are and what intelligence you use when making cold calls.

In previous newsletters I discussed, in detail, developing a “Target Account” list based on companies identical to those companies with which you have had success. I have called those companies, “Success Companies.”

If you develop a list of “Target Accounts” in the manner that I have described throughout these newsletters and you develop a sales piece that describes your previous successes, cold calling becomes a “piece of cake” because you’re going to do it in a smart manner. You are going to integrate the cold calls with existing customer calls, project calls and “C” and “D” calls. You are not going to just go out and make cold calls, as that would be a complete waste of time and money.

In order to develop new customers you have to have some functional, productive methodology in play. The methodology described throughout these newsletters is one that I know works and is productive and is in use successfully.

Habit 49: Make regular cold calls that are integrated with existing customer calls, project calls and “C” and “D” calls.

“A Habit” is not work, but just a thing that is done every day and making regular cold calls that are integrated with existing customer calls, project calls and “C” and “D” calls is critical to your success in sales and can easily become a Habit.

TIME MANAGEMENT. For Top Performers, every task is planned and focused on the goals that earn the results. Top Performers plan and then engage. They act on their plans, they work hard and they get results.

Coaching these skills is a critical part of what we do. We are here to help you develop and implement your Strategic Plan and coach and develop the skills to implement the plan successfully.

We are having great success coaching and implementing these methods and skills and our clients love it!