This was the heading from a LinkedIn post “Most Salespeople Aren’t Making Cold Calls”. It went onto say that people are not making cold calls because they are too scared and then a list of things you need to do to make you less scared.
I would have agreed, probably 5 years ago, but salespeople don’t make cold calls because they don’t have to.
We don’t. In fact we do no outbound marketing. We place no adverts, we send no unsolicited emails, we deleted our email list (because of GDPR) and we make no cold calls. Why?
Because the world has changed and we are able to filter all this out, either through our own heads or we use technology or legislation.
For example, for technology, we use ad-blockers, filters on my email so that spammers go straight into delete mail box and I use the new iOS 13 functionality so any person who calls me that isn’t in my address book goes straight to voice mail.
If I cold called, not only doe I have to try and trick my way through to somebody who doesn’t want to talk to me, I also have to try and dodge my way through all that tech.
In terms of legislation, here in Europe we have GDPR, in the US you will soon have CCPA with many states following. Watch my video on this here youtu.be/PSHfNrRA2h0
Recently Adam Gray and I were in San Francisco – We stayed at a strangers house (AirBnB) we travelled around in strangers cars (Uber) and we decided where to go based on the advice of strangers (TripAdvisor).
The whole of society today seems to be based on trust and this translates into the way we work.
Some trust has been delegated to us by our parents, my toothpaste and my washing powder for example. That said we are very fickle people, I now use the toothpaste my partner prefers.
Walk into any networking group, walk up to a stranger and we will always try and connect to build trust. We ask questions like “did you travel far?” to try and find areas of commonality. This builds trust.
In sales (as a new business salesperson) we have to find ways to build trust and at scale. The problem with sales today is that it is still built on the inefficiencies of yesterday.
Let’s talk to as many people as we can and hope that one of those wil like us and buy something. The trouble is it’s so inefficient.
Wouldn’t it be great to only talk to the people in the room who want to buy? Wouldn’t it be great to filter out the people who will never buy? Wouldn’t it be great to filter out the people that will never like us?
Priscilla’s profile does just that, it filters out the people that won’t buy from her.
Everybody I show this too, want to meet her.
Just think, you’re sales people having profiles on the internet that people actually want to meet, rather than the ones you have right now that people want to avoid.
Imagine the impact that would make on your sales?
Imagine if you scaled that across your business?
It might solve your talent problem, your retention problem, your branding problem, your leads problem …
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