Do you think “cold calling”? Do you think that cold calling and prospecting are synonymous? If so, you’re not alone. Most sales people immediately think “cold calling” when they hear “prospecting”. They’re not the same. Cold calling is one of many methods of prospecting, but prospecting is not exclusively cold calling. Prospecting is a critical component to greatness in sales, but if it’s not just cold calling, what is it? Below I’ve shared many methods to gaining appointments, or prospecting, and not one is cold calling. Enjoy…
- Referrals from customers
- Networking group referrals
- Speaking in front of qualified audiences
- Contributing to blogs and LinkedIn groups
- Adding and sharing content on social media
- Working with technology partners for introductions and intel
- Working with general contractors, electrical contractors, and consultants for introductions and intel
- Research, research, and more research in the local business and industry journals, LinkedIn, etc.
All of these activities will lead to you finding targeted prospects and gaining appointments. Here’s the key difference: you’ll get the appointments because of your professional services and intelligence that you’ll be providing … not just because you’ve been beating down their doors, and they decided to “give you a shot” because of your persistence.
What do you think? I want to hear from the cold calling machines out there.
