Great comment, Thank you!

Cold Calling has certainly gotten a bad rap in the last few years – I’m not exactly sure why – but I can tell you that I personally have built 4 very successful businesses by cold calling.

So while most people, business owners and coaches are afraid to cold call – I see this as being good for me. Because if they are not cold calling my accounts then I don’t have to worry about them “going after or getting my business” Which just suits me fine.

Successful people are not afraid to go out and get what they want out of life.

So what is the difference between networking and cold calling?

Why cold call when you can network?

1) Well first of all I believe all businesses should have a mix of how they build and grow their business -so I would advocate 6 to 8 different business building activities. Cold calling and networking being only 2 of those pieces of the pie.

2) When you cold call – you are being proactive instead of reactive – I am approaching the accounts that I want as customers.

3) When a person relies on networking or marketing as a means of only building their business – they are generally being reactive in nature.

If you would love to land Company ABC as an account – just how much time are you going to waste hoping that you are going to get lucky and that they are going to call you? Or that you are going to get lucky and someone in your networking circle/group is going to know someone that works at that company.

I’m not saying either of those 2 scenarios can’t happen, nor am I saying that marketing or networking is ineffective (I teach them both) – I am just saying getting that lead you you want with a specific company doesn’t happen with the frequency that sales coaches and sales trainers who are afraid to cold call would lead people to believe.

As sales coaches or trainers we can teach people to be weak, or we can teach them to be brave, to embrace their power and to become much bigger and more powerful versions of themselves.

Thank you Jeff for your comments, have a great day!

Kevin

Expectations definitely impact how one feels about the outcome. In b2b sales, cold calling expectations often don’t make sense. Compare it to a networking event with 100 people. At the event you get to shake hands and look people in the eye. People are there to meet people. Nonetheless, if you come out of the event with even a few business cards, many sales people consider that a success. If you come out with an appointment or two, it was an awesome success.

If you cold call 100 people which is not face to face interaction and is typically an interruption, why would one expect to do better than the networking event?