Subscribe for FREE exclusive weekly updates from Michael Cage
Why sign up?
Still cold calling for lead generation?
Posted by Michael Cage on Sunday, April 15, 2007When I write about touchy subjects, I get angry E-mails.
In July of 2004, I wrote that businesses and salespeople that rely on cold calling are like functional drunks. They don't grow fully because of it ... in the back of their mind they know it is bad for them ... yet they manage to survive without too many negative consequences. At least for a little while.
I'm glad old posts never get removed, because I got a "best ever angry E-mail" this afternoon from a guy who will remain anonymous for obvious reasons.
He writes...
"As a recovering alcoholic who lived for years as a functional drunk, I'm mad as hell that you'd lump me in with anyone stupid enough to cold call!"
Talk about making my day! 
In all fairness, stupid is way overdoing it. Cold calling takes guts. I know. I cut my teeth as a teen selling fire alarms door-to-door during sweltering Baltimore summers. And people who are taking action and are doing anything to engage their market and grow their businesses have my respect. Far too many sit on the sidelines ... hoping, wishing, and dreaming.
Anyway...
The truth is that most entrepreneurs, salespeople and business owners who drive sales through cold calling simply don't know what they don't know. They see what the competition is doing and copy it. Or they do what they "have always done." Or they have tried another method of lead generation, couldn't get it to work and gave up. Whatever the cause, they simply don't know how to get the many systematic ways there are to generate leads working so that salespeople spend their time selling ... not begging someone to let them get in the door in order to have a chance to sell.
When you know how to engineer effective marketing systems, you flip the roles --- motivated, qualified prospects chase you instead of you chasing them.
These are all topics --- lead generation and business-to-business / b2b marketing (or, my preference, b2e or business-to-entrepreneur marketing) --- that I'll be writing about later this month. If you have any specific questions or comments, now would be a good time to get them in. Oh, and Mr. X, I'd like to thank you for the motivation. 
P.S. I know I haven't posted much lately. Mucho changes happening here, including a launch of a new podcast. Details to follow. Stay close.
13 Comments & Trackbacks (add your own) Add To The ConversationPlease keep your comments on-topic and civil.
Trackback URL for this entry: http://www.entrepreneurslife.com/trackback/1903/
The best b2b marketers have flipped it and get the qualified prospects to chase them. Statistic point to the fact that more than 70% of business these days is done through referral. Think about it. How many times do you open the phone book and call a plumber? You don’t. Entrepreneurs tend to forget this in the flush of focusing on marketing. The quick solution seems to be get sales up. Cold call. Rather than keeping an ongoing focus on what works and why. In the face of closing the month behind, most people resort to activity. It makes them feel like they’re making progress.
Mary Ellen Merrigan on Monday, June 04, 2007Hi Michael,
Veronica on Tuesday, June 19, 2007I agree – cold calling has got to be one of the most difficult ways to make a living. Sometimes you’re successful, but most of the time people are genuinely irritated by cold calling and may yell and/or hand up on you. All in all, most experiences with cold calling are not pleasant.
I, myself, am not comfortable with cold calling, so when I was in the formative years of my business—building clientele—I looked for advice for building a business and I found http://www.breakthroughbusinessdevelopment.com. They promote business by referral – never cold calling. For example: if you have a client appreciation event, invite your clients to bring someone with them and establish a rapport with their guest. They also had a lot of ideas about how to build your business, in general.
For more information, check out http://www.breakthroughbusinessdevelopment.com.
the best joke of the year!
sun on Saturday, December 08, 2007Yes...Cold calling can be really ‘stupid’...especially when reps do it “because they have to.”
Traditional cold calling is a miserable concept, sort of like intentionally walking across a busy highway to see if the corner convenient store is open so that you can buy the winning lottery ticket.
There is a way to turn the process more into a winning game, though. Don’t actually position the process (in your mind) as ‘cold calling’ at all. If you position this process more as a part of your prospect research phase, you can ensure that it is not only productive, but it can also become a great way to network.
Check out the article that discusses how to appeal to your prospect’s inherant desire to help. It works!
http://www.salesracehorses.com/blog/unique-cold-calling-technique-helps-increase-prospecting-success/7/
Scott Trunkett on Tuesday, January 08, 2008Cold calling without question is the most brutal part of sales and business. Although the people who master the skill are always at the top of their industries!!
Ambit Energy on Sunday, February 17, 2008I do not like though I cold often to keep my skills high.
I know it is tough though learn to cold call anyways!
Tony Snow
http://www.ambetenergy.com
I think cold calling for certain businesses is crucial and some is a waste. I always start with a cold call to a business and then follow up with a walk in. It seems to get the appointments.
Small Business Marketing on Friday, March 07, 2008These days cold call in more like cold emailing… I add it as a small but essential part of my overall campaign. There are several good articals in it here.... http://www.ambitiousenergy.com
David McAfee on Saturday, March 08, 2008Interesting post, thank you!
Arkadiy on Tuesday, April 08, 2008I was interested with this theme, shall probably develop it on the блоге, thanks for idea!
Rezak on Tuesday, April 08, 2008We always receive angry letters for the truth. Personally I in many respects agree with the author.
Lunatic on Friday, April 11, 2008For b2b startups, can’t help but do some cold calling.
Jon Orana on Thursday, April 24, 2008I too hate this cold calls… That too when we are busy doing something serious or very important thing, if we get a cold call from some reps.... I feel like scolding them like anything. But I never do, bcoz those reps are getting some job opportunity ... so, I always tell them not interested.....
Roselin on Thursday, May 01, 2008I agree with the post. I don’t cold call. I never have actually. It seems silly.
Attraction marketing is really the only marketing I’ve done. I have also experience the power and viral effect of unsolicited word of mouth advertising.
home based business to start on Monday, May 12, 2008