Selling: Every Cold Call Can Be Warm


Ben Casnocha: The Blog: Richer First-Time Interactions: Every Cold Call Can Be Warm

It is really hard to be inspired by cold calling!  I must be like most people and avoid this type of interaction with people that I don't know.  Never the less, Ben Casnocha, in his blog, Ben Casnocha: The Blog, suggests that there is never a need for a cold call.  You can always warm up a call by finding something out about a person, especially today with the amount of information that there is available on the Internet. 

Here is Ben's advice:

I hardly ever agree to talk to someone random who says, "Hey Ben, read your blog, wanna talk on the phone this week?" On the other hand, I do like talking to people -- like a fellow named Dan did today -- who provide more color. Something like, "Hey Ben, I've been reading your blog. I share your views on religion and self-improvement. I don't agree with you on X, but would love to talk about it sometime. Here's some background on who I am. XYZ. We also seem to share XYZ as friends."

I still write cold call emails to people I want to meet -- though far less frequently than I used to, since I'm now usually a degree or two away already -- and always try to show that I have looked him/her up and do see real reasons why we should talk. Perhaps similar interests. Common friends. Common career path. Common reading list. Whatever.

There's no excuse not to make a first-time interaction rich. With blogs and Google, every cold call can be warm.

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