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.

Recent Entries

Why learn to program
In the post “Why learning to code makes my brain hurt”, Mamie Rheingold explains why it is essential for all…
A focus on transaction cost explains a lot about the economics of the Internet
How a 1930's theory explains the economics of the internet: Ronald Coase discovered “transaction costs” in the 1930s and it…
Importance of Context in Metadata
Listen to this podcast on the importance of metadata in big data.   We need to be able to use metadata…
View Ralph Poole's profile on LinkedIn