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I’ve been cold-calling all day, and emailing brochures and related biographical information, as well.And I’ve accomplished plenty. I feel that good sort of fatigue where you know you did your best, planted some great seeds, and you’ll harvest the positive results, soon.A big part of this payoff is attributable to the list I used.Cold calling lists can be magical in five ways:(1) If they’re complete, containing name, rank, direct dial number, conventional and email addresses, you’re in clover. Where can you get such a list? On the web, of course. You’d be amazed at the riches to be mined online if you simply seek them out.(2) Lists organize us. I can’t overvalue this simple fact. When you know exactly who you’re going to call next, this process becomes a lot smoother and more productive.(3) Lists help you to keep the relative power and influence of individuals in perspective. For instance, today I contacted a very snooty lady who tried to say no from the get-go. While I was still invited to email materials, she left me with a bitter taste. Without chewing on this experience too long, I called the next name, and she was delightful.(4) You’ve heard the adage: “Plan your work and work your plan,” right? Lists do this for you. They tell you exactly where you should be heading at any given time.(5) Lists assist in goal setting. I wanted to add 15-20 new prospects to my pipeline, and I hit the target. Tomorrow, I’ll do the same, until I cannot help but reap a huge dividend from my cold calls.Abe Lincoln reportedly said if he had several hours to fell a tree, he’d invest the first few at least in simply sharpening his axe.Do the same by carefully selecting and then following your list.That’s what sharp salespeople do!
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Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities, including UCLA Extension, where he has taught since 1999. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of five degrees, including a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms across America. Much more than a “talking head,” Gary is a top mind that youʼll enjoy working with and putting to use. He can be reached at: gary@customersatisfaction.com
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