There are two major traps that salespeople and entrepreneurs alike fall into. I've fallen into both myself, first as a salesperson, and then again as an entrepreneur, in the initial years after I started NeverColdCall.com.
The "Genius" Problem
When I was selling in late 1999/early 2000, my specific territory was an area of town that was very business-dense, so there were a huge quantity of B2B prospects there, but that area was also notorious for the arrogant and so-called "fake" people who both lived and worked there.
During that time, I repeatedly came across the "genius" problem: People who had the attitude that if they didn't already know about something, then it must not exist; therefore it was very difficult to get appointments with these people. (Eventually I realized that I DID NOT WANT appointments with these people - they weren't worth my time.)
Never mind the fact that I was selling a brand-new, cutting-edge technology that they absolutely didn't know about. In their minds, they already knew everything!
I did the same thing for a while after initially enjoying financial independence, which unfortunately didn't last all too long because I also fell into "genius" mode. I was doing so well with so little work that I closed my mind to further learning and had fun instead. Then eventually I came to my senses and gave up the "I don't work anymore" routine - as you can tell from these emails, I now work - a lot!
Salespeople do it too. I fell into the trap, which was particularly dangerous at a time when the Internet was just beginning to take over, and it began to make older, albeit proven, lead-generation methods less and less effective.
The "Complacency" Problem
This is the more dangerous of the two. I know I did it, first in sales when the leads and commission checks were pouring in with little effort. When 9/11 hit, the economy crashed - and I was forced to reinvent FAST - I gave up my complacency in a hurry.
I did it again after starting NeverColdCall.com, at the same time I had considered myself a "genius." I was fat and happy, as the saying goes, and let things run on autopilot for a while.
Of course, it didn't last, because in today's economy, businesses are forced to reinvent themselves an average of every two years - a far cry from the Industrial Age of the 20th Century when a business could chug along for decades with few major changes.
Complacency in Sales
I can always tell when I'm dealing with a complacent salesperson. It's a dead giveaway when they say, "I don't need your stuff because cold calling works for me!"
When I hear that, I immediately know I'm talking with someone who is happy with mediocrity - happy to earn just enough to keep the bills paid, stay employed for another few months, and maybe even put a few away into the savings account.
However, complacent people never, ever achieve noteworthy success. Never, ever.
That's the reason I stopped being complacent. Now I never stop thinking of and working on new idea, new businesses, and I never stop learning - last night I read chapters from two different books while listening to a third in the car today. Not to mention the fact that I have a short list of books I reguarly re-read, to be sure I stay sharp on fundamentals. (Hint: It takes a minimum of three readings of a book before you really "get it.")
The bottom line is that if you want to achieve noteworthy success, and attain your goals and dreams, you must never fall into the complacency trap!
And if there's one huge red flag that a salesperson has become complacent, it's that they're still cold calling in the 21st Century, when cold calling simply doesn't find enough qualified leads anymore to make it worth your time.
So do yourself a big favor: STOP cold calling, and START using effective, intelligent, Information Age methods to start bringing qualified prospects to YOU!New York Times best-selling author Frank Rumbauskas is the author of the Never Cold Call Again® System and has won numerous accolades, such as Readers Choice for Business Book of the Year from 800-CEO-READ, and has been named one of Fast Company’s top 30 most influential people online. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit http://www.nevercoldcall.com