I want to share a story with you that I heard recently - I have no idea if it's true, but here goes anyway:
A man went into a restaurant and ordered lobster for dinner. When the lobster was brought out, one of his big claws was missing. When he asked the waiter why it was missing, the waiter explained that the lobster had lost it in a fight. The man exclaimed, "Bring me the winner! I want the winner!"
Are YOU the winner?
When I need to buy something, I always ask for the top sales rep in the office. Why? Because if someone is the top sales rep, it's usually because they're giving fantastic service to their customers, and getting endless referrals as a result.
And, on the other hand, the few times I didn't demand to work with the top rep, and ended up with a poor-performing salesperson, the customer service and follow-up I received were terrible, or even non-existent.
How Prospects Perceive You
First impressions are everything. That's as true in sales as in every area of life, business and personal. The first impression you make on a person is the one they'll always remember. Think about movie stars - you'll usually typecast them as the role in which you first saw them. To me, Anthony LaPaglia will always be Frank Pesce from “29th Street.” Michael Douglas will always be Gordon Gekko from “Wall Street.” Al Pacino will always be Michael Corleone from “The Godfather.”
The same is true with YOU - if a prospect's initial perception of you is one of professionalism and excellence, that is how they'll always perceive you. On the contrary, if the first impression is one of unprofessionalism, or lack of success, or of desperation, that's how they'll always view you, no matter how hard you work or how much you do for them down the road.
Don't Be A Loser
When you cold call a prospect, the initial thoughts are, "Why is this person cold calling? Is he giving his customers such bad service that they won't give referrals?"
Or, "Why is she out cold calling? Why isn't her employer running a solid marketing campaign to generate leads? Will they even still be in business in a year or two to support their product?"
Cold calling makes the worst possible impression. No matter what you may think of cold calling, prospects will think you are a loser - or that your company is not financially solvent.
Just don't do it.
Learn how you can stop cold calling forever and become a sales rock star by downloading a 37-page PDF preview of the Never Cold Call Again System here.
New York Times best-selling author Frank Rumbauskas is the creator 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 Most Influential People. To learn more, and to download a free 37-page PDF preview of his Never Cold Call Again lead-generation system, visit NeverColdCall.com