I've noticed a disturbing trend since my work has gained popularity and my articles have been widely published. It's the wave of trainers and authors who claim to have "reinvented" cold calling, or to have found a "new way" to cold call "that really works."
How on earth can there be a new way of cold calling that supposedly works this time around? I found my answer when I was going through emails from readers of my newsletter. Someone recently went through one of these "new way to cold call" programs. It was the old, time-worn crap from the 1980s such as "Call your prospect's office and ask for a fictitious name. When they say no such person works there, act confused and ask who it is that handles the product or service you are selling. Then you can thank the receptionist and ask to be put through to that person."
Are you kidding me? This isn't a new way of cold calling, it's an ancient method, and it's dishonest to boot!
The bottom line is this: If you have so few appointments that you have time to pick up the phone and call strangers in the first place, you're doing something seriously wrong. It's time to forget about cold calling and start implementing lead-generation strategies that work.