Comments on: Improve Your Message Before You Call http://inquisix.com/blog/2009/05/07/improve-your-message-before-you-call/ Trusted Referrals™ & Inquisix Connects Businesses to MORE Business Mon, 15 Mar 2010 14:50:21 +0000 hourly 1 http://wordpress.org/?v=3.0 By: Nigel Edelshain http://inquisix.com/blog/2009/05/07/improve-your-message-before-you-call/comment-page-1/#comment-440 Nigel Edelshain Fri, 08 May 2009 15:45:54 +0000 http://inquisix.com/blog/?p=783#comment-440 Michael, Right. You'll notice in my ebook the pivotal Venn diagram. One of the circles in that diagram is relationships. Basically what is going on here is that we can use social networks to accelerate relationship building. And from relationships come referrals. So in many ways were essentially back to the old referral selling approach but ACCELERATED. New tools applied to existing human psychology. Our result outcomes change a lot when we're referral selling. Plus we can use other Sales 2.0 tools to find information before our call so we've done our homework. So if we use all these tools and approaches together we're referral selling AND we know a lot about our prospect. This is where our outcomes are WAY better than a cold calling pig. Maybe more like a cute puppy. Nigel Michael,

Right. You’ll notice in my ebook the pivotal Venn diagram. One of the circles in that diagram is relationships.

Basically what is going on here is that we can use social networks to accelerate relationship building. And from relationships come referrals.

So in many ways were essentially back to the old referral selling approach but ACCELERATED. New tools applied to existing human psychology.

Our result outcomes change a lot when we’re referral selling. Plus we can use other Sales 2.0 tools to find information before our call so we’ve done our homework.

So if we use all these tools and approaches together we’re referral selling AND we know a lot about our prospect. This is where our outcomes are WAY better than a cold calling pig. Maybe more like a cute puppy.

Nigel

]]> By: Michael Kreppein http://inquisix.com/blog/2009/05/07/improve-your-message-before-you-call/comment-page-1/#comment-439 Michael Kreppein Fri, 08 May 2009 14:33:09 +0000 http://inquisix.com/blog/?p=783#comment-439 I'm thinking of the prospect being called. No matter what the caller calls it - cold calling or introductory calling - to the prospect it's a cold call. The reason why there's fear in making cold calls is because no one likes to answer a cold call. Renaming to introductory calling doesn't change anything from the prospect's perspective. Instead, calling with value based on specific knowledge, gleaned via Sales 2.0 tools or better yet a referral, is something welcomed by the prospect. I’m thinking of the prospect being called. No matter what the caller calls it – cold calling or introductory calling – to the prospect it’s a cold call. The reason why there’s fear in making cold calls is because no one likes to answer a cold call. Renaming to introductory calling doesn’t change anything from the prospect’s perspective.

Instead, calling with value based on specific knowledge, gleaned via Sales 2.0 tools or better yet a referral, is something welcomed by the prospect.

]]> By: Barry Moltz http://inquisix.com/blog/2009/05/07/improve-your-message-before-you-call/comment-page-1/#comment-438 Barry Moltz Fri, 08 May 2009 13:26:32 +0000 http://inquisix.com/blog/?p=783#comment-438 I don't know if introductory calling is like putting lipstick on a pig but I think we need to think of ways to lessen the fear of calling people on the phone. By giving it this name, we lower our expectations and realize the sales process is about building trust! I don’t know if introductory calling is like putting lipstick on a pig but I think we need to think of ways to lessen the fear of calling people on the phone. By giving it this name, we lower our expectations and realize the sales process is about building trust!

]]> By: trish bertuzzi http://inquisix.com/blog/2009/05/07/improve-your-message-before-you-call/comment-page-1/#comment-437 trish bertuzzi Fri, 08 May 2009 11:59:13 +0000 http://inquisix.com/blog/?p=783#comment-437 Michael, love the picture of the pig! Nigel's ebook is worth the read so thanks. I am starting a movement to change the name of cold calling to the "unexpected introduction". Perfume on Miss Piggy or not cold calling is now a misnomer. You can find out everything about your prospect except what they had for lunch so there is no such thing as a cold call. And, of course, it goes without saying that the best way to start a call is with a referral! Michael, love the picture of the pig! Nigel’s ebook is worth the read so thanks.

I am starting a movement to change the name of cold calling to the “unexpected introduction”. Perfume on Miss Piggy or not cold calling is now a misnomer. You can find out everything about your prospect except what they had for lunch so there is no such thing as a cold call.

And, of course, it goes without saying that the best way to start a call is with a referral!

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