Why Cold Calling Doesn’t Work Anymore
”When the rate of change outside exceeds
the rate of change inside, the end is in sight.”
- Jack Welch
Before you can be ready to understand and use the system outlined in this book, you
need to understand exactly why cold calling doesn’t work. Chances are you already
know that it doesn’t work, but may be skeptical or still clinging to cold calling because
it’s all you’ve ever been taught or because it’s “safe and secure.” With that in mind, let’s
take a look at the specific reasons why cold calling doesn’t work:
Cold calling destroys your status as a business equal
One of the things I’ve learned along the way is that in order to be supremely successful
in the world of selling and to maintain a very high closing ratio, you need to project a
very strong image that you do not need that particular customer’s business and are
ready and willing to walk away at any time. However, does making a cold call present
the perception that you don’t need their business? Of course not! When a prospect
receives a cold call from you, it’s VERY CLEAR that you need their business. To make
matters worse, the perception out there is that important people with busy schedules
don’t cold call and don’t have the time to cold call because they have more important
things to do.
Have you ever noticed how high-producing salespeople, most notably top realtors, have
their offices, letterhead, business cards, etc., highly decorated with their achievements
and awards? It’s impossible to step into the office or cubicle of a top producer without
noticing all the plaques, certificates, and trophies displayed on the wall. You cannot
correspond with one of them without noticing “President’s Club,” “Golden Circle,”
“Million Dollar Roundtable,” or some other such tagline in bold print on their business
cards and letterhead. Why do they do this? Is it due to arrogance? No! They do it
because prospects see it, recognize this person as someone who is not desperate and
does not need their business, and they automatically WANT TO BUY FROM THEM!
This is the same reason why so many prospects will call into an office and immediately
ask to speak with a sales manager or with the top salesperson in the office.
Cold calling creates the perception that you have nothing better to do at that particular
moment than to try and scrape up business. It comes off as needy and desperate.
Cold Calling Is A Waste Of Time: Sales Success In The Information Age by Frank J. Rumbauskas Jr.
www.NeverColdCall.com
Centurion Entrepreneurs is a collective name for a group of Entrepreneurs that are focused on getting involved in Entrepreneurial development in various ways: Training potential Entrepreneurs to be able to start viable new businesses, offering our services as non executive Directors in new and existing ventures ( Fees on a performance only basis - we perform..we get paid, we do not perform we are OUT !
Wednesday, January 13, 2010
Monday, January 11, 2010
Launching Centurion Entrepreneurs
Watch this space as we tick off the days to the launch of the Centurion Entrepreneurs Club. On Tuesday the 26th we will have a pre-launch at a breakfast in Centurion.
We can accommodate 50 people and the invitations are going out this week.
There are exciting things in store for anyone joining us.
The whole purpose of the club is to create a business networking platform for serious business people.
We will not entertain MLM's that do not at least qualify in terms of new world guidelines as to composition. The guidelines are simple : at least 70% of your clients that use your products must not be distributors and the product must be the main aim of the group and the products must be competitive in price and quality.
If you have the aim to make 2010 your year this is where you should be.
We have interviewed experts , read some books , scanned the internet and we are going to bring you some great ideas to make this year your year !
We can accommodate 50 people and the invitations are going out this week.
There are exciting things in store for anyone joining us.
The whole purpose of the club is to create a business networking platform for serious business people.
We will not entertain MLM's that do not at least qualify in terms of new world guidelines as to composition. The guidelines are simple : at least 70% of your clients that use your products must not be distributors and the product must be the main aim of the group and the products must be competitive in price and quality.
If you have the aim to make 2010 your year this is where you should be.
We have interviewed experts , read some books , scanned the internet and we are going to bring you some great ideas to make this year your year !
Friday, January 8, 2010
The Disadvantages of being an entrepreneur
The disadvantages of being an entrepreneur
No-one will deny that running your own business is demanding and risky, so you need to be completely committed to doing it. These are the main drawbacks you will face:
You could lose the money you put into the business. For most people, starting a business will be a lifelong dream, and they will put just about all their money into it. The high number of small business failures tells us that there many people will lose their hard-earned money this way.
Your income will be uncertain. There is no guarantee that you will earn enough to survive. Part of your planning must include ways of ensuring that starting a business won't leave you without a roof over your head, but there are always calamities that you can't foresee.
Your working hours will be long and hard. There is no knocking off when your eight hours of work is done. Your business will survive only if you give it the time it demands, and there is sometimes no limit to the things you must accomplish each day.
You will have to face stressful times, especially starting up. Entrepreneurs have to deal with the anxiety of what could happen if the business fails, while at the same time staying focused on the job at hand. You need to be able to live with high levels of stress without letting it affect your business or family life.
You have to be responsible for everything that goes on, as well as your employees. As a business owner, you cannot deny responsibility for things that fall outside your job description - as you could as an employee. In the business, everything falls into your job description. This is quite a burden to bear.
No-one will deny that running your own business is demanding and risky, so you need to be completely committed to doing it. These are the main drawbacks you will face:
You could lose the money you put into the business. For most people, starting a business will be a lifelong dream, and they will put just about all their money into it. The high number of small business failures tells us that there many people will lose their hard-earned money this way.
Your income will be uncertain. There is no guarantee that you will earn enough to survive. Part of your planning must include ways of ensuring that starting a business won't leave you without a roof over your head, but there are always calamities that you can't foresee.
Your working hours will be long and hard. There is no knocking off when your eight hours of work is done. Your business will survive only if you give it the time it demands, and there is sometimes no limit to the things you must accomplish each day.
You will have to face stressful times, especially starting up. Entrepreneurs have to deal with the anxiety of what could happen if the business fails, while at the same time staying focused on the job at hand. You need to be able to live with high levels of stress without letting it affect your business or family life.
You have to be responsible for everything that goes on, as well as your employees. As a business owner, you cannot deny responsibility for things that fall outside your job description - as you could as an employee. In the business, everything falls into your job description. This is quite a burden to bear.
2. The advantages of being a entrepreneur
Advantages of being an entrepreneur
Most small business owners agree that there are many reasons why they prefer to run their own businesses than to work for someone else. Among the most important reasons for this are:
The opportunity to control your own future. While there are always risks involved, having your own business allows you to chart your own direction and goals. This means not having to rely on a boss's assessment of your performance, for instance, before getting promoted.
The opportunity to reach your full potential. By working out your own ideas and plans, your business becomes an expression of your ability and creativity. Many jobs are not like this, and can leave people feeling bored and unstimulated.
The opportunity to make a difference. Many entrepreneurs are driven by the results that their business's products or services deliver. This can make your work very fulfilling, especially when the impact of your business is great enough to see a difference in the people and environment around you.
The opportunity to do what you enjoy. Entrepreneurs will frequently turn their hobbies or passions into an enterprise, allowing them to do what they most love - every day.
The opportunity to earn more. There is usually relatively low ceiling for most salaried employees, while having your own business really allows unlimited earning power. It all depends on the success of your business, of course, and it would be a mistake to think that all business owners are wealthy.
Most small business owners agree that there are many reasons why they prefer to run their own businesses than to work for someone else. Among the most important reasons for this are:
The opportunity to control your own future. While there are always risks involved, having your own business allows you to chart your own direction and goals. This means not having to rely on a boss's assessment of your performance, for instance, before getting promoted.
The opportunity to reach your full potential. By working out your own ideas and plans, your business becomes an expression of your ability and creativity. Many jobs are not like this, and can leave people feeling bored and unstimulated.
The opportunity to make a difference. Many entrepreneurs are driven by the results that their business's products or services deliver. This can make your work very fulfilling, especially when the impact of your business is great enough to see a difference in the people and environment around you.
The opportunity to do what you enjoy. Entrepreneurs will frequently turn their hobbies or passions into an enterprise, allowing them to do what they most love - every day.
The opportunity to earn more. There is usually relatively low ceiling for most salaried employees, while having your own business really allows unlimited earning power. It all depends on the success of your business, of course, and it would be a mistake to think that all business owners are wealthy.
What is an Entrepreneur?
What is an Entrepreneur?
Assembles resources
An entrepreneur is someone who takes an idea or opportunity, and turns it into a profitable enterprise by assembling the necessary skills and resources to manage the risks involved.
The real thrill of entrepreneurship is creating something from nothing. This requires vision, creative thinking, a knack for getting things organized, and a lot of hard work.
Takes risk
They know how to take calculated risks, but don’t gamble in business.
Leads
Entrepreneurs are individuals who take initiative and responsibility.
Real entrepreneurs are creative and innovative leaders who can motivate their team to reach the goals of the enterprise with passion and enthusiasm.
Empowers
Great entrepreneurs empower others and make a difference in their community through their enterprise. They are hard workers and also know how to delegate. They create opportunity and employment for others.
Great entrepreneurs are business owners who can leave the business in the capable hands of competent staff and still see satisfactory results.
Innovates
There is a common misconception that self-employed people are automatically entrepreneurs. The differentiating characteristic is that entrepreneurs implement innovation through “out the box” thinking.
Creative thinking requires no action. Innovation requires action and implementation.
Create wealth
They work hard and aspire to achieve wealth. Entrepreneurship creates wealth in the lives of everyone involved in the organisation and in the community.
True entrepreneurs know that wealth is not limited to money or assets. They know that wealth lies in a balanced life which is connected to the ones they love
Assembles resources
An entrepreneur is someone who takes an idea or opportunity, and turns it into a profitable enterprise by assembling the necessary skills and resources to manage the risks involved.
The real thrill of entrepreneurship is creating something from nothing. This requires vision, creative thinking, a knack for getting things organized, and a lot of hard work.
Takes risk
They know how to take calculated risks, but don’t gamble in business.
Leads
Entrepreneurs are individuals who take initiative and responsibility.
Real entrepreneurs are creative and innovative leaders who can motivate their team to reach the goals of the enterprise with passion and enthusiasm.
Empowers
Great entrepreneurs empower others and make a difference in their community through their enterprise. They are hard workers and also know how to delegate. They create opportunity and employment for others.
Great entrepreneurs are business owners who can leave the business in the capable hands of competent staff and still see satisfactory results.
Innovates
There is a common misconception that self-employed people are automatically entrepreneurs. The differentiating characteristic is that entrepreneurs implement innovation through “out the box” thinking.
Creative thinking requires no action. Innovation requires action and implementation.
Create wealth
They work hard and aspire to achieve wealth. Entrepreneurship creates wealth in the lives of everyone involved in the organisation and in the community.
True entrepreneurs know that wealth is not limited to money or assets. They know that wealth lies in a balanced life which is connected to the ones they love
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The gate is wide open go and get that business
