I absolutely love my clients-past, present and future! In one of my not-too-distant posts I will share with you how many of these folks have impacted me and their marketplace. It has been great fun for me to have been a part of their lives. But that topic will hold for another day.
I had coffee today with one of those people and his name is Tom. He will write for this blog within the next couple of months. We were talking about his business and where he and his partner have brought the business. Tom is the rainmaker and he is the only rainmaker for the company. Our discussion turned to how he brings new clients on, which is by cold-calling. He does not network, the company does little if any advertising, but they do get referrals from current clients.
Tom is highly ethical, compassionate, and has a strong empathic nature. His view on cold calling is that it is a hassle and intrusive. In short he doesn’t like making the calls. Whoa! Okay, what is wrong with this picture? A lot! Cold calling the way most people do it is intrusive. The methods used by most people are overbearing, rude, and inconsiderate. So how does Tom grow business?
He does it by altering his “mind-set”. He considers it his job to find buyers, not to sell his services. Hmmmm! According to this very gifted salesperson finding buyers allows him to approach the initial phone call not with the idea that he has to sell someone. His mind set is to start a conversation in a way that allows both Tom and the prospect the freedom to continue or discontinue the conversation! (Tom will explain more about that when he posts to the TSM.)
The distinction between just selling and finding buyers is as wide as the chasm between night and day. The chasm between those two will never be bridged; the chasm in mind sets can be bridged.
The Final Thought: “Just remember all…that words are powerful, so very powerful, that it can change attitudes (for the better or for the worse), with or without provocation. They can be triggers, reminders, movers, and emotive.” Unknown