Someone was mentioning the other day that they wanted to just start cold calling people and trying to get business in the door. Desperate to make some quick money, they wanted to pound the phones and try to drum up business. They were willing to do “whatever it takes”.
And while I was impressed that he was willing to do whatever it takes, there is a much better way to earn “quick” income… Warm calling! You see, to yield great fruit from cold-calling, it takes time. After your initial call, you need to follow up after you e-mail the info and alternate mailing and calls until you have built awareness. Now sheer numbers says you will get some short term deals if you make enough calls but to yield continuous fruit, takes time. We are in an era where no one trusts anyone and even though the people have a need for your service, they don’t know you. It takes time.
WARM CALLING IS A MUCH BETTER WAY!!! The quickest way to get deals is from your existing database. You mother knows an accountant-have you called him? "HI John, this is Brian, Evelyn’s son. Just calling to let you know I am helping people sell their homes even in this economy-do you know anyone looking to buy or sell their home?” That guy is probably 10 times more likely to refer you someone because there is a link-Evelyn. Same goes with everyone in your database-Attorneys, clients, past and present customers, the dentist who cleans your teeth.
For some reason, I will never know, but people would rather call on strangers then call on friends yet you are fishing in a pond that is mediocre at best when you do that instead of fishing in a pond full of bass. Every single person you know also knows an accountant, a financial advisor, an attorney, and a small business owner. All you have to do is call them and ask for referrals. Then call those referrals mentioning the link, "I helped John close on his house" and then ask for the business. Far easier, far quicker, far more productive....
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