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Product Description
"You can never get enough of a good thing! Read this book and USE its contents!"– Anthony Parinello, Author, Selling to Vito and Stop Cold Calling Forever
Salespeople everywhere are learning the hard way that cold calling doesn′t work anymore. Yet, millions of salespeople are stuck in the past, using twentieth–century sales techniques to try to lure twenty–first century customers. There has to be an easier way to find prospects – and there is. Today′s most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone or knocking on doors.
Never Cold Call Again offers practical, step–by–step alternatives to traditional cold calling for salespeople, small business owners, and independent professionals who are actively building a client base. The Information Age presents endless opportunities for finding leads without cold calling. In fact, Frank Rumbauskas’s system brings prospects to the salesperson, rather than the other way around. Readers will find unbeatable sales advice on effective self–promotion, generating endless leads, how to win prospects using e–mail, prospecting on the Web, networking, developing effective proposals, and much more.
Frank J. Rumbauskas Jr. (Phoenix, AZ) provides marketing consultation and coaching services to firms who wish to provide qualified leads to their sales force rather than have them spend productive work time cold calling. He is the author of the self–published hit Cold Calling Is a Waste of Time (0–9765163–0–6).
From the Back Cover
Salespeople everywhere are learning the hard way that cold calling just doesn′t work anymore. Yet, millions of salespeople are stuck in the past, using twentieth–century sales techniques to try to lure twenty–first–century customers. But today′s consumers have no patience for the sales pitch—that is, if they even answer the phone at all.
There has to be an easier way to find more and better prospects—and there is. Today′s most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone. In Never Cold Call Again, Frank Rumbauskas shows you how to move your sales program into the Information Age using modern marketing tools like e–mail, Web sites, and blogs. Based on interviews with top performers, proven marketing tactics, and his own sales experience, Rumbauskas shows you how to make more money in sales without the high–pressure tactics and closing speeches everyone is sick of. This cutting–edge guide will bring your sales methods into the future, without the cold call. Plus, you′ll learn how to:
- Craft a unique message and get it out to the masses
- Use e–mail to land prospects you wouldn′t get over the phone
- Use direct mail techniques that still work
- Build a Web site and drive traffic to it
- Maintain ongoing contact with prospects
- Use newsletters to get the word out
- Write a blog to attract qualified prospects automatically
- Get free publicity from the media
- Think like an independent consultant, not a sales rep
- Develop and deliver a powerful sales proposal
Cold calling isn′t just ineffective; it′s outdated. Never Cold Call Again will show you how to tap into the power of modern marketing to increase your prospects and boost your sales—without even picking up the phone!
The world of selling hasn't changed much in recent years, while the world of business in general has changed dramatically. Read the first page
Concordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
The other main theme of the book is building systems, a set of repetable processess executed by an emerging digital age (the book was written early in the internet years when content promised lots)that create demand meaning the prospect calls you putting you in a position of power and control. This as any field rep knows, is as rare as rocking horse poo. Unfortunately for Frank, his systems don;t work. SPAM filters and the fact that 1000's of emails pour into our target prospects inbox every day means the cold call - all be it by somebody else less expensive - is the only prosecting strategy that still works. Linkedin offers some hope, but not for long for the same reasons - there are 10000's of companies chasing too few opportunities.
Never cold call again. Write a book with outlandish claims and mugs - like me - will buy it - although I bought it for research purposes - some of my clients have asked me what i thoiught of this book - we'll thats my story and I'm sticking to it.
The second half comes up with a mind blowing revelation that you can actually mail out a flyer!! well I never thought of that!!! and then of course you follow up the flyer with a phone call and because the target probably never saw the flyer or did and binned it and forgot he ever saw it, your call becomes nothing other than a cold call!!
so thanks for nothing.
Ivan Gane, 30 yrs in sales, and should have known better!!!
I have my doubts that the techniques can be applied to all industries. I belief a mixture of internet marketing and the conventional cold calling needs to be implemented to achieve maximum result.
A great book for newbies who are new to Internet Marketing though.
Listmania!
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