"Cold calling is the lowest percentage of sales call success.
If you invest the same amount of time in reading this book as you
do in cold calling, your success percentage and your income will
skyrocket."- Jeffrey Gitomer, Author, Little Red Book
of Selling
"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).
Autorentext
FRANK J. RUMBAUSKAS is the author of Selling Sucks, The Never Cold Call Again Online Playbook, and the New York Times bestseller Never Cold Call Again! Frank spent the first half of his sales career cold calling. Finally, after years of effort, he perfected a system of lead-generation techniques that catapulted him to the top of sales at Lucent Technologies, and has since changed the lives of countless salespeople around the world.
Klappentext
GENERATE MORE LEADS AND HIGHER SALES—WITHOUT COLD CALLING!
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!
Zusammenfassung
"Cold calling is the lowest percentage of sales call success. If you invest the same amount of time in reading this book as you do in cold calling, your success percentage and your income will skyrocket."- Jeffrey Gitomer, Author, Little Red Book of Selling
"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).
Inhalt
Preface.
PART ONE: A New Way of Selling.
1. Times Have Changed:Welcome to the Information Age.
A Background on Selling in the New Economy.
2. Why Selling Is Out and Self-Marketing Is In.
Selling in Today's World.
Why Cold Calling Doesn't Work Anymore.
Buying versus Selling.
Selling Is Selling.
Selling Is Stupid.
3. Old Answers Are Wrong Answers.
4. Think Like a Business Owner.
Know What's Important to Prospects.
Profit Justification.
Avoid Empty Rapport Building.
What Are Your Goals?
5. A Shift in Power.
Attaining Unstoppable Confidence.
Overcoming Limiting Beliefs.
Reframing Limiting Beliefs.
What's Your Secret Excuse?
Your Prospects and Customers Need You!
6. The Power of Leverage and the Advantage of Systems.
Leverage Is Massive Power.
The Advantage of Systems and a System of Systems.
PART TWO: Your Self-Marketing System for Lead Generation.
7. Self-Marketing Basics.
What Is Self-Marketing?
Creating Your Message.
What You Must Communicate to Prospects.
8. A Twist on Cold Calling.
Cold Calls Are a Fleeting Moment in Time.
Creating Your Marketing Piece.
Getting Your Message Out.
Employ Leverage: Make It Automatic.
9. Powerful Phone Techniques That Work!
The Image of Supreme Power.
10. Why E-Mail Beats the Phone.
E-Mails versus Phone Calls.
Making Initial Contact via E-Mail.
Following Up via E-Mail.
Emplo…