Calling for Business? Dialing for Dollars or, Meaningful Connections and Spreading Good Will?

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I have sales colleagues that have to present call sheets every day, the average is about 50 dials a day..though I know one person that is tracked to deliver 90 calls.

To those of us who enjoy researching our calls, making them personal, and dialing less…..it’s often that we refer to the above mentioned transactional approach as, “dialing for dollars”.

Sometimes as with all sales roles…..you have a day when some one gives you a list and says, call these companies…in my 10 years of selling…I have never once won business from those calls…NEVER….so, I have a bias here, for sure….

In times like these, I would say that 90% of us have faced work related challenges related to security or productivity. There is nothing like a friendly voice on the phone offering a solution, a tip, some guidance or insight or an introduction to a valuable contact.  That call when placed, is a call that offers Good Will. It offers a human connection and sets the foundation for an actual relationship. First you connect, and then when the door opens, you have the opportunity to do business and or a chance to broaden your network and grow as a professional..either way you win.

Good Will can be infectious it spreads like wild fire and it is never forgotten.
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To me, Cold Calling is what it is COLD…..

We will never forget this economic down turn and we will always remember the people who reached out to help us through it.

Happy Friday,

CJ

Written by

I am the founder of i-identify inc., a Toronto-based recruiting company, founded in 2013. My research uncovers full-time, interim and contract professionals who are leaders in their respective fields. My early work was focused on the emerging tech - sector, and later expanded into retail and consumer packaged goods technologies. In the past five to six years I have broadened my expertise to include Canada's public and not-for-profit sectors, working on assignments as far north as Iqaluit, uncovering talent as senior as Deputy Ministers, Commissioners and executives at the C level. I've become a search generalist who specializes in identifying great talent.

5 Comments

  1. Peter G. Goral says:
    September 26, 2009 at 12:57 AM

    Carmen:

    What a delight it was to read this blog.

    I like you do not support the sweat shops that insist on having their people make endless calls into the world of business.

    Frankly it hurts the real cause that people like you and I are attached to.

    Stay your course, your clients will recognize your your true purpose, and they will confide in you and ultimately offer you their business.

    Well done!

    Peter

  2. carmenjeffery says:
    September 26, 2009 at 12:50 PM

    Thanks for your support Peter….I had a wave of inspiration after a chat with Phil Drash (marketing exec). We were talking about Good Will in these times and I felt compellled to blog about my adversity to “dialing for dollars”

  3. carmenjeffery says:
    September 26, 2009 at 12:51 PM

    Thanks Peter….I had a wave of inspiration after a chat with Phil Drash (marketing exec). We were talking about Good Will in these times and I felt compellled to blog about my adversity to “dialing for dollars”

  4. Paul Short says:
    October 1, 2009 at 3:28 AM

    I appreciate the personal connection approach that you are advocating Carmen. Cold-calling is based on volume and probability – which tends to be more mechanical and impersonal. I treat my business relationships as I do my personal relationships, and find that they are stronger (and more sustainable) when built on a foundation of trust and mutuality of interests.

  5. carmenjeffery says:
    October 5, 2009 at 4:36 PM

    Thanks Paul , I appreciate you taking the time to read and comment.
    I like what you say about probability, good word..because like what you say, there is a mechanical factor to the action and sheer volume of “tries”.
    It takes longer to build the foundation you speak of, but the roots are deeper and stronger.
    Take Care
    Carmen

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