Stop Cold Calling Now - Part 1

Years ago I shared a very small office with a man simply know as "Jeffrey." He agreed to share the office with me because neither of us could afford the rent on our own. He was a telecommunication consultant and I was a customer service trainer. Even though we were very good at what we did, neither of us knew how to generate new business without spending money on advertising or making sales calls. Unfortunately, those things didn't really work for us either.

Jeffrey was an interesting guy. He was forever trying to figure out how the most successful people got to the top of their profession. Often after work, we would sit and talk about how we could earn a million dollars doing what we loved while avoiding the things we didn't enjoy - like cold call selling. Then one afternoon, Jeffrey looked up and said, "I've got it!"

"You've got what?" I asked, concerned at what he may have contracted.

"I know how the highest paid consultants got to the top of their profession and I know how we can get there too," he said throwing his feet up on my desk. "They've learned how to position themselves as experts in the minds of their customers! Here's what they did."

For the next five hours we talked excitedly about what these highly paid professionals were doing to generate such astounding incomes. They were earning between 10 and 100 times what we were earning without spending a dime on advertising. They didn't make cold calls or prospect for new business and the demand for their service was so high that they were turning customers away. Their marketing was ingenious and yet so simple. We went home that night confident that we could to the same thing - only faster.

Three years later our customers recognized us as expert problem solvers too. Our income went up by a factor of twenty and we had more customers than we could handle. We did it all without advertising or investing our time in low return cold call selling.

How did we do it? Tune-in to part two of this blog and find out.

Part 2

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