Fifteen years ago, I worked for Dell selling computers to small business owners. As you probably know, Dell spends a ton of money advertising computers to make their phones ring.
They were designed as an inbound marketing company and they were spending $100 in ads for each time someone called. To make it clear it was NOT $100 per sale, it was $100 per lead.
Big money, especially in those days.
I was one of the best at Dell and the work seemed easy, yet everyday I watched many of my colleagues struggle to make sales.
I based my success on the systems and principles that I used to sell. My boss wasn’t convinced.
So I talked him into letting me make outbound calls to all of the people my colleagues failed to sell that day. This was strictly forbidden by company rules because it took time away from answering the incoming calls.
My boss gave me 10 numbers to call from people who had just said no a few hours earlier. I promised that I would ask one question and make one offer with no other tricks or hard pressure.
I sold 7 of those 10 people a computer that day and my boss was ecstatic.
We did this for a few more days, until word spread about the success of our experiment and we quickly got shut down.
It did not matter to me because I was getting tired of calling others. While these were not technically “cold calls”, they were similar because they did not know me and I was interrupting their day.
I discovered that I would much rather have people call me than make outbound calls. Something was different about it, and I am not wired for the type of stress that long-term cold calling creates.
Instead, we taught others how I made sales on inbound calls.
In 2005, I started my career in real estate. I started by selling foreclosures and building websites to generate leads for my wife’s real estate business.
Since that time, I’ve perfected a system that gives you the same success as cold calling without the long hours on the phone annoying people.
And I put it all together in my book, Kill Cold Calls
If you are one of the few who will follow up with leads and you don’t want to get burned out on the phone, then pick up a copy of my book at the link below.
If you happen to be like most agents who will never put in the work to succeed, then you shouldn’t buy this book. And, I’m ok with that because it’s just more clients for me.
Talk to you soon!