At the Jasper Ave networking lunch, I realized I was wrong about cold calls

Everyone there kept saying you need to make 100 calls a day to get results. I tried that for a month and burned out, plus the leads were junk. Now I focus on two quality referrals a week from existing clients, and my close rate is way better. Anyone else ditch the high-volume approach for something slower?

2 comments

2 Comments

lucasjackson3d ago

Wait, 100 calls a day? That's insane, I can't even imagine having that many real conversations. My voice would be gone by lunch, and I'd just be talking to anyone with a pulse. No wonder you burned out, that sounds like a factory line, not sales. Focusing on referrals makes so much more sense, you're actually talking to people who already want to listen.

jessica_robinson233d ago

Exactly, it's a factory line. Did that grind for six months early in my career. Your voice goes, but worse, your brain checks out. You start reading scripts to answering machines. Lucasjackson is right about referrals. Warm leads change everything. You stop selling and start solving problems they already have. Took me way too long to learn that.