One of the major activities my clients start doing systematically is using the telephone more to call customers and prospects.

Many salespeople immediately assume I mean cold calling as soon as we start talking about the phone.

Naturally, they resist this, as they should.

Cold calling is a very difficult way to live. Like most people, I hate making and taking them.

Most business-to-business companies don’t need to cold call more.

They need to call friendlies more.

Customers.

Prospects.

People who you know, and who know you.

About a year ago, in a client workshop, a salesperson

said

“But I hate getting cold calls.”

My client, the owner, immediately responded: “We’re not saying you should cold call. We’re saying call friendlies.”

This has stuck for me ever since. (I always say I learn as much from my clients as they learn from me, and every current and future client gets to benefit from all those that came before them.)

All of us have many people who we know, and who know us, who have not heard from us in months. Or years.

Call them.

Let them hear from you.

Remind them you are interested in helping them.

Be present.

Show them that you care enough to pick up the phone.

You’ll find that they will thank you with their money.

My clients average 10-20% sales growth every single year they implement my revenue growth system. If you would like to do this at your firm, please call me directly at 847-459-6322.