A Lie That Keeps You From Success (Part 1 of 3)
"It is easier for the world to accept a simple lie than a complex truth." The words of 19th centrury historian, Alexis de Tocqueville are even truer today. But not only in the realm of politics.
What's keeping you or your sales team from generating appointments and leads with social selling? Bold, eye-grabbing fibs told by technology vendors and sales trainers whose livelihood depend on adoption of their false inventions. All based on a social media revolution that does not exist.
Get on board, the train is leaving without you! We've reinvented sales prospecting and you're missing out!
But here's what the gurus (cleverly) don't tell you: Prospecting best practices remain the same. What works rarely changes. With social selling:
- your cold calling tactics should evolve a bit—not reinvent themselves
- LinkedIn, Facebook, Twitter, blogs and YouTube don't replace cold calling—they advance it
Cold calling is alive and thriving. In fact, effective cold call tactics can feed your social selling strategy. Sellers have the chance to improve cold calling and social selling thanks to new tools.
"I often wonder ... if the advocates to the 'death of cold calling' movement have mixed us a martini using battery acid instead of vermouth and somehow managed to make it pleasing to the palate," says Kraig Kleeman in a lucid stream of thought on the Association for Talent Development's LinkedIn group.
5 Signs Your Social Selling Strategy Is a Ticking Bomb
"The (cold calling is dead) argument appears delicious and intoxicating, but somehow its outcome creates a harmfully poisonous effect," says Kleeman.
He is right. The tsunami of false claims about cold calling being dead can cause you to believe it is a factual reality—and act accordingly. Therein lies the danger.
Believing cold calling is less effective might cause you to rush into social selling and: