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The High Speed Lane

The High Speed Lane

Since I’ve offered a special coaching program for people during the pandemic, and combining this with the ongoing coaching I’ve been doing, I can report to you these empirical facts:

  1. People who call clients, recommenders, and prospects regularly (daily, at least 3-4 calls) have consistently obtained more substantive meetings and business than those who do not.
  2. The belief and self-talk that you are helping and offering value to others, rather than “selling” and being intrusive during hard times, is the key to comfortably making such calls.
  3. The offer to merely help, without talking about “projects” or methodology or fees, stimulates a substantive conversation.
  4. Working a productive four-hour day engaged in such marketing is far superior to an eight-hour day working on irrelevant issues, including computer backups, blog posts, social media, and so on.
  5. Having an accountability to report to someone else about progress forces an end to most procrastination.

It’s that simple. You heard it here.

Written by

Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 2

  • Alex Singleton

    June 9, 2020

    I wish also that people would prepare for cold calls and emails. Being asked by bulk email for a 15 minute call with someone I don’t know, when it’s not clear what they do or are selling, and there’s no suggestion of any benefit to me, isn’t very effective.

  • Alan Wiess

    June 9, 2020

    The last time I bought anything from a cold call was in 1985 (one of the first car phones in New England). It’s a dumb way to market.

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