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Perhaps the most significant development in the last 50 years of the sales profession and it's most misunderstood sales practice, which is undeniably prospecting, was the adoption of a far superior phrase than telemarketing or cold calling.
The undeniable truth is; sales people the world over would much rather wrestle a 500 lbs. alligator or gorilla than simply pick up the phone and call a prospect they don't know. And it's no wonder why, the very term COLD CALLING conjures up uncomfortable feelings, by using the word COLD and it was this that Peter Burke objected to; "That sales professionals employ such negativity!"
The registration of the mark, however, did not began in 2001, approximately 37 years after his inspiration and the first use by the trademark owner's father, Mr. Peter Burke, most recently CEO of NewBiz4u.net and now COO of Gold Calling®.
It was in the sixties when Peter - then a professional sales trainer (something he has done ever since as a sideline) as well as the winner of the National Sales Contest for Apecco as their top sales professional - began to educate sales people on better language for sales meetings, let alone 'self talk', as you can see from his now famous quote repeated below;
"What one letter could be changed to create a 'warm and fuzzy' term that more accurately describes this under utilized and seldom mastered sales practice? Try changing C to G, and now, instead of using the phrase COLD CALLING, in a far more positive manner, you've explained what you receive from phone prospecting rather than literally sending shivers up your spine!"
The use of the telephone for prospecting is not understood. In fact, there are many factions of sales training today that argue that it should not be employed to gain business. But the simple fact is, for most industries, we can open doors to more new key accounts than letters, internet advertising or any other form of marketing.
Only referrals are a better source of quality prospects, however, in almost every industry, there simply aren't enough of these to stay busy, no matter how great you are at servicing clients and asking for referrals. Prospecting is critical to augment referrals, Channnel Partners and Internet Marketing if you are to meet all your growth projections and, in this area we cannot be beaten!
Finding new clients is not all we do. In addition, to name a few GREEN MARKETING and Sales Training plus DO NOT CALL solutions are also part of our services but cracking the door open to major new business is our speciality.
Of course, it is also important to note that prospecting for new business increases referrals through getting into additonal spheres of influence!
Yes, you read that last statement right. When any business gains a new client, that client knows people from additional and different circles, whereas referrals, by their nature, are known to each other. While referrals are an awesome source of new business, for this reason, it is critical that regular prospecting is always maintained.
Today, Mr. Steven Burke, owner of this registered trademark as well as the Success on Contact© software system, in conjunction with his father and their CLIENT REPRESNTATIVE TEAM (CRT), provide critical services to business and industry that dramatically increase profits, with or without the software. Our focus is finding you new business in an efficient, green-friendly manner. We are a paperless business that can either deliver marketing data and/or actual firm, qualified appointments with your target audience, sent directly into your database on your PC automatically (the other option is for us to send you notification by email).
We accomplish this with the right combination of technology, talent and good old fashion hard work. The technology, which is optional, is our software system. The sweat is provided by highly skilled, super experienced professionals, all former CEO's, Presidents aznd Exectuive Vice Presidents, now semi-retired. No one acts on behalf of Gold Calling® clients who has even one month less than 25 years business experience!
Our men and women - because of their vast experience and un-paralleled skill - command the kind of respect when they call mid to large company key executives that sales people and telemarketers can't even dream of, getting the job done with an eye to quality not quantity. The result? Your sales people will not only have more meetings but more effective meetings.
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