So I’m designated the ‘cold calling guy,’ on BHB. Fine fine fine. Also cool that Jessica Horton said that she’ll always be calling her 4,000 past contacts. That’s cool. But I want my database to be about 50 people that I do loads of stuff work for and with. The 50 best people. To get there, there has to be planned churn. I want to continuously improve the kind of customer I have. Not till my client list includes Warren, Bill, Steve, Rupert…will I stop. If I was a Realtor®, I’d not stop until EVERY bank CEO, hedge fund manager, and millionaire asked me to list some houses.
I at least admit that I’m here to sell you something. Openly. It’s been called the ‘implied accusation,’ here before. I’m friendly, but I’m not yet your friend. I tell you why I’m calling in 2 seconds. (Oh, how many of those’ how are you doing today,’ calls have you had…) More honest than beating around the bush, and more pleasant for both me and you. I don’t drop hints, I’m here to help, and I’ll need to be paid for it. And I’ll help, and you’ll be happy. It kind of sucks when you know someone wants to sell you but doesn’t have the balls to ask you.
Since my last post on Twitter, my account has nearly doubled in followers, and I’ll be at 1,000 followers sometime this week. (Follow me at @genuinechris ). I’ve limited myself to calling 10 people a day that are new followers because I can’t connect to everyone…but I’m calling…it’s fun. I am checking out twitterhawk to do it more, and yes, I’m throwing folks in Heap…when I like ’em.
The reason that people don’t call more, is mostly that they are cowards. There is magic in doing what others won’t. Almost all the time, if you can summon whatever it takes to do that, you’re going to separate from the pack. Or herd, since we’re all pack animals. Any place where people resist, there’s probably money to be made. Something noone wants to do? Something mentally hard? Do it better.
My Wife Rejected Me In Bed. No Doubt, She’ll Do It Again. No Stranger Can Hurt Me.
The resistance to cold calling comes down to fear of rejection. Plain and simple. They are afraid someone will disapprove of them. And most of the people that I connect with, I’m trying to HELP. Folks invent moral reasons: “Oh, I would never do that,” they say, “because I’m above that.” Nietzsche would have a fit. I’ll bottom line it: A steady diet of personal, high touch connections is about the fastest way to grow an excellent business. And if you’re putting yourself out there–it’s 100x more honest than all the mushy BS marketing that people regularly do.
Rejection? As far as that goes? None of these people know me well, none have seen my body of work, and none of ’em matter much. And look…from time to time, my wife, who does love me…has rebuffed my amorous advances. That hurts way more than a stranger that doesn’t know me not happening to need what I’m currently offering the world. And look, I’m breathing.
murrells inlet says:
good job – calling is definatly the way to go!
February 8, 2009 — 9:47 pm
Jason Crouch says:
Chris – Thanks for pointing out this post to me. I had read your previous post about actually picking up the phone and calling your Twitter followers, and I thought it was a brilliant idea. I even cited it in a lunch conversation the other day. I think I may join you in this endeavor. Very nicely done on your results! Keep up the good work!
February 8, 2009 — 10:00 pm
Mark Madsen says:
Chris – This post was inspiring. My father has always told me to be great at what other people hate to do and I’ll always have a job. He said to be in sales.
Congrats on finding your niche and making it happen!
February 8, 2009 — 10:41 pm
azeemi says:
nice post buddy and congrats on finding A well suited position.
thanks.
February 9, 2009 — 12:42 am
Jessica Horton says:
Chris:
Very nice post (no malice).
I believe my actual comment was that I have close to 4,000 people in my database that I can pick up the phone and call without being a bother. I don’t call these people regularly, but when I do call: they know that I have something they might be interested in (mostly land acquisition projects of subdivisions with or without LDP).
I spent a considerable amount of time compiling this list, getting past the gatekeepers and demonstrating that I have products that interest them. I don’t call just to chat and ask about the family. I call when I have something to bring to their attention. That is the only time I call them.
I’m never a bother when I call because I have the goods.
I agree: Less is better. I have about 80 – 100 people that I like to talk to on a regular basis. These are the people that send me business and I like to keep up with them.
Again, really good post – I enjoyed it a lot.
February 9, 2009 — 10:50 am
Chris Johnson says:
I had this opened in two tabs and it ate the ending I wanted. Anyway, thanks, Jessica. I saw a little testiness in trying something. I’d use twitter by sucking my 4k contacts into a database and seeing who was on twitter.
February 9, 2009 — 11:38 am
Lucy Puniwai says:
Enjoyed the article! I have LOTS to learn!
February 9, 2009 — 11:22 pm
Barry Brickel says:
This is what helped me break through the resistance.
Read the “Sedona Method” by Hale Dwoskin Chapter 4 is called “Dissolving your Resistance”. Hale was a commercial real estate agent. There is also an excellent chapter on goals.
February 10, 2009 — 5:46 pm
Sean Purcell says:
Chris,
Every time I read one of your posts like this I get fired up. This one I’m going to print out and put on my desk so I can read it every morning. Thanks.
February 11, 2009 — 4:09 pm
Susan says:
This was a fun read Chris. I too believe in making the calls. Its my routine to make them in the morning because it seems like the time of day that would be less disruptive. Some days its hard to make the first call, but once that is behind me, its easy.
February 12, 2009 — 9:25 pm