As a toddler, my middle child would roll off the couch, cry, climb back up, and then roll off again to see if it hurt as much the second time. Eventually he learned that if he put a pillow on the floor it wouldn't hurt every time he rolled off...just on the occasions when he missed the pillow.
Which was more often that you would think.
Cold calling is kind of like my middle child...eventually even he figured out the pain wasn't worth the reward.
Fortunately, I found an easier, far more efficient way to reach prospects earlier in the buying process...and that's what this week's video is all about.
1. Making sure the right people are attending the same networking events you are can save you an incredible amount of time and energy connecting with prospects who matter.
2. Making calls to prospects, customers, as well as Centers of Influence, and inviting them to the event so you can "buy them a drink" is a great, low barrier, less intimidating invitation that tends to get an almost universal positive response.
3. "Scheduling drinks" at a networking event is also a great opportunity to demonstrate your value as an influencer by inviting other prospects and COI's who can connect and potentially make a difference for each other as well.
Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve.
And I promise absolutely no spam!