{"id":992,"date":"2013-10-08T15:12:57","date_gmt":"2013-10-08T20:12:57","guid":{"rendered":"http:\/\/theshef.com\/wordpress\/?p=992"},"modified":"2013-10-08T15:12:57","modified_gmt":"2013-10-08T20:12:57","slug":"killing-cold-call-monster","status":"publish","type":"post","link":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/","title":{"rendered":"Killing the Cold Call Monster"},"content":{"rendered":"

Building your business and generating sales requires cold calling, yet most sales professionals generally hate cold calling. How to you build a successful sales team quickly and keep your team from pulling their hair out? You build it with relationship marketing, a solid network of referrals, and by positioning yourself as an expert.<\/p>\n

\u00a0\"Cold<\/p>\n

1. Relationship Marketing<\/h3>\n

Being involved in the community and also creating a 10 second “elevator pitch” for what you do and how you help people is crucial! Keep it simple and stupid. More importantly, listen to what the other person is saying about themselves 90% of the time. They will tell you everything you need. My friend, Craig Valentine<\/a>, encourages you to\u00a0disqualify\u00a0<\/em>potential prospects at networking events rather than trying to qualify them.<\/p>\n

2. Growing Your Referral Business<\/h3>\n

Change the word “Referral” to “Introduction” and watch your prospect’s barriers crumble. “John, I’ve really enjoyed helping you and your wife with your mortgage. Who could you introduce me to that would also enjoy the same quality and service that you’ve grown to love?”<\/em> is a great question to ask.<\/p>\n

If you are not asking for referrals\u00a0every time<\/em>, even from people who don’t purchase your product or service, you are leaving money on the table! I go into greater detail in a previous post titled, Referral Roulette: You Can’t Afford\u00a0Not\u00a0<\/em>to Play!<\/a><\/p>\n

3. Become an Expert<\/h3>\n

No one has to knight you as an expert in your industry. Proper positioning as a solution to your target market’s problems will be extremely lucrative to you and your business.<\/p>\n

Create special reports, write articles, and blog about relevant subjects, and you will build up your expertise momentum. If you are stuck, read this article.<\/a><\/p>\n

What are some of your success strategies for building your business?<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

Building your business and generating sales requires cold calling, yet most sales professionals generally hate cold calling. How to you build a successful sales team quickly and keep your team from pulling their hair out? You build it with relationship marketing, a solid network of referrals, and by positioning yourself as an expert. \u00a0 1. […]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[529],"tags":[562,219,572,57,566,567,563,565,564,570,569,571,561,534,433,568,25],"class_list":["post-992","post","type-post","status-publish","format-standard","hentry","category-sales-motivation-and-strategy","tag-building-a-sales-team","tag-building-a-speaking-business-2","tag-craig-valentine-speaker","tag-dave-sheffield","tag-entrepreneur-success","tag-how-to-brand-yourself","tag-how-to-cold-call","tag-keynote-speaker-for-banking","tag-mortgage-banking-success","tag-motivational-speakers-from-california","tag-motivational-speakers-from-illinois","tag-phoenix-area-motivational-speaker","tag-referral-marketing","tag-smbiz","tag-speakermatch-motivational-speaker","tag-success-in-sales","tag-the-shef"],"yoast_head":"\nKilling the Cold Call Monster<\/title>\n<meta name=\"description\" content=\"Successful salespeople rarely cold call, they position themselves as resources and experts who help their prospects\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Killing the Cold Call Monster\" \/>\n<meta property=\"og:description\" content=\"Successful salespeople rarely cold call, they position themselves as resources and experts who help their prospects\" \/>\n<meta property=\"og:url\" content=\"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/\" \/>\n<meta property=\"og:site_name\" content=\"The Shef Motivational Speaker\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/businessmotivationalspeaker?ref=hl\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/businessmotivationalspeaker\" \/>\n<meta property=\"article:published_time\" content=\"2013-10-08T20:12:57+00:00\" \/>\n<meta property=\"og:image\" content=\"http:\/\/theshef.com\/wordpress\/wp-content\/uploads\/2013\/10\/Cold-Call-Monster-e1381261080276.jpg\" \/>\n<meta name=\"author\" content=\"The Shef\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@TheShef\" \/>\n<meta name=\"twitter:site\" content=\"@TheShef\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"The Shef\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"1 minute\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/\"},\"author\":{\"name\":\"The Shef\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/#\\\/schema\\\/person\\\/e5c8a2d061a00a0b1d589788d66c0ab5\"},\"headline\":\"Killing the Cold Call Monster\",\"datePublished\":\"2013-10-08T20:12:57+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/\"},\"wordCount\":304,\"commentCount\":0,\"image\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/theshef.com\\\/wordpress\\\/wp-content\\\/uploads\\\/2013\\\/10\\\/Cold-Call-Monster-e1381261080276.jpg\",\"keywords\":[\"building a sales team\",\"building a speaking business\",\"Craig Valentine speaker\",\"Dave Sheffield\",\"Entrepreneur Success\",\"How to brand yourself\",\"how to cold call\",\"Keynote speaker for banking\",\"mortgage banking success\",\"Motivational speakers from California\",\"motivational speakers from Illinois\",\"Phoenix area motivational speaker\",\"referral marketing\",\"smbiz\",\"Speakermatch motivational speaker\",\"success in sales\",\"the shef\"],\"articleSection\":[\"Sales Motivation and Strategy\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/\",\"url\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/\",\"name\":\"Killing the Cold Call Monster\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#primaryimage\"},\"image\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#primaryimage\"},\"thumbnailUrl\":\"http:\\\/\\\/theshef.com\\\/wordpress\\\/wp-content\\\/uploads\\\/2013\\\/10\\\/Cold-Call-Monster-e1381261080276.jpg\",\"datePublished\":\"2013-10-08T20:12:57+00:00\",\"author\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/#\\\/schema\\\/person\\\/e5c8a2d061a00a0b1d589788d66c0ab5\"},\"description\":\"Successful salespeople rarely cold call, they position themselves as resources and experts who help their prospects\",\"breadcrumb\":{\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#primaryimage\",\"url\":\"http:\\\/\\\/theshef.com\\\/wordpress\\\/wp-content\\\/uploads\\\/2013\\\/10\\\/Cold-Call-Monster-e1381261080276.jpg\",\"contentUrl\":\"http:\\\/\\\/theshef.com\\\/wordpress\\\/wp-content\\\/uploads\\\/2013\\\/10\\\/Cold-Call-Monster-e1381261080276.jpg\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/killing-cold-call-monster\\\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\\\/\\\/theshef.com\\\/blog\\\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Killing the Cold Call Monster\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/#website\",\"url\":\"https:\\\/\\\/theshef.com\\\/blog\\\/\",\"name\":\"The Shef Motivational Speaker\",\"description\":\"Motivation, Leadership, and Sales Success\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\\\/\\\/theshef.com\\\/blog\\\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\\\/\\\/theshef.com\\\/blog\\\/#\\\/schema\\\/person\\\/e5c8a2d061a00a0b1d589788d66c0ab5\",\"name\":\"The Shef\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/2820b7ba235d2f8296fa3a11248fd04fb7549874a55aef179c8d2a475d01039c?s=96&d=mm&r=pg\",\"url\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/2820b7ba235d2f8296fa3a11248fd04fb7549874a55aef179c8d2a475d01039c?s=96&d=mm&r=pg\",\"contentUrl\":\"https:\\\/\\\/secure.gravatar.com\\\/avatar\\\/2820b7ba235d2f8296fa3a11248fd04fb7549874a55aef179c8d2a475d01039c?s=96&d=mm&r=pg\",\"caption\":\"The Shef\"},\"description\":\"I deliver motivating keynote speeches and workshops at conventions and meetings in the United States, Canada, and Worldwide. I'm based in Illinois, and love helping small business owners and sales teams revolutionize their revenue by helping them discover their Success Recipes. Whether your audience is 15 people, or 15,000; my custom-tailored, high energy motivational programs will leave your audience wanting more. Top speaking clients of include: John Deere, TD Ameritrade, Quest Software, Young Presidents Organization (YPO), Modern Woodmen of America, RE\\\/MAX, American Family Insurance, NAIFA, Coldwell Banker, Blue Cross Healthcare, Terrostar Interactive Media, and countless others rave about my programs which are engaging, motivating, and packed with great value. For booking and availability, please email us at dave@theshef.com or call 563-343-5412.\",\"sameAs\":[\"http:\\\/\\\/www.theshef.com\",\"https:\\\/\\\/www.facebook.com\\\/businessmotivationalspeaker\",\"https:\\\/\\\/x.com\\\/TheShef\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Killing the Cold Call Monster","description":"Successful salespeople rarely cold call, they position themselves as resources and experts who help their prospects","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/","og_locale":"en_US","og_type":"article","og_title":"Killing the Cold Call Monster","og_description":"Successful salespeople rarely cold call, they position themselves as resources and experts who help their prospects","og_url":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/","og_site_name":"The Shef Motivational Speaker","article_publisher":"https:\/\/www.facebook.com\/businessmotivationalspeaker?ref=hl","article_author":"https:\/\/www.facebook.com\/businessmotivationalspeaker","article_published_time":"2013-10-08T20:12:57+00:00","og_image":[{"url":"http:\/\/theshef.com\/wordpress\/wp-content\/uploads\/2013\/10\/Cold-Call-Monster-e1381261080276.jpg","type":"","width":"","height":""}],"author":"The Shef","twitter_card":"summary_large_image","twitter_creator":"@TheShef","twitter_site":"@TheShef","twitter_misc":{"Written by":"The Shef","Est. reading time":"1 minute"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#article","isPartOf":{"@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/"},"author":{"name":"The Shef","@id":"https:\/\/theshef.com\/blog\/#\/schema\/person\/e5c8a2d061a00a0b1d589788d66c0ab5"},"headline":"Killing the Cold Call Monster","datePublished":"2013-10-08T20:12:57+00:00","mainEntityOfPage":{"@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/"},"wordCount":304,"commentCount":0,"image":{"@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#primaryimage"},"thumbnailUrl":"http:\/\/theshef.com\/wordpress\/wp-content\/uploads\/2013\/10\/Cold-Call-Monster-e1381261080276.jpg","keywords":["building a sales team","building a speaking business","Craig Valentine speaker","Dave Sheffield","Entrepreneur Success","How to brand yourself","how to cold call","Keynote speaker for banking","mortgage banking success","Motivational speakers from California","motivational speakers from Illinois","Phoenix area motivational speaker","referral marketing","smbiz","Speakermatch motivational speaker","success in sales","the shef"],"articleSection":["Sales Motivation and Strategy"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/","url":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/","name":"Killing the Cold Call Monster","isPartOf":{"@id":"https:\/\/theshef.com\/blog\/#website"},"primaryImageOfPage":{"@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#primaryimage"},"image":{"@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#primaryimage"},"thumbnailUrl":"http:\/\/theshef.com\/wordpress\/wp-content\/uploads\/2013\/10\/Cold-Call-Monster-e1381261080276.jpg","datePublished":"2013-10-08T20:12:57+00:00","author":{"@id":"https:\/\/theshef.com\/blog\/#\/schema\/person\/e5c8a2d061a00a0b1d589788d66c0ab5"},"description":"Successful salespeople rarely cold call, they position themselves as resources and experts who help their prospects","breadcrumb":{"@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/theshef.com\/blog\/killing-cold-call-monster\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#primaryimage","url":"http:\/\/theshef.com\/wordpress\/wp-content\/uploads\/2013\/10\/Cold-Call-Monster-e1381261080276.jpg","contentUrl":"http:\/\/theshef.com\/wordpress\/wp-content\/uploads\/2013\/10\/Cold-Call-Monster-e1381261080276.jpg"},{"@type":"BreadcrumbList","@id":"https:\/\/theshef.com\/blog\/killing-cold-call-monster\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/theshef.com\/blog\/"},{"@type":"ListItem","position":2,"name":"Killing the Cold Call Monster"}]},{"@type":"WebSite","@id":"https:\/\/theshef.com\/blog\/#website","url":"https:\/\/theshef.com\/blog\/","name":"The Shef Motivational Speaker","description":"Motivation, Leadership, and Sales Success","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/theshef.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/theshef.com\/blog\/#\/schema\/person\/e5c8a2d061a00a0b1d589788d66c0ab5","name":"The Shef","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/secure.gravatar.com\/avatar\/2820b7ba235d2f8296fa3a11248fd04fb7549874a55aef179c8d2a475d01039c?s=96&d=mm&r=pg","url":"https:\/\/secure.gravatar.com\/avatar\/2820b7ba235d2f8296fa3a11248fd04fb7549874a55aef179c8d2a475d01039c?s=96&d=mm&r=pg","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/2820b7ba235d2f8296fa3a11248fd04fb7549874a55aef179c8d2a475d01039c?s=96&d=mm&r=pg","caption":"The Shef"},"description":"I deliver motivating keynote speeches and workshops at conventions and meetings in the United States, Canada, and Worldwide. I'm based in Illinois, and love helping small business owners and sales teams revolutionize their revenue by helping them discover their Success Recipes. Whether your audience is 15 people, or 15,000; my custom-tailored, high energy motivational programs will leave your audience wanting more. Top speaking clients of include: John Deere, TD Ameritrade, Quest Software, Young Presidents Organization (YPO), Modern Woodmen of America, RE\/MAX, American Family Insurance, NAIFA, Coldwell Banker, Blue Cross Healthcare, Terrostar Interactive Media, and countless others rave about my programs which are engaging, motivating, and packed with great value. For booking and availability, please email us at dave@theshef.com or call 563-343-5412.","sameAs":["http:\/\/www.theshef.com","https:\/\/www.facebook.com\/businessmotivationalspeaker","https:\/\/x.com\/TheShef"]}]}},"_links":{"self":[{"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/posts\/992","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/comments?post=992"}],"version-history":[{"count":3,"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/posts\/992\/revisions"}],"predecessor-version":[{"id":996,"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/posts\/992\/revisions\/996"}],"wp:attachment":[{"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/media?parent=992"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/categories?post=992"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/theshef.com\/blog\/wp-json\/wp\/v2\/tags?post=992"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}