Summary: When we’re looking for alternatives to cold calling, we don’t want to turn the alternatives into something as clumsy and uncomfortable as a typical cold call. Right? Because a lot of times they are. They’re clumsy and they’re awkward and they’re not comfortable. We don’t want to just come up with another way to be that. The idea of looking for these alternatives is to say, “okay, how can I make this experience better for the person that I am trying to initiate contact with?"<br> <br> <br> <br> David: Hi, and welcome to the podcast. Today, co-host Jay McFarland and I will be discussing alternatives to cold calling. Welcome back, Jay.<br> <br> Jay: I am so glad to be here. Thank you. Even the word sometimes, "cold calling." I get the shivers, not just cause it's cold, because I think that this is probably one of the most dreaded parts of the sales process, but in many industries, Absolutely necessary. And so how can you make it easier? How can you make it better? And what happens if you don't?<br> <br> <br> <br> David: Yeah, definitely gives a lot of people the chills. And the reason that I thought it would be good for us even to talk about alternatives is that there are a lot of people who have been trained that prospecting equals cold calling. Or cold calling equals prospecting.<br> <br> I need to do prospecting. I need to pick up the phone. I need to call people. And some people are actually trained that way. And some sales managers will evaluate people on how many cold calls they've made in a day. That's part of people's jobs description. If that's part of your job description I'm not saying don't do that, right?<br> <br> If that's your job description, you have to do it. However, for people who have a little more flexibility in terms of the way that they initiate contact with a new prospect, there are alternatives to cold calling. You don't necessarily have to pick up the phone. And so, there are two aspects of this. One is the first question that you just asked about, okay, now what can we do to make cold calling better?<br> Considering the Alternatives<br> And there are certainly things that we can do there in terms of thinking about how we're going to approach them, what we're going to say, how we're going to lead into the conversation, and all that sort of thing. But for a lot of people, a better question might be what could I do to sort of grease the shoot or grease the wheels so that when I pick up the phone and call someone, the results are a lot better.<br> <br> Yeah, and I think that's so important because you know, you would regret or not want to do cold calling less if you're getting a better result. And if, when people pick up the phone, they're not hostile towards you, or they're not indifferent to you, because you've done some things in advance. So that it's not so cold that I don't know what you would call it.<br> <br> Jay: Would you call it warm calling or something like that?<br> Warmer Alternatives to Cold Calling<br> David: It's certainly a lot warmer if you've had contact with them in advance. Like if you met somebody at a networking function, you exchange business cards or whatever, and then you picked up the phone and called that person. I wouldn't view that as a cold call because you've already met them. If you've got prospects that you've interacted with previously, then if you call them, yeah, that's not really a cold call. So I don't know, you can certainly call it a warm call. You can just call it a call.<br> <br> If I were to pick up the phone and call you, I'm going to give Jay a call. It's not cold, because we know each other. So, the question becomes, how can we get to know people better, get them to know us better, so that when we do have contact with them, it doesn't feel as cold. And so, even now, things like social media, if you and I connected on social media, if you commented on a post of mine,
