Do we wait around for permission slips to pitch? Of course not!

Whatever you do in life, you do it largely because it’ll help and benefit you.

When we cold call, our main goal is very simple to understand. No fancy math or special PhDs are required. We have something to sell, we try to convince the person on the phone of its value, and proceed to close a next step (whether that’s a meeting, demo time, or closing a sale).

I don’t foresee this changing anytime soon.

Be Smart & Practical

Although 195.2% of all buyers agree (fake stat) that they hate being cold called, some will still listen to you and give you time to deliver your pitch. There’s no doubt of this (yes folks, cold calling still works to some degree, even this social seller says so).

However, don’t you think you owe it to yourself to at least do some research before you call your prospect? I don’t mean the basic research that everyone else does, but something about the buyer and her/his company that shows a level of interest that helps differentiate you.

If you care enough, it’ll show. Luckily, social selling allows you to at research more than the basics to demonstrate that you care.

The Bottom Line

It’s not that you don’t care or have bad intentions, it’s that our buyers are bombarded with too many generic sales pitches. Remember, no one wants to be sold to. They want to be assured that you and your product/service can genuinely help them.

The more you use social media to assist yourself in the research process, the better off you’ll be. Never in history have buyers left their own digital breadcrumbs for us to find like they do now. It’s easier than ever to do creative research on buyers… it’s your job to do it!

Need help in crafting a strategy to do some creative social research? Click the “click to schedule” button below and we can chat on some ideas/best practices.

Amar Sheth


9 Step Thumb10 Step Book

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Jun 8, 2015 10:38 am
How The Power Of Social Proof Can Help Drive New Revenue

There’s no doubt that Social Selling training has many benefits. But when you’re connecting with new clients, even if you have a great product and are saying all the right things, how can you backup your claims and show potential clients that your message is credible? The answer: social proof.

May 20, 2015 12:21 pm
So What? Who Cares? It’s About Your Buyers, Not You [Video]

How are you challenging yourself to learn about your buyer’s needs – are you asking yourself, “so what, who cares?” before every market interaction? You decide to learn, act, or do nothing. Don’t accept your company’s self-serving agendas as good enough – we must do better, the market demands it and for good reason.

Apr 6, 2015 1:56 pm
Why Mentorship Is Key To Social Selling Success [Video]

I was recently part of a LinkedIn discussion that questioned whether mentorship training was important to an overall sales training program. My answer? Mentorship training is absolutely an important and necessary component of an effective sales training curriculum.

Apr 3, 2015 3:08 pm
4 Traits of a Successful Social Selling Program [Video]

Whether it’s Management, Sales, Enablement or Marketing, one of the most frequently asked questions we get is: what does a successful Social Selling program look like? It’s a really good and fair question because as professionals we’re always trying to work with the end in mind. We need to have a point of reference or … Continue reading “4 Traits of a Successful Social Selling Program [Video]”