How 1 Phone Call Made Me $42,000
January 25th, 2010 // 7:42 am @ bensurdi
It’s easy to get sidetracked when you are an owner operator. You have to do your own marketing, bookkeeping, sales, cleaning of carpets, the list is quite long! Being that we are such busy people, we often times can forget to do the things that make us the most money…
Cold Vs. Hot
Cold calling is something that most people run from. Let’s be honest for a minute… cold calling SUCKS! You pick up your phone, you start calling businesses and every person you talk to says ” can you send some literature”? Which basically means, “I want you to waste your time and money sending your material to me, and when I get it, I will throw it directly into my garbage can”! We don’t want to “send literature”- it wastes your time and there time… But if you’re not sending literature… then what are you doing to earn their business?
Hot calling is a term that I use when you are calling someone that is the decision maker. This person is not the “gatekeeper”. The person you need to speak with is the person who calls the shots, that signs the checks so to speak. If you can’t get this person on the phone than you’re wasting your time. So, I am going to share with you exactly how I handled landing a commercial contract that earned me an additional $42,000 annually, and how you can do the same exact thing in your area.
