Cold Calling: Don’t even joke about it. Not even on April Fools.

Twice in one day I received emails about cold calling tactics, and even a cold-calling boot camp. One talked about “diffusing resistance,” the other, about “the anatomy” of a cold call. What in the heck does that mean? What don’t they get?

When you receive a referral introduction, there’s no resistance and no gatekeeper. “Anatomy of a cold call”? There is no anatomy. The call is dead. Call the morgue.

It’s not about the “no’s.” When we receive a referral introduction, the yes’s have it. There’s no “no” in referral selling.

Someone was researching referrals and asking for our input. But of course, she was charging for her boot camp and for our input. Who’s kidding whom?

Why is it that when the economy tanks, people who never before talked about referrals come out of the woodwork—and they have no idea what they’re talking about. They think they do and try to convince us to join their campaigns. Don’t be fooled—on April 1st or on any day of the year.

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