Well that one is easy. Not only did I make over 100,000 calls, as a broker at Piper Jaffray then a Senior Broker at Morgan, but I did eight years of intense customer service, in the years after. Not gentele customers, but tough, inner city, racially and demographically diverse. In your face. And had to learn to get along with, and be able to work with EVERY single type of person. If that were not enough, I took a low paying job in 2012, even doing call center work.
And the real kicker, I went back last year, into sales, and not only convinced myself that I knew how to cold call–but we knew that–but updated my ALL my skills. Phone work in not just something you command, cold. You have to build into it. And calling total strangers ALL day long and getting them what they want you do is not only brutally hard work, but is an acquired taste. You have to want to win, penetrate, convince, and get though and enjoy the hunt. This cannot, as the Four Seasons Hotel says in hiring for customer service, ‘we cannot teach you this You have it, or you do not’. True.
So I first made tens of thousands of calls prospecting and selling, then helped hire a staff to do it, then trained them.
Along the way, I do not believe you can just buy or acquire a list. You have to create it. And I am super strong in market research, lead identification, and figuring out how to reach or call nearly anyone. The era of cold emails is over. ‘No one’ reads them. And when you do, you better convince someone that they need to help you or that the company itself or person, will want to talk to you, or they can crush you. Voicemail and email do not work. Not for cold contacts. You have to dig, find, hunt, and have a hierarchic, data driven approach to sales.