 I ask this at conferences and one or two slightly shifty people put their hands up. The rest of the audience look at them with a mixture of pity and contempt. Pity, as they suspect they're the sort of people who trawl the Internet for 'discipline services' (people like Supernanny, but more exotic 'naughty steps'). Contempt, because these are the idiots who call us at home at dinnertime with the astonishing news that there's a double glazing representative in our area...
Everyone hates cold calling, particularly the recipients. But the Sales Director says we need more business, so let's get out the Yellow Pages and hit the phones. Or worse, let's send the most junior members of staff on a cold-calling course, delivered by a sleazy guy with bling for teeth and a Teflon toupee.
I think cold-calling is dying. Nobody sits by the phone waiting for a call from a stranger. That's why God gave us voice-mail. And the delete button.
So what's the alternative? We think the answer is email. No, not blanket unsolicited emails. You need to have a more structured approach.
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