Sales Start Where Marketing Ends

Cold Calling.  The brief mention of this subject will create a rise in people. The type of reaction you get from a salesperson is “it’s part of the game” and I agree.  For the others, meaning the people receiving the call is typically one of contempt, disgust and general frustration- myself included.  For the record I hate being cold called.  I rely quite heavily on my caller ID. If I don’t recognize the number I don’t answer.  I trust I am not alone in this.  Let’s face it, cold calling stinks and in general its demeaning. 

Most entrepreneurs are familiar with the term article marketing.  If not the general concept is write a few articles, distribute them via news release services, reporters, and various media outlets.  Once they reach the outlets the goal is to have the article picked up. Having your name in print gives you instant credibility; in turn this credibility feeds you leads since people will contact you via the articles and presto– instant sale.  For the record I am a proponent of article marketing.

That said, please note you still need to have the prospect sign the dotted line (read: buy) your product or service after they look you up via the article.  Having an article in print does not guarantee money flowing into your door. Lacking basic sales knowledge turns things into an uphill battle.  Let me explain. 

The issue I have is some advocates of article marketing create illusions by making you think that all you need to do is write some articles and leads will pour in.  While there is some truth to this, you still need to close the deal.  Or put another way, just because they call does not mean they are going to buy.  Take some time to become familiar with the sales process.  In the coming months you will find a lot being written about the subject.