Comments on David Carter - UK Based Internet Marketing Expert: Cold Calling, But Not As We Know It

Hi David!I have been in sales (Direct and telesale...

2008-09-03T22:25:00.000+01:00

Hi David!
I have been in sales (Direct and telesales, B2B) for yrs, and recently was hired by a guy opening a new Dental lab to help him with his Sales/Mktg. I am not sure where to start since this a new field for me. Do I approach it by cold calling, or do I spend time online getting some marketing tools? He wants me to help get his name out there more than actually close the sale at this point. I don't know where to start...I'd appreciate ANY advice!
Thanks....Lisa Schmidt
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I'd love to give you a complete step-by-step guide...

2008-08-10T17:50:00.000+01:00

I'd love to give you a complete step-by-step guide of exactly how I structure my deals, but I'm saving it for the eBook, the insider's web site and of course, the by-invitation-only, one-on-one coaching sessions I'll be running on board a yacht in the Caribbean, followed by the webinar series.

Hello David,Great post! I was wondering if you co...

2008-08-10T16:58:00.000+01:00

Hello David,

Great post! I was wondering if you could elaborate on how you set up and structure these type of deals. I've never been in sales so I'm not familiar with best practices (or even with worst practices :-). What would be a common arrangement with a service provder? Thanks!

You've inspired me again and as usual this morning...

2008-08-08T14:33:00.000+01:00

You've inspired me again and as usual this morning.

When I was 14 my first part-time job was delivering false teeth and crowns from a dental lab to dentists.

People go to dentists but never consider they have a choice in labs to make the teeth. I'd trudge through the biggest snow-storms because the role I played as delivery guy supported or impeded what the sales force was doing banging away at the phones, cold calling dentists and looking for a reason why they should switch. A lady on the chair numbed up waiting for her teeth, with no delivery, is one of those reasons- like the postman- rain or snow- you gotta show up.

As a foot soldier, I obviously heard a lot of complaints from Nurses and gathered a lot of intel that the Lab's sales people could use for leads.

I then went to on to sell intercom systems, wholesale antiques, postage meters, software and manage sales teams for others who sold them before going into marketing to provide the leads, tools and support the sales people needed, based on my own "field-real" struggles as a sales rep.

I think you too have lived this background and you learn that sales is all about people. Like a reporter, you have your sources, and often sales is a conversation, getting someone on the phone who gives up clues that help you craft your pitch.

Every interaction, every touchpoint is a chance to sell something else or get a referral.

I am glad you are bringing back the human touch to the online process for the internet's role should not be to replace traditional sales but to drive costs and complexities out. As well as narrow the time and distance to close.

I too am lucky that I still have a business unit where I interact with people and now through the blog and GrandNames.com, I get calls on a daily basis too.

Many domainers tell me how alone they feel working from home.

I suggest getting a forum up or live assist so you can start relationships with the traffic you have- that can be very eye-opening and change your whole approach to the business. (ie. if you are featuring Pork, you'll only know why there are no sales when you talk to customers to discover you opened your store in a Kosher neighborhood).

Good luck and good selling.