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Doing some sales training with Bank of America one day, one of the traders in the program made the comment, “I don’t have time to cold call. I’d really like to do it. To set an example for the others. But man, I’m just too busy.”

Really?

Truly.

Okay, how about this? Use the 3800/6 Technique. Every business day, every 30 minutes, all I want you to do is make one cold call. Just one. That’s all.

Now there’s 244 working days a year. If you do this, you will make over 3800 cold calls this year spending less than 6 minutes a day. In fact, 3904 cold calls. The six minutes? Each cold call will only last about 20-30 seconds.

Even if you can’t give me one call every 30 minutes, give me one call each hour. You’ll still talk with over 1900 strangers you’ve never talked with before. And that’s probably 1800 more cold calls than you made all of last year.

Tell me you don’t like to cold call. Tell me it scares you. But never again tell me you don’t have the time to cold call because I just showed you how.



© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities – Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.

About the Author: I’ve Been Compared to David Letterman. My mission: to help Salesknockers™ (the rare and seldom seen business person or salesperson who creates their own opportunities) succeed. I’ve trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards® seminars. (“He’s the Zen Master of Cold Calls” – Los Angeles Times.) I’ve been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (“Lord of the Rings”). “Okay, so he’s not David Letterman.” (I didn’t say it was flattering. Just that I’ve been compared to him.)