Episode 6: How To NOT Cold Call

all righty ladies and gentlemen welcome to another very special episode of the barrel Solomon's show how you doing I hope everybody is having an incredible week a lot of people we mentioned that we do not do sales we do not do cold calls a lot of people reached out to us and said what does that mean you don't do cold calls well then how do you get business how do you get incoming business I don't understand one of our principles in this company is that we do not do cold calls they're called cold for a reason because they are freezing and although I'm from Montreal I absolutely hate the cold let me bring you into our secrets how not to cold call first of all grow your network everywhere that you can you cannot just be on LinkedIn you cannot just be on Facebook or YouTube or Instagram or any other social media platforms but you have to be on all of them equally because the same guy or gal that's on LinkedIn is not on Instagram all the time and the same gal that's on LinkedIn is not on YouTube you have to be everywhere it's called omnipresence that's we want to achieve but you have to grow your network next make a lot of noise it's not good enough just to have a Facebook group or to have a LinkedIn profile but you got to make a lot of noise because when you are just like everybody else and sitting on the sidelines nobody is reaching out to you it's like the law of physics right for every action is an equal and opposite reaction right so if you're very quiet on LinkedIn and on Facebook guess what LinkedIn and Facebook is going to be quiet to you but if you're loud and if you're noisy and you're generating you know movement and traction and excitement and you're posting all the time then people will start to follow you people will start to like your content they'll start to comment on your content share share it they'll private message you and you're creating that traction so again for every action there is an equal and pause and there's an equal reaction make a lot of noise don't be scared of making a lot of noise by the way here's a secret okay nobody cares about you people care more about their toothache than they care about the earthquake that just hit Africa and killed a million people or the tune on wherever people care about their toothache more nobody really cares about you nobody cares about you making mistakes nobody cares about your ads nobody cares about your business nobody but they care so don't be don't be scared to do things consistently I know a lot of people are saying out there that you should just post once a week or twice a week to keep people engaged and wrong I was just talking to the people before we were talking about you to do the show I said even if we're uninspired to do the show we still have to do it every single day why because people want to know that they could count on us that they could trust us they could trust you your company your business they want to know that you're going to be here today and they want to know that you're gonna be here tomorrow and in a month from now because you never know when that person might want to buy next is research or followers whoever you have following you either works in a business owns a business or knows a friend that either is one of those two either works in a business or owns a business so if you see for example that for that the owner of a big company liked whatever it is pizza piece of content that you put out reach out to that person say hey thank you so much for liking my content I'd really appreciate it that was awesome and start a conversation with that person again it's not it's not a cold conversation it's not a cold call because they already know you they already liked you they're engaged with you and that person is ripe for the picking to start a conversation with it's a whole different conversation they know your name they know your face they know your style and they like you so research your followers see who it is that is talking to you see who it is that is liking your stuff and don't be afraid to reach out to those people because that I consider that a warm lead ask your clients for referrals your clients are your very best form of advertising why the number one reason why people buy believe it or not is not because a price is not because a product it's not because of you it's because they don't they do not believe that what you are promising is going to deliver what they need if people were absolutely 100% positive ensure that what you are offering is going to is going to lead more dollars for them they or satisfy a need that they absolutely have they will buy from you for example if I'm selling marketing packages to people I'm selling our video packages to people if they have a doubt in their mind that when they go spend the money with us that they're not gonna make that money back they will not buy but if they know that they're gonna spend their money with us and they're going to recuperate their investment they're gonna want to spend as much money as possible because they understand that much more money is coming from them the best way for them to be convinced of that is for them to speak to their friends who have worked with you think about it don't quad call ask for referrals don't be scared of competitors what do I mean about this one people think that I'm crazy that I post every single move a lot of people do not want to share what they're doing because they're scared of their competitors I want all of my competitors to know what I'm doing because I want them to know that there's no room for them in this market that there's no space for them anywhere everybody's jumping on the barrel train I'll tell you what we're gonna win because we're first and we're gonna be last all right so I don't care if my competitors know what I'm doing because we want it more and let them know just like when a dog pees on a fire hydrant that's their fire hydrant it's my industry don't even think about a baby next earn more business from current clients again this is all an effort to not cold call I wanna I wanna I want to reiterate this fact cold calling is such a waste of time it's such a it's such a way there's so many better ways to do it people think that cold calling is like you know it's the way to grind and if your own cold call you're lazy I think it's the opposite thank you get in their face nobody likes a all right nobody likes a little quiet guy in the in the library studying arithmetic people wants to do business with the flashy people people want listen there's always there's always always always situations where that doesn't hold apply I lost a client by the way I once lost a client because they said that I was too I was too pushy all right they said that I was too slick I was too smooth I got until I got into their office it was a company in the States and I ended up signing a contract with him within like I don't know 15 minutes maybe even less of sitting down at the table with them it was for like 16 grand and I remember that at the end of the deal they ended up canceling it they signed it they ended up canceling the deal because they said that it happened too fast so some people don't like the flash some people don't like the possess but that's one story out of a hundred all the other hundred times it worked for example this weekend this week in that deal that I told you at the four nursing homes before I left that meeting I left with the guy's credit card why because you have to be confident in what you're selling and once you have that trust he trusted me because I worked with one of his friends and he knows that if I mess him up if I mess him over he knew that if there was a problem he could call his buddy that was going to mediate between us so instant trust instant credibility you've got to establish that to get out of the cold calls ladies and gentlemen it is the way of the past last and not least to get out of cold calling is you have to a throw event if you have the guts and the following yeah all this is like the last thing on the way by on the whole list by the ways events I like to throw events I do these big LinkedIn meetups and they're very very fun and very powerful and I teach a tremendous amount and at the end of them I get a list of a thousand people with a thousand names phone numbers companies job titles and people that are warm leads because they came to my event they saw me on stage they saw me speak so I do these events in order to build my name to build my my lead repertoire to build all these things and by the way I know I sound like a capitalist Pig and all I care about is money and doing business with people but this is in a business context I do a lot of really free fun stuff for people all the time I take care of teenagers all the time but we're talking about in the context of business for example I will I was on a phone last night with with a teenager until for over an hour until like 11 o'clock because he had to talk to me about something very important to him there was no money exchanged there was nothing exchanged there was just out of the goodness of my heart if I sound capitalistic it's because I want to help you in these shows make more money so we could finally leave poverty and get it and get out of our poverty mentalities and makes thing and be able to give not only for my immediate needs but give to the people around me and have an overflow of abundance all right events make events you speak at them be the guy at the very least go to events be involved be involved in mentions as their trade associations don't be cheap buy a booth be out be seen be live and people will begin to react with you again for every action is an equal and positive reaction if you want inbound you first have to do outbound god bless let's make our businesses our careers great again and let's become wealthy together