The Surprising Truth About Cold Calling

Three cold calling myths and why they hurt you

(This is an article by Ali Galper, of Unlock the Game. By studying and learning his mindset and methods, anyone in sales, a small business owner, or someone struggling in network marketing will see a big improvement in finding and keeping new customers.)

Haven’t you noticed that the old “tried and true” cold calling techniques that were once successful in cold calling have now completely lost their effectiveness? That’s why I’ve developed a new cold calling approach that will automatically put you ahead of the game and in a league above your competition quickly.

  • OLD SALES GURU MYTH # 1   “Cold Calling is a Numbers Game”

When all you know is the traditional way of cold calling, selling is indeed a numbers game.  Yes, you can call people over and over.  You can also chase them until they listen just so that you go away.

Have you ever wondered how someone came up with the “numbers game concept?”  It was really about the rejection we constantly experience when making cold calls.  The boss just said to call someone else, and so we did.  The idea is that if we call a hundred people a day, then we should squeeze out at least a few good leads.

However, there’s a better and easier way of getting your product or service message across — all on one call.  If you simply change your cold calling approach, you’ll make fewer calls and more sales.  How?  By engaging in conversations. Yes, that’s right.  Just talk to people…in your normal tone of voice, and without the usual sales pitch approach.

When we focus on relationship rather than salesmanship, we’re calling with the anticipation of meeting someone new.  We’re looking forward to a pleasant conversation to find out whether we can be of service.  The other person subtly but powerfully feels this mindset. You’re no longer meeting with defense and resistance right from the start.   That will dramatically change the way people respond to your cold calls.

  • OLD COLD CALLING GURU MYTH # 2  “Use a sales script”

People can tell when you’re reading from a script, even if you think you’re pretty good at it.  There’s just nothing personal about a sales script, and people pick up on that.  Being artificial immediately tags you as a typical salesperson.  Therefore, if you can learn to get your message across in a different way, then you’ll eliminate the negative triggers that can lose your sale within seconds.

So once again, the best way is to begin with a conversation.  Anticipate a dialogue, not a monologue.  People will respond much more positively.  When you allow a conversation be natural and to “breathe,” they know you’re present and listening.  T hat feels good to someone who is having to “fend off” salespeople who are really just talking billboards.

  • OLD COLD CALLING GURU MYTH # 3  “Focus on closing the sale”

Are you “going in for the kill” with your closing sale technique? If you are, you could end up killing your deal instead. Old cold calling sales techniques do nothing more than pressure potential clients. They feel like they’re being chased. What do most people do when they feel chased?  They run!  They naturally want to retreat away from that pressure — and that pressure is you.  So learn to avoid the “push-pull” dynamic between you and the potential client. You’ll actually find the sales process moving forward much more naturally (and more often) than when you’re forcing things.

In this old myth, the idea is that if a sale is lost, it’s usually at the end of the sales process.  The truth is that it’s often lost at the beginning of the cold call. When all you’re doing is going for a sale, the other person can sense it, no matter how well you think it’s camouflaged.  When someone senses this sales pressure, “The Wall” goes up and the defenses come out.  So stay away from focusing on making the sale. Rather, your goal is always to discover whether you and your potential clients are a good fit.

I can’t tell you how useful these new ideas have been in my own life, and in the lives of hundreds of others who have tried it.  It’s not always easy to shed the old cold calling myths. Nevertheless, it’s worth it. With a little practice, you’ll come to a place of actually enjoying your cold calls and getting better results.

Ari Galper, founder of Unlock The Game, makes cold calling painless and simple. Learn his free cold calling secrets even the sales gurus don’t know. To receive your 10 free audio mini-lessons visit

Is The Future of Your Local Business Threatened?

You may be wondering if your local yellow pages is going to keep bringing in new customers for you. Please listen up! Yellow pages are losing customers right and left,  and the experts claim that in less than 5 years they will no longer exist.

So what is a small business supposed to do now to advertise and market their business?

A simple answer would be: Your Website!

But most people know that just throwing up a website won’t attract any more business. Many businesses paid a lot of money for a pretty website, and were very disappointed that customers didn’t just start flocking to their front door.

There is an answer, and it includes your website or blog. But the competition is getting tougher all the time, and with the “new” local web marketing, you will either be one of the winners or you will end up closing your doors for good.

I don’t want to be an alarmist, but now is not the time to stick your head in the sand and “hope” everything turns out alright. Take action, and the first thing would be to find out what is available and what will be replacing the yellow pages.

I urge you to read a very interesting article about this very subject – “6 Business Killing Threats To Local Business.”

When you get to the site,  Local Web Science, go to the bottom of the page and click on “The Digital Virus – Part 1”. This will open your eyes to the threat to local business, but will also give you a very worthwhile insight into what we can do to help you be on the winning side.

Stay tuned for more insight into the plight of local business – and what you can do about it.

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Video Marketing Secrets – The More the Better!

Una webcam
Image via Wikipedia

That’s Right! Video is here to stay – for a long while. And if you are not yet using video to promote your website or blog, shame on you. What is holding you back?

There are many ways to “do” video. Use a simple Flip camera on a tripod. Use Power Point slides and then make a video of them using Jing, a free screen-capture video software. Another way is to use a webcam. The one I use, a Microsoft Life Cam is a fantastic webcam, offering many nice options.

Here are some resources for you to get the juices flowing to start doing video. You can submit them to YouTube and then use a free Firefox plugin called PixelPipe to syndicate your video to about 15 other video sites.

» Video marketing case studies with David Meerman Scott and Greg

Bobby at USA / CanadaVideo marketing case studies with David Meerman Scott and Greg Jarboepost your own offers for free – promote your site for free.


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Website SEO Tips for More Traffic

Here are some great tips about how to get more traffic to your blog or to your website. SEO or Search Engine Optimization takes on many forms.

There are on-site or internal SEO strategies, and there are off-site or external SEO strategies. We could write whole books on each one of these. You can start optimizing your blog or website with just a few minutes each day. Here are a few methods to get you going.

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Sitemaps are a crucial element of any website’s SEO strategy and blogs are no exception. Creating a sitemap in WordPress is a painless process. Simply install the Google XML Sitemaps plugin, set it up and you’re ready to go. …

Link Building Solution For Your Website | SEO Complete Solution

When the search engine spiders basis your website, they chase the links to get from one webpage to another. It’s important to apperceive that search engines cannot chase ‘dynamic links’.

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Otherwise, what is the point of having a company website? SEO is an ongoing effort. It can contribute to your earnings, as long as you work hard, implement white hat practices, and always figure how you can improve. …

Publish Date: 05/15/2010 21:11

How about some Twitter SEO juice:

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Here’s some good SEO tips from YouTube:

5 SEO Website Tips – ECommerce Web Advice Gareth offers 5 website seo tips in this episode of ECommerce Rocks. Covers broken links, duplicate content, keyword stuffing and more. For more info visit

Google Local Business Center – A Great SEO Secret


One of the quickest ways to get your business listed on Google is to register or sign your business up to Googles new Local Business Center. You get to list what you do, your top main keywords, your products, your hours, your location, website, email, and telephone number. You can also upload a number of photos. This is all free and is a great way to let your customers know how to find you – online.

Search Engine Optimization Secret – Google Local Business Center

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Publish Date: 05/09/2010 5:23

Discover Ways to Increase Revenue With Text Marketing and Social Media

Helping Local Businesses With What You Already KnowFor the last 4 years I have been with a company called Social Media Science who is at the forefront of SEO (search engine optimization) and social media marketing. I don’t like using the word “marketing” along with “social media” because you don’t really “market” the same way with social media as you do with regular marketing.

8 months ago, Social Media Science realized that they could really help local businesses get an online presence that would incredibly increase their traffic and customers. Local Web Science was born. In 8 months so much has changed, even in Google’s Local Search. Local search is becoming huge. The experts are saying that in the next few years it is going to be the BIG YEAR for local search.

What does this have to do with you? I wanted to alert you to a program that could help you tap into this huge market and end up making a good deal of money. There are 26 million businesses just in the USA who don’t even have a website. And those that have one are frustrated, because they paid good money for a pretty site that basically sits there and does nothing to help their business.

Mike Koenigs, the founder of Traffic Geyser, is coming out with a new program to help local businesses get online and kick butt on their competition. The Main Street Marketing Machine coaching program has hit the streets. It is a complete “turn-key” system with automatic blog building software, video templates, pre-made landing pages for each of about 40 niches. There is even a cell phone texting program that will allow a hair dresser, for example, send text messages automatically to her customers alerting them of their next hair appointment.

Or a restaurant owner can automatically send out a “Thursday lunch special” via text message to all her customers. They will love her for thinking about them and giving ways to save money. There is SO MUCH in this program to help you be a success. And the businesses out there really need you.And guess what? Most of you reading this are already pretty ‘savvy’ when it comes to internet and blogs, video, articles and marketing online. If you have a working knowledge of these things, you will have no problems with this program.

This also will work anywhere in the world. In fact, it will probably work even better outside the USA because of less competition.

There are 5 videos for you to watch. But time is of the essence, because the launch for this product is April 26, Monday, at 12 Noon Pacific. Here is a link to the last video that shows you everything you get in this course. Main Street If you get a chance to watch the video of Mike the Fireman from Albuquerque NM – He made $5000 in his first job helping a painting company – It will blow your mind.

Check it out here:  Main Street Marketing Machine

What does this have to do with Local Web Science? We are thrilled that a course like this is coming out. Any way to help local struggling businesses is a big plus.

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The Power of Focus – How “Real” is Your Picture of Success?

Having an online business, or developing your offline business online requires hours and hours of time at a computer. This can have some very negative productivity results if a clear focus is not strictly adhered to.

What I mean, is there are so many distractions online – checking your email, checking your Facebook profile or page, clicking on Skype to see your new messages. Then there are the forums you need to check, and your different messaging accounts – Window, Yahoo, MSN, not to mention the MSN home page or checking on the latest stock quotes or baseball scores.

It’s a wonder we get anything done at all.

Today, right after church, I jumped in our Camry with my wife and 12 yr old son and 16 yr old daughter. We headed for Grand Rapids, about 30 minutes away to see our other daughter play soccer. She is a great soccer player and is in her second year of college.

I grabbed a favorite book of mine so I could read during the halftime and other breaks. The book is “Getting Things Done” by David Allen. It is well worn and I have a lot of underlining and notes.

I was astounded by what I read. I haven’t looked at this book in about 4 months. But what’s interesting is even though I have read this chapter a number of times, it never jumped out at me like it did today. It was like I never read this before!

There’s no way I can share adequately the content of this book. I can share my excitement about what it means to me and you can possibly benefit.What jumped out at me to day is this:

The Power of Focus.

Albert Einstein said “Imagination is more important than knowledge.” I am coming to really believe that. What David Allen points out is the focus we hold in our minds affects what we perceive and how we perform. When you focus on something, your online business, your golf swing, or an article you need to write, that focus instantly creates thought patterns and ideas you wouldn’t have had otherwise. Even your whole body responds to that image in your head, as if it were reality.

Do you see how powerful this is? Something else happens in our brains when we create and focus on a clear picture of what we want. This is called the RAS or Reticular Activating System. This is our brain’s search function, so much more powerful than a computer’s. It is programmed by what we focus on, and more primarily, what we identify with.

For example if you have your focus and passion set on getting a red BMW M6, your head will turn at every red car – just to see if it is a BMW. There have been volumes of books and papers written about the RAS. But what is fantastic is that something automatic and extraordinary happens in your mind when you create and focus on a clear picture of what you want.

Here is what David Allen says in his book about this:

“There is a simple but profound principle that emerges from understanding the way your perceptive filters work: you won’t see how to do it until you see yourself doing it. One of the most powerful skills in the world of knowledge work, and one of the most important to hone and develop, is creating clear outcomes.”

I have heard it so many times from people like Bob Proctor, Jeffrey Combs, Jim Rohn and Anthony Robbins – about picturing vividly in your mind what your success will look like. But David Allen has a unique style that really brings it home for me.

So I encourage you to build those vision boards, collect photos of your dream home, car, vacation, charity, or whatever it is that you are building your business for. Spend quality time each day just “daydreaming” picturing EXACTLY “what” it is going to look like. Picture yourself driving that red M6. Feel the warm sand squishing up between your toes, as you walk on the beach in front of your 5,000 square foot home. Make your vision so real that you can literally “taste” it.

What are you doing to make your dream a reality in your mind?

You Mean I Have to Change to Be Successful in MLM?

Do I really need to change to be successful in network marketing? Yes. You probably need to change your thinking most of all. People resist change. It’s a fact. Most companies resist change. Companies expend enormous efforts to maintain the status quo. Why? Primarily because people run the place and people work there and people don’t like to change.

It’s funny to recognize the habit patterns we do every day. I drive the same route to the store, for example. In church I sit in the same general area – usually the same seat. The same people are in front of me. We don’t like change, because we are comfortable where we are.

This article is really about leaving our comfort zone. Until we embrace change and have the courage to step out of our comfortable surroundings, our MLM dream will remain elusive. For most of us, it is not until the pain of staying the same becomes greater than the pain of change that change even becomes a consideration.

Some people are better at responding to a crisis than they are at seeking out opportunity and change. How do you invest your assets and your energy? What circumstances bring out the best in you? Are you “change avoiding” or “change seeking?”

Here are a few of my favorite ‘Change’ quotes:

  • ”Things do not change; we change.” – Henry David Thoreau
  • ”He who rejects change is the architect of decay. The only human institution which rejects progress is the cemetery.” – Harold Wilson
  • ”You can never change your life until you change something you do daily” – John Maxwell
  • ”Few will have the greatness to bend history itself, but each of us can work to change a small portion of events, and in the total of all those acts will be written the history of this generation.” – Robert F. Kennedy
  • ”We fear not this world of change.” – Dwight D. Eisenhower
  • ”It’s through curiosity and looking at opportunities in new ways that we’ve always mapped our path at Dell. There’s always an opportunity to make a difference.” – Michael Dell
  • ”It may be hard for an egg to turn into a bird: It would be a jolly sight harder for it to learn to fly while remaining an egg.” – C.S. Lewis
  • ”The pessimist sees difficulty in ever opportunity. The optimist sees opportunity in every difficulty.” – Winston Churchill

Start doing little things to change your set habit patterns. Drive a different route. Eat at a different restaurant. Get gas for your car at a different station. Sit in a different place in church. Brush your teeth with your left hand. Doing little things like this on a consistent basis will make it a lot easier for you to make the bigger changes.

How are you with “change?”

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MLM Prospecting – The 2 MLM Success Secrets

A few years ago, I was listening to a new CD set from Jeffrey Combs called The Money Masters I. This is 8 separate CDs just full of incredible information on having the correct money mindset.

One CD especially grabbed my heart, because it talked about MLM prospecting and it showed me a completely different mindset on approaching prospects. This CD is by Doug Firebaugh. I quickly searched for him on Google and was amazed of the great content that he has on his blog. I encourage you to get to know Doug Firebaugh. He will help your MLM business in a very special way.

So here is an article by Doug Firebaugh about prospecting, rejection, deception and winning. I encourage you to really study this article. It will give you the freedom to not worry at all about what people think of you. When you fully realize that it is not YOU that they are rejecting, you will become unstoppable! Here it is:

Read moreMLM Prospecting – The 2 MLM Success Secrets

How to Use “Scripts” to Connect With Your MLM Prospects

So many people in Network Marketing are really troubled over what to say to their friends and prospects. They have already stumbled over their words a number of times, and they came across something like this: “Would you please, kindly, please. I mean. I’ve got this new juice drink I know you’re gonna love. It’s a business too, but… well, uh,  you probably aren’t interested in that.”

After a number of rejections, they start wondering if there is a better way to approach people. I covered a different angle of this in “Your Approach To Your Business” in another post. But wouldn’t you know, a number of people have come out with “Script Books” and other aids to help people with this problem.

Read moreHow to Use “Scripts” to Connect With Your MLM Prospects