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Cold calling = Lack of value to sell?

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I had a great meeting today with a prospective client. We were talking about corporate branding, the challenges of multi-divisional marketing, social media marketing, staffing website development, and most importantly, the unique challenges of selling technical and professional staffing.

During our meeting, our conversation turned to the topic of cold calling, and the person I was speaking with had one of the best observations I’ve ever heard about cold calling:

“The more aggressively an industry cold calls, the more you can tell that they are selling a commodity.”  

I couldn’t agree more. When you have something remarkable to offer (whether it’s an exceptional service, outstanding content or unique expertise), it’s pretty easy to get people to come to you. So rather than invest in another sales person to spin the dial, why not invest a little more in creating something remarkable?

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