Walking Does Not Work - Kenny Madden Article



  • Here's an article my buddy Kenny wrote that I thought would be good to read and discuss!
    https://www.linkedin.com/pulse/walking-does-work-kenny-madden?trk=pulse_spock-articles



  • WTH? That second one is not cold calling in the least - he did research into both the client and the customer. Cold calling is just that - cold i.e. no information - you are simply trying to get them to buy something when you have no information.



  • I have to agree with @Dashrender on this one. Cold calling is going into a situation with no data, nothing. "Can you put me through to the person who does your purchasing...".



  • @Dashrender said:

    WTH? That second one is not cold calling in the least - he did research into both the client and the customer. Cold calling is just that - cold i.e. no information - you are simply trying to get them to buy something when you have no information.

    I disagree. Cold calling simply means the person is not expecting your call. You can have leads with info gathered about a potential client. But if you call them, and they aren't expecting it, or didn't request more info directly, I'd say that's a cold call.



  • And we're down to a matter of semantics...

    So do we need to do what Scott did this morning, and create a new thread to come up with a name for what you call a unexpected sales call where the sales person has done their research in the hopes of socially engineering you into buying their product? LOL

    yeah I'm being overly inflammatory on purpose 😉



  • @Minion-Queen said:

    I have to agree with @Dashrender on this one. Cold calling is going into a situation with no data, nothing. "Can you put me through to the person who does your purchasing...".

    To me, a cold call does not mean no information. It means not prior relationship. If I was in sales, and had to make cold calls, I would do a quick bit of Google searching to pull up some information to maybe get me past the initial rejection impulse.


  • Vendor

    yep that was my point. sales and marketing folks kid themselves it is a warm, hot call blah blah. If you are not expecting the call. sorry it's cold. It is up to the marketer/salesperson to do a good job after that. I as a saleperson have NOT earned the right yet. That is my job. or should be.



  • @kennym said:

    yep that was my point. sales and marketing folks kid themselves it is a warm, hot call blah blah. If you are not expecting the call. sorry it's cold. It is up to the marketer/salesperson to do a good job after that. I as a saleperson have NOT earned the right yet. That is my job. or should be.

    Welcome to ML.


  • Vendor

    @JaredBusch happy to be here. just found out about this place. 🙂



  • @kennym said:

    yep that was my point. sales and marketing folks kid themselves it is a warm, hot call blah blah. If you are not expecting the call. sorry it's cold. It is up to the marketer/salesperson to do a good job after that. I as a saleperson have NOT earned the right yet. That is my job. or should be.

    Ok that makes a little more sense.

    Welcome to ML by the way!



  • I attended a social marketing online conference yesterday and one of the things they talked about was hard selling doesn't work anymore. The percentages are so low that it is ridiculous. The best representatives are the ones that are active in social networks like here, sw, etc. They offer solutions with their product, but also contribute valuable input to the community (not only related to their product).

    @nic is a great example of this.



  • What the hell is "walking?" I've been in business for 15 years and have never heard this term, sort of odd how it just assumes you know what it is without any explanation. Not a very well written or thorough article either. Does it mean walking door to door? That's what it makes me think of; wouldn't know though, the article doesn't really use any proper examples of terminology, and in fact doesn't really explain anything, this thread and the comments of that article have more useful content.

    I mean if it's an article, at least have someone spell and grammar check the thing. And the conclusion is walking doesn't work unless you do it well then it does work? So, it's like saying "driving is not safe unless you drive safely."

    A more succinct version "I won't tell you what walking is, but it doesn't work, unless it does work then you've done it right."

    The end of the article says "Garbage work = garbage results", and I agree.


  • Vendor

    @tonyshowoff sorry you did not like it. I thought it was pretty obvious. 99% of folks got it 100% the point i am making is people saying "cold calling does not work" and that is not true. it can work if done well.



  • @kennym said:

    @tonyshowoff sorry you did not like it. I thought it was pretty obvious. 99% of folks got it 100% the point i am making is people saying "cold calling does not work" and that is not true. it can work if done well.

    I think it's a good field people need a lot of help in, but you just need to work on your writing or put more into it if you are a good writer already. I'd be interested in reading this exact thing, which is why I read it, the problem is that it's not detailed enough, and seems too rushed and is not thorough in terminology or anything else. I tried to google what "walking" is, still have no idea.

    I understood what you were saying about cold calling, I never said that I didn't, what I was pointing out was that it's lacking in everything else. You didn't even capitalise the letter "i", telling me you really didn't put a lot of effort into it or get feedback from someone else before publishing.


  • Vendor

    @tonyshowoff Diagnosed as Dyslexic at 36 so i try really hard to be good. I get a lot of compliments on my writing actually so sorry you feel that way. you don't know what walking is? really . for example: you are sitting at your desk and you stand up and walk to the restroom. That is walking 🙂 i was making a comparing cold calling and walking.


  • Vendor

    i did not capitalise i - send me off to the gas chamberrrrrrrrrrr 🙂 OMG how terrible of me. LOL . i put a great deal of effort into that post and got a lot of great feedback as well. I appreciate your feedback also and will take that into consideration when writing.



  • @kennym said:

    @tonyshowoff Diagnosed as Dyslexic at 36 so i try really hard to be good. I get a lot of compliments on my writing actually so sorry you feel that way. you don't know what walking is? really . for example: you are sitting at your desk and you stand up and walk to the restroom. That is walking 🙂 i was making a comparing cold calling and walking.

    Hey, I'm dyslexic too, and I'm not claiming to be a good writer, that's why I get people to read what I write. So you were comparing literally walking and cold calling in analogy? I guess I get it now, but that's pretty unclear to me. English is not my first language, by the way, but I still feel like your analogy is unclear.

    Well, let me say it to you in a sales way: just because some people complement you, or you get a lot of complements, doesn't mean you're getting as much out of your readers or informing them as much as you could. Not only that but you may not gain as many new dedicated readers because your writing is not as detailed or informative, you're speaking in an echo chamber, because from what I saw in the comments your complements came from people who already agree with you and understand it.


  • Vendor

    @tonyshowoff yep it was pretty easy to understand



  • @kennym said:

    i did not capitalise i - send me off to the gas chamberrrrrrrrrrr 🙂 OMG how terrible of me. LOL . i put a great deal of effort into that post and got a lot of great feedback as well. I appreciate your feedback also and will take that into consideration when writing.

    We're not talking about posting on a forum here, it's an article on a business website, I'm just saying it's something worth taking more seriously, and I'm not a "grammar nazi" by any means.


  • Vendor

    @tonyshowoff u obviously are a grammar Nazi


  • Vendor

    @kennym that's cool. i always listen to feedback. hopefully makes me a better writer.



  • Hey @kennym welcome to MangoLassi!!


  • Vendor

    @scottalanmiller pleasure to be here. already getting stuck into it with @tonyshowoff love great conversations like this. I kinda forget how a hard bunch you lot are 🙂 LOL and i love you all for it 🙂


  • Banned

    Hi @kennym

    If cold calling does work, why do so many vendors lose my business when they do it?

    I've got a company, I want to generate more sales, how do I do it with cold calling then without

    • Turning people off
    • Annoying people
    • Getting added to a phone black list.


  • @Breffni-Potter said:

    Hi @kennym

    If cold calling does work, why do so many vendors lose my business when they do it?

    I've got a company, I want to generate more sales, how do I do it with cold calling then without

    • Turning people off
    • Annoying people
    • Getting added to a phone black list.

    Playing advocatus diaboli, as a former salesman (I loath cold calls as well):

    • You will anger people and this should not bother you
    • Some people will never do business with you after the call, this should not bother you either
    • Use a google voice number
    • The tiny fraction (around 1%) who you do sign up will make you $$$$$$$
      <insert "winning" tiger blood coked out sheene gif here>


  • @JaredBusch said:

    @Minion-Queen said:

    I have to agree with @Dashrender on this one. Cold calling is going into a situation with no data, nothing. "Can you put me through to the person who does your purchasing...".

    To me, a cold call does not mean no information. It means not prior relationship. If I was in sales, and had to make cold calls, I would do a quick bit of Google searching to pull up some information to maybe get me past the initial rejection impulse.

    I agree with @JaredBusch and @thanksajdotcom here. If someone calls me and we have no relationship, no matter how much they know about me, that's a cold call to me.


  • Banned

    @MattSpeller

    Ok, into the rabbit hole.

    Is the 1% who listen to cold calls my target market?
    The people I anger, Will I not be making my customer base smaller?
    How much does it cost for me to be making those calls? If I take on a sales guy to do it, how much is he costing me for a 1% success rate?


  • Vendor

    @Breffni-Potter yes sir i get it. cold calling does work it's just has to be done in the right way. some good friends who happen to be IT folks helped me out a few years ago with this

    https://www.linkedin.com/pulse/buyers-manifesto-vendors-kenny-madden?trk=mp-reader-card


  • Vendor

    @scottalanmiller ye indeed. a lot of sales and marketing folks say thing klike a social call, or warm, hot call etc. If you are not expecting my call it's cold mate.



  • @MattSpeller said:

    @Breffni-Potter said:

    Hi @kennym

    If cold calling does work, why do so many vendors lose my business when they do it?

    I've got a company, I want to generate more sales, how do I do it with cold calling then without

    • Turning people off
    • Annoying people
    • Getting added to a phone black list.

    Playing advocatus diaboli, as a former salesman (I loath cold calls as well):

    • You will anger people and this should not bother you
    • Some people will never do business with you after the call, this should not bother you either
    • Use a google voice number
    • The tiny fraction (around 1%) who you do sign up will make you $$$$$$$
      <insert "winning" tiger blood coked out sheene gif here>

    That's the theory and it is one way for things to work. And it DOES work. However, you are fighting for the worst 1% of potential customers with everyone else that uses this method. So it depends on your target audience. If you want discerning customers, this won't work. If you have nothing worth selling and need to sell only to people who are not discerning, this can work.


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