A few weeks ago, I had the opportunity to cruise on Texas Highway 130. I got on just east of Seguin and cruised to just north of Georgetown. The trip did not take long.
This stretch of highway has a posted speed limit of 85 miles per hour, so the eighty mile trip takes less than an hour. The southern part had few cars, but the closer I got to Austin, the busier it was.
I did shoot video through the windshield, but it was not usable. Sorry, but that gives me an excuse to make another trip on this piece of road
So what do I mean by ad-hoc cold calling? I go over it in the video, but, it is the unplanned call a salesman makes in the field between planned calls.
Your in an area for several schedules appointments. You finish one early and have just over an hour to kill. What do you do? You can go drink coffee or make a couple of unplanned cold calls.
Suspects or prospects … How will you know?
Every day, salesmen are confronted with free time in their day and cold calling is inevitable. Is it worth it? It is a colossal waste of time and energy? Maybe.
In this video I talk a little about the preparation needed for cold calling your target accounts. In a later video I will go over specifics for research.
Cold calling can be profitable is you know your target customer and do a bit of research. You should know your average dollar sale and the commission on that average sale. This will determine the amount of time you spend on research. Choose to spend your time wisely and it will pay dividends.
Who knew that cold calling was so controversial. The discussion brings out the very best and the very worst in salesmen. It has been interesting to watch the discussions on LinkedIn over the last month, where it has been the focus of several different groups.
What are your thoughts on cold calling? Does your company require you to cold call? What are the results?
Let us know in the comments for discussion.
If you are an outside salesman and use your vehicle, you can deduct those miles on your income taxes. The IRS allows an amount of money for each mile driven for work purposes that are not reimbursed by your company.
I know outside sales people that drive between 25,000 and 45,000 miles each year and that amounts to between $12,000 to $20,000 in deductions off your taxes. That is significant.
The IRS has only one requirement, you must document all the miles you claim on a daily basis. It’s easy and does not take any time at all.
In the video I didn’t even touch on cell phones and many other deductions that can save you money on taxes. Maybe another day.
Do you track your expenses and mileage? How do you do it? On paper or electronic?