THE COLD CALL IS DEAD
There, I said it.
The Wall Street Journal predicted this in 2006. And just like the YellowPages, payphones, and pagers, they’re not coming back. And for the record, I do not need an extension on my car warranty.
Believe it or not, cold calling is still being used in some circles. Think penny stock brokers and timeshare salespeople. Most companies have finally gotten the message — cold calls are annoying, ineffective, and a giant waste of time for your salespeople.
In today’s brand-first approach, there is no need for a sales-first approach. The last 20 years have proven that inbound marketing tactics, such as social media, search engine optimization, partnership marketing, and good solid PR practices, can bring customers to you. Research shows that you close more deals when the customer comes to you, rather than you chasing the customer. Time and time again, it has been proven that inbound marketing is more effective than arming your salesforce with telephones and outdated leads lists so they can knock potential buyers over the head and drag them back to the cave.
And while we’re on the topic, the cold message is dead as well. I didn’t accept your connection request on LinkedIn only to be immediately bombarded with a five-paragraph sales pitch that explains how your software is better than the other guys’ software. A cold email or unsolicited message through LinkedIn is essentially spam. Do yourself a favor and save the SPAM® for breakfast (it is delicious when it is sliced thin and cooked in bacon fat).
Today’s consumers need to be made aware of your product/service and then be directed towards your company — after they complete their own research. This can be accomplished through a combination of outbound and inbound marketing systems. Simply using outbound sales techniques like cold calls and spam emails are going to have the opposite effect on consumers. Buyers in today’s socially connected world are more empowered than ever. The buying decision occurs before speaking with a salesperson. Because of social media, the buyer’s journey is almost entirely a digital endeavor, involving extensive research and independent problem-solving. They will not buy from you now – and they will probably not buy from you in the future – if you smack them with a cold call.
“Hello, this is Chuck from AmalgamatedEnterprises. May I speak to the person who makes buying decisions at your house?”
*Click.*
MONDAY:
MEET BIG HERM
For the record, I am a big fan of Big Herm’s Kitchen, located at 315 N. Second Street in Richmond. This venerable JacksonWard eatery has a great selection of southern comfort food such as BBQ, catfish, and mac and cheese that tastes better than my mom used to make. (Sorry, Mom. It’s true.) So on Monday, to kick off BlackBusinessMonth, I ordered way too much food for lunch. The pandemic has been especially hard on local restaurants, and many of our favorite local eateries have not recovered fully. I implore you to make a conscious effort to support some great Black-owned restaurants this month…and every month. Here are a few of our favorites: Big Herm’s Kitchen, Mama J’s, Chef Mamusu’s Africanne on Main, Irie Ting Jamaican Grill, and of course my all-time favorite Croaker’s Spot (which is currently closed due to a kitchen fire).
TUESDAY:
HIGH HOPES
Recently President Molly Whitfield, Communications Director Kent Brockwell, and I launched Flwr Pwr — a brand and marketing firm focused on helping medical and recreational cannabis businesses and guiding them through Virginia’s new regulatory environment. Huge shout out to Kent for spearheading the efforts and making sure we are the first cannabis marketing firm registered in the Commonwealth. Richmond BizSense already picked up the story. Know someone who is starting a venture in Virginia that needs a hand? We’ll be best buds.
WEDNESDAY:
FREEDOM’S FORTRESS
Wednesday the team met for another Hoppy Hour at The HofGarden for a sunny afternoon sipping cocktails and winning The leadership team hit the road on Wednesday to meet with our new client Fort Monroe Authority. After touring and learning more about all of their facilities, the team participated in an afternoon CORE session. The meeting was very productive and we’re very excited to work with such a great group and such a wonderful and historic destination. Did you know that Fort Monroe’s diverse history runs parallel with the American experience? From the American Indian presence, Captain John Smith journeys, the first arrival of enslaved Africans in North America, a safe haven for freedom seekers during the Civil War, and the frontline defense of the Chesapeake Bay through the 21st century. If you have not visited Fort Monroe, you need to put it at the top of your list.
THURSDAY:
PIONEER OF SPIRITS
Our client A. Smith Bowman Distillery had a busy week. They received some well-deserved recognition from Santé Magazine as a “Pioneer of Spirits” and a Masters award from the 2021 The American Whiskey Masters for their Limited Edition Cask Strength Virginia Straight Bourbon Whiskey. It’s hard to find an office in Madison+Main without a bottle of their award-winning bourbon (or a couple of bottles in my office). Looking for a reason to sip a tasty tipple? They deliver to Virginia residents.
FRIDAY:
EVENTFUL CALENDAR
Looking for something to do next week? Black Violin will be performing at The Perkinson Center for Arts and Education on August 12. The Grammy®-nominated band will perform an upbeat, unique blend of classical and hip-hop music. If you haven’t made it down to Chesterfield’s premier arts and education center, grab a date and hit the town for a fun-filled Thursday. Grab your tickets today.
A FEW OF OUR CLIENT JOB OPPORTUNITIES
Lucy Corr
Chesterfield, Virginia
Join the Lucy Corr team! Their vibrant retirement community is searching for friendly and dedicated workers to fill a variety of roles.
- Concierge
- Dining Services
- Environmental Services
- Information Technology
- Nursing (Assisted Living)
- Nursing (Health Care Center)
Got an upcoming event you want to share? Can we come? Send us the deets!
“Go get a job. Whether it’s working as a designer or working in a restaurant and then doing your own thing in your own time, it’s a reality of life. In the end, it’s going to be helpful to you and so many others.” — Anna Wintour