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Staying In Touch With Your Clients / Cold Calling: Dead or Alive?Wednesday 10/31/2012
DirkDirk Cummins / MainStreetChamber - Houston
Chapter President / State Director

Cold Calling: Dead or Alive?


This may be an odd question coming from one who believes that one of the best ways to create new business is to create lasting relationships.


Cold calling began with the notion that if I went to someone who lived in the next tent, house or business, I would go there, introduce myself, tell them about my business, and learn about that person.


Simple? I imagine those early entrepreneurs experienced many of the same fears that we experience when we decide that we need to meet more people. Except, our ancestors couldn’t jump on a train, hop a bus, drive a car, mail a letter, make a telephone call, send an email, or tweet someone.


Today we have all been taught to avoid the dreaded cold call at all costs. We use reasons (excuses) like it is not professional; people don’t want to be bothered; it’s just not me; and on, and on and on. But have we really avoided the cold call? I think not! What we have done is create a cottage industry worth billions of dollars that gives us something called the “warm call”.


Let me explain, we have direct mail programs, robo-dialers, email campaigns, text advertising, and dinner seminars to just name a few of the more popular ways to avoid cold calling. W create the warm call to make us feel better when we call the person who has responded to one of campaigns. Yet when I meet with business owners they talk about how disappointing their results are.


So, have we now come full circle? I think we have. Today we have the networking event that allows us to meet and greet the same people we are spending billions of dollars trying to reach. And, if we go these events and, if we go there to create relationships and, if we follow up the people we meet at these events, we begin to experience growth in our business.


If you would really like to learn how you can make this new (old) way of creating business pay off for you, you have some great resources at your fingertips. Reach out to people like Steven Kay of Steven Kay Live and Bertrand McHenry of the Referral Institute, these people can teach you how to build relationships that generate revenues and continue to generate revenues for years and years.



About Our Show Advisor: Dirk Cummins is the State Director of Texas and the Past President of the MainStreetChamber Houston. Dirk is an advocate of the MainStreetChamber philosophy of  “Give First and Expect Nothing In Return”. Dirk, a serial entrepreneur, reaches out to small businesses every day to help them grow their businesses by creating revenues where none existed before. Dirk is also a practicing financial consultant who attended the University of Virginia at Quantico, Virginia while serving in the United States Marine Corps. He is a CHARTERED FINANCIAL CONSULTANT® (ChFC®), and has completed the CERTIFIED FINANCIAL PLANNER® (CFP®) certification curriculum. Dirk is also a CERTIFIED DIVORCE FINANCIAL ANALYST™ (CDFA™). Dirk's areas of specialization include business and individual planning. Dirk's professional career began in 1974 in his hometown of Canton, Ohio. In 1978 he accepted a position with Lineberry Financial Group and relocated to Houston. He has held various positions within the financial services industry prior to starting his own firm. Dirk has been involved with numerous volunteer groups and is currently serving as the President of the MainStreetChamber Houston Chapter and State Director for the MainStreetChamber. He has also served on the Advisory Board for the Academy of Finance at Spring Branch ISD and on the Pro Bono Committee for the Financial Planning Association Houston chapter. He has also served as Past President of the Crossroads Chapter of Services Cooperative Association as well as a member of the Board of Directors. He has also served as an Advisory Board member of the Entrepreneurial Development Center and a member of the Board of Directors of Women Achieving Independence & Financial Success. He was a Republican Party Precinct Chair in Harris County, and an Election Judge in Harris County.


Previously broadcast from:
SKL @ 11/07/2011 - 01/03/2014
CBS Radio's Talk 650 10/12/2009 - 07/01/2011
CNN 650 Radio News 11/08/2006 - 10/08/2009
KSEV AM700 04/04/2005 - 10/30/2006

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