You Don't Have to Sell, But Someone Has To!

I was talking to a colleague yesterday who runs a business. He's very well qualified to sell, and he's been doing it most of his working life. He's taken a decision to use a telemarketing company to call his clients to get him the meetings. Very Interesting. Even though he's well capable of doing them himself. If you're not going to make the volume of calls needed, then get someone else to do them! I'm doing calls every day but not enough of them to generate the meetings required, I'm caught in between. Either I have to do more calls or get someone else to do them. This is a big part of Mike Southon's book, The Beermat Entrepreneur, which suggests that the Entrepreneur should focus on being the entrepreneur, and leave Sales, Finance, Technology, Delivery, to the other 4 "Cornerstones" in the company. How many calls do you have to make to generate the business you need? Are you going to do them? Either do them, or get someone else to do them! I have a friend who has moved into this very area, working for a telemarketing company making calls on behalf of other companies to generate leads. She's only recently moved into this type of roll over the last 18 months, and she's very good at it. Better on volume than most of the salespeople and salestrainers I've known over the years. Let the people who are good at doing the volume, do the volume, and you can get on with having the meetings and letting your silky selling skills do the rest!