Introductions v Cold Emails

I just read an article on Mashable making “the case against business introductions” that mainly refers to Iris Shoor’s post where she discusses how she made appointments and sales at Twitter, LinkedIn and Github using a direct approach. She talks about how the direct approach led to better sales results than introductions.

I can see how this works if you know who you are targeting but introductions have provided Terem with new clients that could not have been gained through direct contact because we didn’t know they existed or had a need for what we do.

As a side note, her results fly in the face of those saying “cold calling doesn’t work”.

3 trial customers for pickmylunch.com.au

Last week we got out there and made things happen. We spoke to many of the businesses in North Sydney that offer lunch. We’ve still got many more to go, but we’re SO happy with the result of our early talks.

Many of the owners have been receptive and we’ve signed up 3 businesses in North Sydney to trial accounts. We’re looking forward to working closely with each of them to ensure that pickmylunch.com.au really does help bring people to their door at lunch time.

I can’t describe how happy it makes me.

Can you be too enthusiastic?

I’m easily excitable and so I get very enthusiastic very easily.

When it comes to new ideas, a new sport, a new type of food, a new concept or even just a new way of eating tuna I get excited. As long as it’s new I’m excited and enthusiastic.

I’m beginning to think that this may be a problem sometimes, especially in sales situations.

Being to “let’s get in there and get it all done tomorrow” just because that’s the way I am may come across to potential customers as needing their business or help. I have recently found that this can be countered if you pepper the enthusiasm with a statement making it clear that you’re happy to take it or leave it, the games changes and it changes almost immediately.

I’ve even had an experienced salesman say to me, “Scott, just be more patient.”

So I’ve got two questions at the moment

1. Should I tempter my enthusiasm more when many people say it is a great quality?
2. How do you make it clear to a customer/employee/partner that you can take it or leave it? I ask this because once they see this they tend to be more interested and willing to get involved.