Is good old-fashioned daily business calls back in style?
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The lines of communication have never been more open. There are more ways, than ever before, for us to talk to one another. We know this to be true, so why, in business, does it seem harder than ever to get through to people? It could be that, perhaps, we are doing it wrong. It used to be that cold calling was the way into people’s homes, offices, and eventual hearts checkbooks. What I am learning in my own business, and have confirmed with Rahul Varshneya, owner of Arkenea, the leading App Product Development firm helping non-tech founders build better apps, mobile, and e-commerce websites, is that the process for communicating may have changed, but the power of an actual free phone call is worth the time.
You Have to Engage Your Potential Client First, Before Anything Else
In order to do engage first, there is a process you can follow, that doesn’t rely on marketing, advertising, or cold-calling. This process lays the groundwork for you to build a large (7-figure) consulting or creative business like Rahul’s through building trust, connections, and focusing on engagement.
Process for scaling a consulting firm to seven figures:
- Focus on niche that you can help most. Yes, passion matters, but knowledge matters more. Go to what you are good at, where you can secure resources, and hyper focus on the niche you can best serve.
- Build a thought leadership brand. There is so much noise out there, we’ve talked about this. If you expect people to listen to you, you must establish yourself as an expert and create a brand that exemplifies the leadership and expertise you would seek out. Podcasting, blogging, LinkedIn, guest posting, workshops, and mentoring groups like the Young Entrepreneur Council are all ways to build brand leadership. But if you take this route, you must be true to self, transparent, honest, non-salesy, and focused on helping with actionable items that can yield successful results
- Yield continuous referrals. Referrals are the best thing for your business. The two steps ahead of this one will contribute immensely. Be good at what you do, do your best, and seek out referrals based on that reputation.
According to Rahul, you can do this through 2 to 4 hours per day of actual calls, power intros, and email follow-ups. This process relies heavily on those connections and keeping them engaged as you grow. There are so many apps and platforms to allow these connections and calls to happen such as Skype, Google Chat/Video, or WhatsApp.
We already know that authenticity sells and this process further proves this fact. If you want to build a 7-figure business, you have to be authentic, build authentic relationships, and put your time into authentic ventures.
The opinions expressed here by Inc.com columnists are their own, not those of Inc.com.