Founded in 2003 by New York Times best-selling author Frank Rumbauskas, FJR Advisors, Inc. has always focused on teaching methods to generate leads without cold calling. However, this has not always been a smooth ride.
"The problems arise from the fact that while FJR is best known as a product-based business, the reality is that the real focus is on my live sales training programs, and when a sales director sees that I wrote a book called 'Never Cold Call,' they assume I'm going to come in and tell their sales reps not to make calls. This isn't the case at all, but it's certainly an image problem," says Rumbauskas.
Going forward, cold calling will be a part of Frank's training programs.
"The harsh reality is that even though cold calling is probably the worst way to go about prospecting for sales leads, many organizations require it of their sales reps, and those reps are looking for help. My goal, in addition to teaching my 'Never Cold Call' strategies, is to show sales reps how to cold call effectively if they absolutely must do it. That means engaging prospective customers through social media like LinkedIn and Facebook rather than just pick up the phone and call at random."
Rumbauskas says that advanced referral selling strategies will also play a key role in his programs going forward.
"Let's face it - if you have a solid referral network in place, you'll never have to prospect again, so it's a valuable topic to cover," says Rumbauskas.
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FJR Advisors, Inc., home of the best-seller 'Never Cold Call Again' has taught tens of thousands of salespeople to stop cold calling forever and start selling instead!