Pick up the phone!

E-Mail advice from Gitomer
There are 100 potential customers in my industry, and they all require my service every ten years. Qualifying them is a matter of finding out who's ready for my service, so I use e-mail. I'm down to, "Are you up this year?" What's the best way to "cold e-mail" without ticking off a potential customer for nine consecutive years?
Jason

Jason,
Pick up the phone! If you have 100 customers -- that's two calls per week for a year. If you can't do that, get out of sales. E-mail is worthless and will be deleted if you have no value-based relationship. Ostensibly, what you're saying in a cold email is: "Can I have some money? Are you ready to give me some money?" Typical of salespeople unwilling to work -- or too foolish to understand that it's the relationship, not the e-mail.

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