| You and me both. Interestingly, I have gotten some good calls and emails related to traditional print and media advertising. They actually do have information and can add some value it seems. It's almost as if being able to supposedly target better, and I write that because I do question some of the methods and their real value, they feel they no longer have to work with you to maximize the AD. Doing that almost always makes more sense, and it's an easy, up front conversation too. If that conversation qualifies me in, I'm likely to buy an AD! But I'm not so likely to qualify myself, as there are just too many choices, etc... I'm actually skilled in both, sales and engineering / tech and have held sales, pre-sales, and tech roles. (gotta roll with the punches sometimes, and I'm game.) When I do make cold calls, I generally get good response rates as well as qualified lead rates. Helps to actually know stuff they may find relevant, or answer that quick question off the cuff. As for the relationship? The big advantage is the relationship is often implied. Having shared domain knowledge almost always means a dialog that is worth having. All it really takes is a quick read on the other person, then just talk with them as one would a peer. Some of these firms could really do themselves a great service by taking their callers and salespeople on a few tours, or through some education that can add that value. It's not specific domain knowledge, but it's pretty good. And their calls suddenly aren't quite so mind numbing too. Win for everyone, IMHO. |