They get way too many calls about it and it's almost always positioned this way. Speaking about it like this may have worked like, ten years ago, but not anymore. Not at all. When I'm selling content I don't even mention their website, or Google, or anything related to internet marketing. The name has such a bad rep in the business community I won't even go there with people.
Another thing I've been doing is sending a cold email first before I call. Then I'm just 'following up on an email exchange i've been having with XYZ' according to the gatekeeper. Plus, it builds some form of relationship before you phone them, which makes the call warmer.
I usually send one email, phone, then send more info over before closing the deal over email again. Selling this way just makes sense to me.
Most of my time now is spent researching and gathering emails, and responding to clients who I've emailed. I suppose I'm being more strategic as opposed to tactical in how I approach things, and it's working for me. So I'm pleased.
Prospect selection really is most of selling, and I owe that insight (among others) to Claude Whitacre; one of the realest sales coaches I've learned from over all my years in selling.
So how are your calls going? Do people still come here for that stuff?