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What was it like doing sales before the Internet?
I'll tell you.
First: lead sourcing. Lots of piles of paper - especially magazines and directories. Sometimes you would go to the library and photocopy pages from directories.
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I'll tell you.
First: lead sourcing. Lots of piles of paper - especially magazines and directories. Sometimes you would go to the library and photocopy pages from directories.
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What if you didn't have the phone number (always a phone number - no emails)?
Call up directory enquiries and get numbers (expensive and hit and miss). Or intentional enquiries (even more expensive and hit and miss).
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Call up directory enquiries and get numbers (expensive and hit and miss). Or intentional enquiries (even more expensive and hit and miss).
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Then you call reception and try and work out who filled the role you wanted to sell to. Could be tricky, especially internationally when the receptionist was unlikely to speak English. Fortunately you were quite likely to get through to someone because voicemail wasn't common
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Then you'd fill in an index card with the persons details (no computer, no CRM) and put it in your card box. Set up in sections for calls Mon, Tues, weds etc, next week, next month and so on.
After a pitch, you sent a fax (or a letter).
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After a pitch, you sent a fax (or a letter).
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It was a different world!
Hard to imagine if you didn't live through it.
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Hard to imagine if you didn't live through it.
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