The simple answer to why decision makers hate cold calls is cold calls are one of the biggest time wasters for them.

Decision makers hate cold calls and have no interest in taking your call because all you do is waste their time.  Period.

Now, you don’t see it the same way.  You believe you have something of value to offer the decision maker–actually, you want to see if you have something of value for them.  You have to qualify them and that’s one of the things you’re hoping to begin to do while speaking with them.  All you want is a couple of minutes of their time to set an appointment and learn a little something about whether or not they’re a qualified prospect.

To you, all you’re asking is just three, four, maybe five minutes of their time and a short little 10 or 15 minute appointment.  No big deal–just a moment of their time.

But look at what you’re asking from their point of view:

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I’m sure you’ve heard of social media. I’m sure you’ve heard what social media can do you for your business. I’m sure you’ve heard that social media is going to change your life. I’m sure you’ve heard that if you’re not involved-if you haven’t embraced social media unquestioningly and with checkbook open, you’ll be left in the trash heap of business history. I’m sure you’ve noticed that all of these dire warnings about the hell you’ll be relegated to if you fail to give your life over to the empowering wonders of social media are coming from product developers, trainers, and consultants of-social media-that is, those with a very vested in interest in its sweeping success.

Sorry, but I’m highly skeptical. Not of its value. Certainly I see value in some of it. Yet I see a lot of hype and useless techno gizmo flash in a great deal of it. In the end, I see value, not salvation. I see uses, not a revolution in how people connect and communicate. I see humans still being human-including that minority who find it safer connecting with a piece of technology than a real human, cloistered in their office or bedroom playing like they’re building a network of close associates when all they’re doing is avoiding that most frightening of all human activities-interacting with real, live, in-person humans.

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It’s no surprise that oil price are rising through the roof, bringing the cost of gasoline and aviation fuel along for the ride. This morning’s newspapers report that $7 a gallon gasoline might be on the horizon - a staggering number that has dire implications for almost every industry, from travel to agriculture, biotech to capital equipment.

What, you may be wondering, does this have to do with tradeshows?

Let’s not mince words. This situation creates a double-whammy for exhibitors. Not only will it cost more money to transport you, your team, and your exhibit to and from the show, but there will be fewer attendees at the show.

Some organizations, considering this, might make the decision to forgo the show. Higher costs, fewer attendees — it seems like an easy decision to make.

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It’s no surprise that oil price are rising through the roof, bringing the cost of gasoline and aviation fuel along for the ride. This morning’s newspapers report that $7 a gallon gasoline might be on the horizon - a staggering number that has dire implications for almost every industry, from travel to agriculture, biotech to capital equipment.

What, you may be wondering, does this have to do with tradeshows?

Let’s not mince words. This situation creates a double-whammy for exhibitors. Not only will it cost more money to transport you, your team, and your exhibit to and from the show, but there will be fewer attendees at the show.

Some organizations, considering this, might make the decision to forgo the show. Higher costs, fewer attendees — it seems like an easy decision to make.

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The ability to negotiate successfully is crucial for survival in today’s changing business world.  Negotiation is fun if you know what you’re doing.  So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.”  Successful negotiators are assertive and challenge everything.  They know that everything is negotiable.“Challenge” means not taking things at face value. It means thinking for yourself. You must be able to make up your own mind, as opposed to believing everything you are told. On a practical level, this means you have the right to question the asking price of that new car.  It also means you have an obligation to question everything you read in the newspaper or hear on CNN.  You cannot negotiate unless you are willing to challenge the validity of the opposing position.Being assertive means asking for what you want and refusing to take “no” for an answer.  Practice expressing your feelings without anxiety or anger.  Let people know what you want in a non-threatening way. Practice ‘I’ statements.  For example, instead of saying, “You shouldn’t do that,” try substituting, “I don’t feel comfortable when you do that.”Note that there is a difference between being assertive and being aggressive.  You are assertive when you take care of your own interests while maintaining respect for the interests of others.  When you see to your own interests with a lack of regard for other people’s interests, you are aggressive. Being assertive is part of negotiation consciousness.

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