Cold Calls

Most of us hate them.  We do our best to avoid them.  However, for most ventures cold calling is a part of what it takes to launch a successful venture.  Many individuals try to develop marketing plans that avoid cold calling at all cost. Others attend countless networking events and join every social networking site they can and try to sell via networking.  If you refuse to cold call, you are drastically limiting the amount of opportunities for your venture.

Here is a great article from Business 2.0 entitled, “What works: Firing up your cold calls”

Thanks to Levi Bloom for the link.

Comments

[peter caputa]

Did you ever follow up on that warm lead I gave you?

My experience with cold calling, is if you don't have a mutual acquaintance that can introduce you, it takes about 6 calls to get through. And then, about 5-10% end in a sale.

[Tab Pierce]

I actually took part in this article and was quoted. I thought some of my other comments were much better than the one he quoted...but such is life.

This article was originally done to show some of the lighter side of cold calling. But really has caught some real interest via the Internet.

My take on cold calling:

1. Warm it up. Find out as much as you can about the company and individual.
2. Talk on their level. You ARE worthy to have a conversation with them.
3. Be intelligent. Understand them and talk to them about what they need. Who cares what we are selling? Ultimately, if we don't solve a real problem who cares?
4. Be polite and persistent. Don't call once, leave a message and never call again. Let them know you aren't going any where.
5. Set yourself apart from the other 30 or so peddlers calling them.
6. Make an impact on their business today, not in the future.
7. If someone is grumpy with you politely point out that you are only doing your job. Example: Bob, I am sure you have someone selling your products or services right now. If they or I don't do this our businesses stop. I'm sure you can respect that. If the timing for this call is off I can appreciate that, perhaps we can schedule something that meets your schedule better.
8. Listen
9. Have an end game before you call. A face to face visit? More time on the phone at another time? You know the end result you're looking for so prepare, prepare, prepare.
10. You are going to get kicked in the teeth. It happens to the best of us, it's just how you react. Get back on the phone and do it again. A bull rider stays on for 8 seconds and that's a success? A Hall of Fame baseball player fails 70% of the time and that's a success? Define your own success, just realize you will fail.

I hope this helps someone out there. I am always willing to help where I can.

Thanks - Tab