3 Cold Calling Questions

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Dec 4, 2009 10:47 am

After years of not calling, I started picking up the phone again this past summer to take advantage of the current environment. After a few months, I have had some pretty good success.

But I have three quick questions for the guys who have been calling for the past few years. I grew up calling residential pre DNC. Now I am call biz owners and execs.

1) When calling this group -how many dials are you doing an hour (trying to make sure I am not slacking off)

2) Voicemail, or not? Is it a waste of time to leave a message? ( I never do). Anyone have someone actually call them back?

3) Spend time on the gatekeeper? This is my biggest issue, as I don't have alot of experience calling non residential. I have heard two sides: get the gatekeeper on your side ie -ask her how to best get in touch with the boss (I always seem to get the "mail him something" excuse)

or - go for the low hanging fruit and don't waste time with the gatekeeper.

I uslally call in the morning which avoids the #3 issue all together -but I am still curious what others are doing.

Thanks for any input. As some of you know, I hired more help so that I can spend more time on the phone, but I really only have about two hours a day to call, so I am trying to be as efficient as possible.






Dec 4, 2009 11:49 am

In a few minutes you are going to get several replys with direct answers to your question on cold calling. I'll let those current experts deliver the experienced info.


I suggest looking ahead to step two of your prospecting and marketing strategy. Start a process for warming up the prospect you can't get to speak to or the prospects who are not yet ready to do business.


Send a card, then a letter, then an email, follwed by a phone call, then an email. Continue the routine every two weeks. It is a process of constant contact also known as stay-in-touch marketing. There are several sites specializing in this area including: www.valuemarketingsystems.com/StayIn_Touch.html and www.constantcontact.com


After a while you'll find that more and more of those Prospects start taking your calls and doing business.  Good luck!
Dec 4, 2009 11:51 am
beenthere47:

In a few minutes you are going to get several replys with direct answers to your question on cold calling. I'll let those current experts deliver the experienced info.


I suggest looking ahead to step two of your prospecting and marketing strategy. Start a process for warming up the prospect you can't get to speak to or the prospects who are not yet ready to do business.


Send a card, then a letter, then an email, follwed by a phone call, then an email. Continue the routine every two weeks. It is a process of constant contact also known as stay-in-touch marketing. There are several sites specializing in this area including: www.valuemarketingsystems.com/StayIn_Touch.html and www.constantcontact.com


After a while you'll find that more and more of those Prospects start taking your calls and doing business.  Good luck!
 
Just to let you know, you can't email someone until they give you permission..
Dec 4, 2009 11:53 am

PS stop posting your stupid website, if you like it that much put it in your signature, if you work for the company be a professional and buy an ad.

 
Sorry didn't mean to hijack the post, but these people bother me..
Dec 4, 2009 12:08 pm

Sorry didn't mean to hijack the post, but these people bother me.

Amen brother

Dec 4, 2009 2:39 pm

just did 1 hour of calling, turned off quotes and email-  43 dials, 2 contacts, 2 leads (not hot leads, but people who would be interested at future dates), left 10 voicemails, called attorneys.

Dec 4, 2009 4:13 pm

Mind sharing a little more...

Did you just call big firms in area and go down the directory?
Or just call local lawyers?
What were you pitching?
 
Always interested in what I don't do(call residential only... or directories)
Dec 4, 2009 5:09 pm

sure-i have a directory of attorneys big and small, pitching munis, i alternate this with calling business owners, today decided to call attys

 
you're calling residential?  pitching what?
Dec 4, 2009 10:36 pm
ccmachine:

sure-i have a directory of attorneys big and small, pitching munis, i alternate this with calling business owners, today decided to call attys

 
you're calling residential?  pitching what?
 
Portfolio reviews or EIAs
Dec 4, 2009 10:55 pm

1) When calling this group -how many dials are you doing an hour (trying to make sure I am not slacking off)


What's typical for me is 40 dials in about 50 minutes.

2) Voicemail, or not? Is it a waste of time to leave a message? ( I never do). Anyone have someone actually call them back
 
I'll typically call 2-3 times without leaving a message. The third time I'll leave a message.  If I can figure out some connection with them, I'll often get a returned call.  Most times, I don't.  Sometimes, they call back.  Assuming that they don't, if I know that they are a decent prospect, I'll try again in the future.  If I don't know, I toss their card.


3) Spend time on the gatekeeper? This is my biggest issue, as I don't have alot of experience calling non residential. I have heard two sides: get the gatekeeper on your side ie -ask her how to best get in touch with the boss (I always seem to get the "mail him something" excuse)

I don't think that it matters.  Some gatekeepers will help.  Others won't let you through.  The only thing that I do ask when my call has been screened is honesty.  In other words, if I call and can't get through and I leave a message  and no call has been returned and I call again, before leaving a message, I ask what needs to be done to talk to the person I'm calling.