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/Stay_In_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

[quote=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/Stay_In_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![/quote]   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

[quote=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?[/quote]   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.