Monday, September 15, 2008

Cold Calling? Ugh...

I have had great success so far with cold calling. I don't like it any more than the rest of you, but it seems to work for me.

We do very very targeted mailers to only a very select few people at a time. We do our research so we are prepared to talk to them. We always send an introduction mailer that is very interesting to look at. It's hand written and has a big impact. When I call, I always start with a big smile, so helps the mood. I start by asking if they got the letter I sent and they usually say no until I describe it and they always remember. Many of them have been waiting to talk to me or had it on their list to call me. It's all about multiple hits to a very targeted audience that has a need for your service. And don't spend any time on people that are trying to blow you off, there are too many people who want to work with you. Also, appeal to their egos, everyone loves talking about their companies. I'm a very digital/print person, but you can't beat in person or phone, so I use them together. In our latest campaign I made 30 calls and have had many good conversations which lead to 15 or so meetings which lead to 3 new clients so far. We found a whole untapped market as well. I think that is a great success.

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