Cold Calling Business Owners?

[mybusiness]

If you are cold calling a buisness and are not able to speak to the owner, Is ok to ask the person on the phone if you can fax over a brochure?

[pkeetch]

Cold calling is not something I normally recommend, mostly because it is so very time consuming, but if you're going to do it, you MUST know your objective in advance.

I want to ask you a tough question - what good is sending over a brochure if you haven't confirmed that they even WANT what you have to offer?

My suggestion for you would be to set a specific objective of DISqualifying the person you are calling.

Ask them very direct and pointed questions about whether they want/need what you offer. If they say no, get off the phone and move on - there is no point in wasting your valuable time and energy (not to mention money) trying to "convince" someone that they need what you sell.

When you've confirmed that they need or want it and are in a position to actually purchase it, then your secondary objective should be to set a follow-up appointment with the decision maker.

Do NOT send over your brochure! It will sit on a desk (or get "filed" under "G") and you will sit waiting patiently by the phone for a call that will never come.

Sorry if this sounds harsh, but I want you to succeed!

Let's say you sell telephone systems. Your first question should be about their current system - when did they buy it or have it installed and did they install it new or refurbished?

If they installed a phone system within the last 3 years, chances are they are not in the market for a replacement. You can confirm this by asking if they are happy with it.

I hope this helps. Get to "no" as quickly as possible move on. The truly qualified prospects will not let you get off the phone!

- Paul

[mybusiness]

Good info, thank you! It's not harsh at all, you are actually right.

I never thought about it like that.

[Logan]

See this post for a good book on cold calling

[mybusiness]

Thanks Logan

[Alan Maverick]

I would agree cold calling is hard. There are many ways to attract potential customers and advertising in the right places is a good way to start to get people calling you.

[Minuteman]

If you have an interesting opportunity for someone, and the volume warrants it, you can have success with cold calling. I tried it with a new eco product. I made a lot of calls, and only a few were successful. Those few, however, are turning into a significant amount of business. It probably isn't worth it for small volume or margin.

At least that is what I have found. Hope this helps.

[east2west]

Also, you don't allways have to ask for the owner, you can ask for who is in charge of purchacing, get them onboard if possible, let them go to the owner with it.

[lordspace]

Is there a way to check if that person is in the do-not-call-list ?

[Veles]

Originally Posted by east2west

Also, you don't allways have to ask for the owner, you can ask for who is in charge of purchacing, get them onboard if possible, let them go to the owner with it.

All depends on the size of the company. In greater companies the special manager is engaged in purchases. In the small companies the decision is accepted usually with the owner of the company