Cold calling is difficult. What choice do we have when we are establishing a product in a new distribution channel? One in which we have few contacts. (note: my definition here is B2B & excludes interuption phone calls to private dwellings)
Try two phase calling. Turn up and ask for the manager or owner. You only want 5 minutes to talk about an idea with them. You simply tell them what you are doing and ask for some input. It goes something like this:
We are developing X and think it could be good for your industry or a business similar to yours, but we’re not sure. This is what we are thinking, what do you think…?
Two things often happen. Firstly they tell you what type of marketing you should be doing. Then, they may ask you to bring in your widget to show them next time. What it needs to be successful is a low status approach. Let them they own part of the idea. Collaborate with them. Don’t bring anything with you. No samples, no brochures, nothing. Just talk with them.
If they’re not interested move on. Don’t be annoying.
This can work because you remove their defenses. They don’t have to figure out a way to reject you. Then next time you come to actually sell something to them, it’s not a cold call, it’s warm.
What you’re saying here is similar to how I feel about people in general. Nobody is interested, interested in being my friend, interested in dating me, should I move on and not be annoying, but won’t I be left completely alone then.
Great advice and it;s true cold calling is dead unless you think your way throught it.
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I use cold calling still to generate new business. I still have issue’s with it. But it is unfortunately a necessary evil still, especially for startup companies that are new. I don’t think the telephone or cold calling as we know it will ever truly die either… think about it, if it was ineffective people wouldn’t still be doing it to generate new business!