Brave Cold Calling

I am often asked, “Is there a message that I can leave when I am cold calling that will get me in?”

My response is: Voice mail was invented by prospects to screen their calls. However, there are a few things that you can do to be more effective while cold calling. They take risk and bravery.

First don’t leave a message until you have made at least seven attempts. Call at different times of the day. Call early, call late, call mid-day. Call before and after the receptionist is there. Also don’t say, “Hi!”. Ask any secretary how they know it is a salesperson on the other end, and they will tell you, "... because salespeople are so enthusiastic and they always say, 'Hi'.”

Another technique to get through to the right person is to bypass the front line. Most companies have more than one incoming line. Most alternate numbers are close to the main number. So dial 1 or 2 digits off and you may reach a person directly. Even though you know that person is not the person you need, act surprised when they answer and ask to be transferred. This will prompt an inner office transfer and may get you the direct extension for the party you do want for future reference.

Another technique is to have the person you are calling paged. Remember your goal is to make contact, talk about the problems your product or service solves and see if they are attracted. If not, move on.

When cold calling, be brave or go home.


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