Does cold calling like this one work for you? Listen to the audio below.
I don’t know this guy, he certainly doesn’t know anything about my business,
and I can’t help but to think this type of machine-gun, “dialing for
dollars” is a complete waste of time! What are the odds of this guy making
enough calls to get a) an economic buyer on the phone and b) match the right
relevancy with the prospects’ requirements and his value-add?!?
Professional services is a relationship business – influence the
conversation and you’ll influence the relationship; influence the
relationship and you’ll influence the outcome you’re after. The first sale
is always aimed to add value to get me engaged in a conversation…
What’s working for you in creating demand in this economy?
Hi David,
He’s doing it wrong.
Personally, I’ve gotten through to the CEOs of many local leading businesses via cold calling.
You need to be strategic about it. For example, you need to zero in on a particular problem your prospects have. “Help with government contracting” is too broad.
You need to think about them and their interests and build a multi-step process, with cold calling as one of the steps.
Then it works.
Dov Gordon
Dov – you’re right that he’s doing it wrong. I’m surprised that you’re getting into CEO offices with cold calling – can you share more about your “multi-step” process and top 2-3 specific best practices that has worked for you?