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Once you get out there networking, it’s possible to get a random call from someone that you may have met. Or, you may be in the reverse situation where you are making the cold calls yourself.
The ideal situation is to never make cold calls because you’ve become prepared enough so that your network will support you.
But, if it happens that you do make a cold call, make sure you have a reason to call. For example, you could following up to an event where you first
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Comments
02.25.09
Great post--very interesting and helpful. Thanks for sharing!
I find myself writing more "cold emails" than making cold phone calls--but the process seems the same as you've laid out above. I'll definitely keep your tips in mind as I prepare to type out that frigid letter--which somehow feels even less natural and more forced than being able to talk your way through the awkwardness.
All the best-
Andrew Stuhl
02.25.09
You are absolutely right, Clara! Cold calls are a tough cookie, because calling someone you have never met before (or met 2 years ago) is really hard to do without immediately coming off like you are selling something. I've found that one of the best ways to address this is to immediately provide them with some kind of value. Give them a reason to want to talk to you rather than pushing your products/services right off the bat. You are absolutely right; the purpose of the cold call is to establish a relationship, and if it goes well, possibly set up a meeting. No actual transactions should attempted on a cold call. Fantastic post!
02.25.09
My favorite cold call was a guy trying to sell me God-knows-what and I immediately went into my "take me off your list" speech. I interrupted him to tell him to take me off his list and he goes:
"But sir, we have a really fantastic—"
ME: No thanks, please, just take me off your list
HIM: If you'll just listen for a second, our offers—
ME: Take me off your list
HIM: That will help you to increase your—
ME: Take me off your list
HIM: Let me talk!
He said it really whiny too, which was hilarious! It sounded like I was taking a piece of candy from a kid. Then I hung up.
02.25.09
I have 2 bad cold calling scenarios to share:
Scenario 1:
I had solicited bids for a project with a quick turnaround. I got a demo from this one firm but then did not receive a bid from them by the agreed upon date and went with someone else because we need the project done within a specific time frame.
A month later one of the salespeople from the firm calls to ask me if we have any need for them. I said "No, we fixed our issues and don't have a need for your services." I thought it was pretty bold of them to call me considering it was their own negligence that cost them our business.
I now continue to get calls every month or so from this same guy and the conversation pretty much goes along the same lines as the one I just described. Dude needs to get the message.
Scenario 2:
When I was in college and had a listed dorm phone number I used to get a lot of telemarketer calls. I usually just hung up on them but started feeling guilty, so when I got one from this nice-sounding girl I let her speak.
She ended up rambling on with her prepared speech for a solid 2 minutes. Unfortunately she was selling car insurance, and at the time I had no car. So she wasted both our time and then asked to speak to my parents. That's when I decided to hang up.
The point of all this is: have a purpose, offer value and do some basic research so that your calls are targeted for best ROI.
02.25.09
Yeap, these are all great examples of how you can be on either side of the cold call.
Carlos: I've definitely done what you did before and I certainly remember having no sympathy for the cold caller.
David: I don't think I would have reacted so badly if her purpose was to solely get me to meet her and re-establish the connection.
Andrew: Let me know how your experience with cold calling pans out! Cold emails are similar and I have done some like that before, but it really is a game of luck.
The Office Newb: Thanks for validating my points. I do think that research is an important aspect before execution.
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