Everyone who decides to sell their services will agonize over the question of “How much should I charge?” Having an effective pricing strategy in place is a key factor to your success.
Here’s my straight-up advice on cold-calling: if you have a way of generating enough revenue some other way, don’t do it.
Did you get what you came here for? Great! Thanks for visiting.
But, wait … you say you’re not generating enough revenue and need a way to find clients or customers immediately? Then cold-calling just might fit the bill.
In a previous article, I confessed that, despite my claim of being a web marketing geek, I did not own a smartphone. Recently, however, that changed when my company gave me a Droid HTC Incredible.
Frankly, I’ve been a bit underwhelmed by the entire smartphone experience. Maybe it’s because the person on the other end sounds like they’re standing on the deck of the Titanic as it makes its final decent into the swirling waters of the North Atlantic. Or perhaps it’s the battery life that plummets faster than RIM’s stock prices. Or maybe I’m just asking too much.
In a recent SitePoint article, I painted a hypothetical scenario about how to make a living in the web industry. I said if you need to earn $50,000 a year and your average project is $2,000, you must land a minimum of two clients a month … to which one commenter pleaded:
“Really interesting, but please help us find clients!”
That plead reflects a recent study, in which 76 percent of small businesses owners said attracting new customers is their “top concern.” And 69 percent said it’s the #1 challenge they face.
“Good afternoon, Affordable Insurance. May I help you?”
“Hello, this is Joe Schmo from Joe Schmo Consulting Firm. Is this a good time to talk?”
“With whom may I ask I am speaking?”
“I am an expert in the web design field. You might have seen some of my work: xyz.com, 123.com, and blahblahblah.com. I could design a site for your business at the lowest rate around. If you are interested, I could give you a free 1-hour consultation.”
Would you say yes?
I had the opportunity to speak with an account rep at an Internet company recently. As we talked about different types of advertising, it became obvious that he distained old media. He said that television advertising was pointless because people TiVo past them, and that he “couldn’t begin to remember” the last time he’d looked in the Yellow Pages. Instead, he uses a smartphone, buying a new one every 3 to 6 months, because he gets bored with the old one.
If you’re a freelancer, independent contractor, or own a service business, sooner or later you may find it necessary to make cold calls.
The debate over whether or not cold-calling is an effective way to obtain new customers continues to be debated online. Many of those proclaiming its demise seem to have an agenda—to sell you their particular marketing program.
With no such agenda in mind, here’s my expert advice on cold-calling: it works. The company I’m employed with has thousands of B2B clients, all of whom we’ve obtained through cold-calling and cold-canvassing. For the past five years, I’ve trained hundreds of sales reps and dozens of lead generators to do both.
A few weeks ago, my wife saw a commercial for a Bowflex TreadClimber and asked me to find out how much one cost. After discovering they were a few thousand dollars more than I was willing to pay, I went looking for a basic elliptical trainer (something I’ve wanted for some time).
I did a search for “best elliptical machines” and found a number within my price range, then read some reviews and did some preliminary price investigation.
The next day, I ran an errand after work. On a whim, as I was about to leave the Lowe’s parking lot, I decided to search for a local sporting good store on my mobile phone. Finding two within a few miles, I drove to each to see what they had.
If you missed the live webinar based on my free guide, 27.5 Must Ask Questions for Consultative Selling, you can watch it here. We had a great time. Check it out!
And don’t forget to check out the other great webinars on FreeWebinarWednesdays, held every Wednesday at 1 pm Eastern.
If you still haven’t got a hold of 27.5 Must Ask Questions for Consultative Selling, just follow me on Twitter and I’ll send you the link.
A small, local festival had a small problem … or a big one, depending on how you look at it. Someone had set up a Facebook page about the festival—which was fine, except they’d used the festival logo as the profile picture, giving the impression that they were the “official” page. The webmaster had even received emails saying, “but it says on your Facebook page …”
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Thanks for visiting. I’m a Marketing Evangelist, Blogger and Sales Trainer.
I get excited about geek stuff. But I’m also passionate about helping people and companies reach their fullest potential and becoming wildly successful.
That’s why I love helping businesses figure out how to market (especially web marketing) and why I train sales people to be the best they can be at what they do.