Cold-Calling: Does it Work?
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.
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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.
According to expert Scott Channell, cold-calling works best when:
- You’re a new business who needs clients right away
- You’re in a slump and must meet and sell, or die.
- You’re seeking higher-quality accounts and need to clone your best client
Let me make something perfectly clear. Cold-calling is a lot like hunting. After you’ve gorged yourself on a kill, you must do it all over again, or starve. That’s why early Man eventually figured out how to plant crops. If you rely on a single source to find clients, you won’t be very successful.
That said, cold-calling is a great way to land new clients immediately. Or, if done wrong, it’s a colossal waste of time and an exercise in frustration. But it is a skill that can be learned.
Nothing replaces proper training, but if you want to dip your toe in the water, here are links to cold-calling articles I’ve written both here and on SitePoint:
Cold-calling ranks right up there with public speaking as the most dreaded of activities. Yet, while it’s not necessarily pleasant, it can be a great way to find new clients. Read more …
The self-directed consumer is one who already knows he has a particular need and is searching for someone who can fill it. But if you’re in an industry where clients don’t typically associate their problem with your solution, you may have to look for them. Cold-calling can be an effective way of finding them. Read more …
Here’s what stapling bacon to your face has to do with cold-calling and how to overcome the single biggest obstacle you’ll face when it comes to actually doing it. Read more …
Still need to prove to yourself that it doesn’t work? Fear not. Just follow these simple steps to epic cold-calling failure. Read more …
Like any type of marketing, cold-calling can be done badly and cause untold damage to your reputation. Here are the basics for doing it right. Read more …
While a good script isn’t the only factor for cold-calling success, it’s an important one. Read more …
ROI or Return on Investment is important to consider before undertaking any marketing activity, so here’s the ROI of a cold-call. Read more …
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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.