Q. What's your best cold calling technique?A. The best cold calling technique will vary based upon the situation. For example, are you calling on the phone or in-person? Are you trying to get through the gate keeper, or are you actually talking to the prospect? Is this your first attempt at getting to the prospect or is it your second, third, forth, etc.?
In general, it's a good idea to use humor, any leverage you have, and to give the prospect something for nothing. Let's take each of these in order.
1) Humor - a) If you notice a nice car in the parking lot, say to the receptionist - "Wow, I really like your Porsche." Or whatever car it is. Her: Oh, that's not mine. You: I bet you wish is was. Well, I wish it was mine too. I'm (your name) with (your company), I was hoping to catch Mr. Prospect for a moment. b) Hi, (your name), I'm here with the joke of the day but I can only give it to Mr. Prospect, can I catch him for a moment? These are just a couple ideas.
2) Leverage - a) opening to either the receptionist or the prospect: "Hi, (your name) we have been doing business with (name some companies in the area) and (your major benefit, such as saving them 36% on office supplies)." b) If you're doing business with most major competitors, or companies in that industry, mention that. If you are endorsed by an outside agency or company, mention that. Mention anything that gives you credibility and gives the prospect a benefit or reason she should be doing business with you.
3) Something for nothing - Can you leave some samples of your product? Do you have research which shows demographics for an area in which a company is doing business? Do you have other items or information which would be of value to the prospect? Give the prospect something for nothing to begin the relationship building process.
4)Finally, be creative and be persistent. Gifts, such as baseball tickets, flowers, and food baskets, can help get you in the door. Also, creative packages, mailings, e-mails, etc., can break the ice. If you stay pleasant and persitent, and continue to change your approach, and continue to call, you should eventually get to the prospect and get some business.
