Comments on: Cold Call in Person vs. on the Phone http://www.fmwalsh.com/2009/06/17/cold-call-in-person-vs-on-the-phone/ Just another WordPress weblog Mon, 01 Mar 2010 23:04:22 +0000 hourly 1 By: Ted http://www.fmwalsh.com/2009/06/17/cold-call-in-person-vs-on-the-phone/comment-page-1/#comment-86 Ted Sat, 04 Jul 2009 07:47:14 +0000 http://www.fmwalsh.com/?p=1011#comment-86 I recently used a combination of in-person cold-calling followed up with a phone call. The in-person visits function to identify the decision maker in the office, and to build rapport with the "gate keeper" who almost always "promises" to forward my card to the decision maker. When I follow up with a phone call to the gate keeper, my success has been markedly better at getting an appointment. When I call, the gate keeper has usually a) tossed the card and did not expect the follow up call...or b) actually forwarded the card to the boss who may now actually be receptive to a presentation! Both scenarios seem to be an improvement over just phone calls. I recently used a combination of in-person cold-calling followed up with a phone call. The in-person visits function to identify the decision maker in the office, and to build rapport with the “gate keeper” who almost always “promises” to forward my card to the decision maker.

When I follow up with a phone call to the gate keeper, my success has been markedly better at getting an appointment.

When I call, the gate keeper has usually a) tossed the card and did not expect the follow up call…or b) actually forwarded the card to the boss who may now actually be receptive to a presentation! Both scenarios seem to be an improvement over just phone calls.

]]> By: Chuck Thompson http://www.fmwalsh.com/2009/06/17/cold-call-in-person-vs-on-the-phone/comment-page-1/#comment-82 Chuck Thompson Wed, 24 Jun 2009 19:30:04 +0000 http://www.fmwalsh.com/?p=1011#comment-82 Often we hang up a shingle (so to speak) and take a passive stance waiting for business to come to us. Cold calling is one very small step away from "passive" because most recipients of the cold call believe it is not coming from the proprietor of the business; most people believe you are metaphorically throughing mud at the wall and hoping some will stick. The "in person" approach is very much more related to the "invitation" -- sometimes we have to invite people to do business with us. Or, at least, we have to offer them an opportunity to "check us out." I think the key you have found is to take a visibly active approach to promoting your business. Chuck Often we hang up a shingle (so to speak) and take a passive stance waiting for business to come to us. Cold calling is one very small step away from “passive” because most recipients of the cold call believe it is not coming from the proprietor of the business; most people believe you are metaphorically throughing mud at the wall and hoping some will stick.

The “in person” approach is very much more related to the “invitation” — sometimes we have to invite people to do business with us. Or, at least, we have to offer them an opportunity to “check us out.” I think the key you have found is to take a visibly active approach to promoting your business.

Chuck

]]> By: FMWalsh and Associates » Who Is Your TARGET? http://www.fmwalsh.com/2009/06/17/cold-call-in-person-vs-on-the-phone/comment-page-1/#comment-80 FMWalsh and Associates » Who Is Your TARGET? Wed, 24 Jun 2009 18:36:34 +0000 http://www.fmwalsh.com/?p=1011#comment-80 [...] I wrote about last week, some friends and I started a 5 week business venture advertising campaign.  One of the first [...] [...] I wrote about last week, some friends and I started a 5 week business venture advertising campaign.  One of the first [...]

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