Cold Calling... Does it work?

[marvelit]

Hi Guys,

I have been in business now since Jan last year, and have done little cold calling. Most of my client base has come from my newspaper ad I used to run, word of mouth and google (organic and adwords).

I provide computer solutions for business and home users, so I am really looking for local work, without too much travel.

I am trying to come up with some ideas on how I can cold call businesses in person. Basically, go around my local offices and offer my services to businesses that are in my scope.

How would you recommend I go about it, or maybe just give me some innovative ideas?

I find cold calling really akward and I really hate it, but I know it's going to be able to get me more clients if I do it right.

My ideas so far:

1.
Get some coffee mugs made, fill them with chocolates and attach my business card. Walk into offices and give them the gift and basically say "I look after computers in our local area, feel free to give me a call whenever you need some help". People usually listen to you when you give them something, or at least are more polite lol.

2. My business motto / part of my logo is "Marvel I.T. Your modern day super hero!". I was thinking about just walking into an office front desk, and saying "Hi my name is Jacob, I am a local super hero who looks after our area, here is my card if you ever need help just call that number" then basically leave it at that haha.

I really want to give myself an innovative edge. I feel I can provide so much more than what other businesses are doing in my area, in all aspects. How do I get people to realise that I guess? I guess thats like saying, "what's the meaning of life" isnt it!

Cheers,

Jacob

[Benedict]

I quite like the sound of idea #1

You could dress in a cape with your undies on the outside but that will probably look silly when you need to look professional.

Try the coffee cup with chocolates - maybe you can get a local shop to sponsor the coccies or something.

[marvelit]

Hehe thanks for the reply,

Obviously that has come across my mind doing something like what you said, but I think it would just look super tacky, and no one would take me seriously.

I am also going to offer a free I.T computer and infrastructure evaluation for all business clients too. I some how need to emphasise that, and make sure they understand what the hell that actually means haha.

[Thrive Promotional]

Hi

My first ever post. While I am all for using promotional products (hey, it's what I do, and they have terrific impact). However, I am not sure if your approach will hit the spot i.e. the person or people who make the decisions.

You may have a lot of reception desks with nice coffee mugs but no real reason why they have them and no influence anyway (and you haven't obtained any details about them).

What about a two phase approach ...

1) some ground work first by cold calling various businesses either by phone first or by face to face, and finding out some background (and importantly, who would be the person to approach). You can leave a small leave behind/branded promotional item (perhaps something quirky that has relevance to your service and inviting action i.e. to make contact).

The new information you obtain will then give you a starting point to develop your presentation to a particular need.


2) a 2nd follow up with direct approach to the key person, asking for a sales call time. Then, you have more qualified people to give out your promotional mugs together with opportunity to sell the benefits of your service .

Would be happy to help with some further ideas.

Cheers
Morgan
Thrive Promotional Products & Corporate Gifts

[marvelit]

Thank you for your in depth reply.

I have been thinking that, in regards to the people at the front desk.

I just dont really want to be hassling people too much with phone calls, organising meetings etc. As a general rule I found people are not interested, don't want to talk to you if you don't know them, even if you are offering something for free. People are too cautious these days because of bad experiences in the past with people cold calling. This is why it is called "cold" I guess hehe.

What I was thinking, is that If I make a small lolly / choc bag, paper clip together a business card, DL flyer, and a Marvel I.T. sticker or two they can stick to their actual computer, it will save me more money, but still do basically the same thing. Instead of going all out cold calling for a few hours sort of thing, I was thinking I could just keep a few of these little pakcages in the car, and when I go to a clients office, go to all the offices around it.

this way I can say "I look after so and so next door, thought I would drop this off incase you ever have any issues with your computer, we are running a promotion at the momen here is a flyer with a bit of info" etc etc.

Guess there is just so many ways to go about it!

[Wattsup]

Hi Marvelit

You said...."Most of my client base has come from my newspaper ad I used to run, word of mouth and google (organic and adwords)."


Why not concentrate on trying to get as many referals as possible from these current customers?

Much easier than cold calling.

So how can u get say 20 referals from each one?

Hmmm.....u have to offer them something of substance.

i'll leave that part up to you to think about.

im sure others here have some great ideas on ways to get referals.

One wayto do this

call your current customers, have a bit of a chat with them about their business or life in general then ask them......

how many people do u know that have a computer?

Most will say hundreds.. or heaps.. or most people I know have a computer.

Great, im asking my current loyal customers today for as many referals as possible to help me become even more successful and would love to look after your hundreds of friends with computers........

Im sending you an email.....when u get 5 minutes could you do me a favour and reply to my email with as many referals as you can?

If you get a yes......send the email and in that email state that you are so thankful and that you have sent them (current customer)(something) in the post in appreciation of the expected incoming referals and that you are giving away a (..............) for the most referals.

Now u could send movie tickets, flowers, 1 hour free computer training session, something...anything.......but make sure its personal.

Anyway enough dribbling from me......just an idea.

[marvelit]

Thanks for the Reply.

I will have to think about this one in regards to what I can offer. I do get a fair few refferals already to home users, but its not the type of customer I want.

I want to be reffered to other businesses. It does happen occasionaly but I need to get some more!

Great Idea though, I think I can make that work just approach my business clients.

[Lucki]

Hi Marvelit,

I personally like the coffee mug with chocolates idea. However, I think you should get the name of the person who is the decision maker and then make sure they receive the gift. It creates a first good impression. Then perhaps follow up with a phone call because then they'll have the benefit of knowing you. You can then ask if they require your services. Later you could send a letter with a discount voucher to encourage them to use your services.

Regarding existing clients, when you speak with them see if they can refer 1-3 clients, whatever you think is a good number and then give them a freebie for their referrals.

Do you issue a newsletter? If so when giving out the chocolates, get their email address too and that way you can correspond via email without having to cold call. Perhaps offer some time saving tips or something of value, whether it's advice, benefits etc so you stand out from your competitors.

You come across with a great sense of humor, down to earth sort of approach, I think that's a bonus and you should use it to your advantage (having said that, forget the cape and undies look, it may work against you).

Have fun.

Lucki

[Lucki]

Hi Marvelit,

Forgot to check out your website, should have done that first - doh!

Just checked out your Marvel PC tips, great info! Do you send that out to your clients?

Lucki

[techedit]

MarvelIT

I like the chocolate and mug idea, but agree that you have to get to the decision maker. So an initial call to find out who this is would be good. Then you can personally address it.

good luck!