Do check out the new Economic Voice layout – it seems vastly better to me and is more accessible now. One of their first posts is on Cold Calling, with the news that:
The US Investment management company Edward Jones is to sell its UK arm to Towry Law. Edward Jones has been operating in the UK for the past 11 years and has built up 250-400 offices during that time. Itls unique selling point has been that all its advisers are not only fully qualified financial advisers but also qualified stockbrokers.
Your humble blogger accepts that if you don’t name it, you can’t claim it and that you’ll never know if you don’t ask and yet … and yet …
A commenter here has this take on CC:
You are asking the wrong question. Without a doubt cold calling will lead to appointments and sales. The real question is whether it is the most effective prospecting tool available to you. Your best bet is to create a prospecting plan that includes calling, snail mail, email, faxing, face 2 face introductions and referrals. Then work your plan and figure out what gets you the best results for the time and money spent. Then do more of that!
I don’t want to admit it but when I had the company Sportsprint, which basically screenprinted team shirts and other items, my main task was to get in the car and visit various stadia and clubs face-to-face. I always landed more orders that way but that was just that I’m better up front than at the end of a line.
It always seemed pushy to me whereas when they saw me, they could see the more relaxed body language and I was usually allowed time to talk to them. Part of that would have been that the principal was the one hawking the product.
Javier Salces says:
However, today, cold calling does not work. And that is putting it mildly. The most important reason for the redundancy of cold calling in present times is the fact that you are randomly calling a person from a list. Now this person X could be anyone – there is absolutely no guarantee that the person will be even interested in listening to you. Most of these cold calls are met with abrupt denials and even slammed receivers.
I’m not sure if I’m atypical but the moment anyone tries to sell anything to me, unless I specifically wanted it, I refuse point blank, as politely as possible, on principle only. Even if I might have wanted it, I’ll refuse, think about it some days and then think about calling myself to get more info.
However, if I’m in a store, at the technica counter, say, then if someone has a stall there, offering some special, well, I might go over and see what he has to say.
This would seems to suggest that cold cold-calling might be offputting but targetted cold-calling might have better results.