More Tips for Making Cold Calls

When cold-calling in person at a large office building or complex, dress professionally and be polite to everyone. Here are some more tips to help you get the most out of your first visit with a prospective client:

  • Be Low-Key—Start by asking a receptionist, “Can you help me?” When you begin by asking for help, you immediately become less threatening. You could then say that you were in the building for another meeting, and was intrigued by the prospect company’s name, then ask what they do. They will generally tell you enough for you to determine whether it is worth pursuing further.
     
  • Get the Decision Maker’s Name—If the prospect firm looks promising for what you sell, you need to get the name of the decision maker. Say something like: “I don’t want to see him now, but can you tell me who’s in charge of _____.” Chances are a receptionist will tell you without hesitation.
     
  • Identify Yourself—They may first ask you who you are, and why you’re there. Your best response is to say that you’re in the industry, and that you may want to contact Mr. Decision Maker with some ideas. Don’t flag yourself as a sales person.
     
  • Query the Receptionist—If you don’t know in advance who or what job title the appropriate Decision Maker wears, query the receptionist. You may simply ask who’s in charge of _______. It may help to speak of the general area of the need your product can fill. 

These are just a few ways to become more successful while prospecting a new firm. Remember to do your homework on the company before setting out on a cold call. If you can show the prospect that you have at least a basic knowledge of thier business, they may be more inclined to believe that you might have something of value to offer. Good Luck!