Hay - Happy 2013. A lot of you have been reading about and posting notes about cold calling. There are a lot of individual threads and lonely battles going on out there. It's not easy - but it's really not hard. As some of you know, I'm knocking out thousands of dials every year. This year will mark my 6th full year in; and I haven't stopped calling. I get lots of referrals now, but still don't stop calling. It's the lifeblood of my practice. The basis of the pipeline. In my practice, I see the pipeline as the single most important asset.
I see a lot of guys looking for angles. There are no real angles. You have to have a list, a phone and script. What is the best time of day to call? The time of day when you pick up the phone. Who has the best list? You do. If you have a list; it's the best. Call it. What is the best script? The one that includes your name and asks the prospect if they are interested. Doesn't the DNC get in the way? Used correctly - the DNC can be a powerful tool. When you find a good prospect is on the DNC - cold walk them, mail them, or ask people for an introduction/referral.
Today, I knocked out 150 dials - residential. Looking for people who may have interest in a seminar later in the spring. I ran across 4 people who will take the "next step"; accept literature, email, ongoing calls. Took me 2 hours to make the dials; about 20 min to do the follow up. 4 prospects or potential referral sources in 2 hours. Tell me again - please - how cold calling does not work, even in the age of DNC?
It does work. You have to be disciplined, do it routinely (I did 300 calls during the business week this week and developed 5 other people who will take calls, ongoing drip, etc.).
Calling back or emailing at least 10 people on your drip list daily - and making 150 cold calls a day is a great way to start your New Year. I have the biggest pipeline I've ever had coming into this year - mostly developed from cold calling. You can have your best year yet. Pick up the phone and dial.
Over the years, I've routinely knocked out 3000 - 4000 dials a month. My goal this year is to make 5000 dials a month. I dropped a networking activity that had little result and think I have the time to add the dials. So - I ask you Who would like to join me in making dials? We can make this fun and really gain some headway.