Essential Cold Calling Techniques
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Moraen, personally i have no problem with the work smarter set. Certainly there are many ways to get this business done. However, i have problems with your posts on three levels. First: bashing cold calling by calling it uncreative. That you were unsuccessful with it or didn’t like it is no reason to put it down. While it is a numbers game, the key word is game. A game is a challenge between you and an opponent. Winning the prospecting game is stimulating. Second: as a social networker you have an incredible closing ratio. No wonder you don’t like cold calling! Show up once at a soup kitchen and snag an account. Work with the terminally ill at the hospital and it just happens to turn out that those sick people are also very wealthy. How do pick out the ones with money? Show up at a charity 5k and in the 15 to 20 munutes it takes you to finish in the top five you manage to talk to not one, but two people who happen not only to be attorneys, but trust attorneys. Wow, what incredible luck on your part! In fact, a little too lucky for my internet BS antenna. Also, it’s been my experience that it usually takes more than an informal conversation to get the deal done. And, as for a 5k, most of the top runners are in a zone, and not interested in talking about anything. Third: As a person who gives to charity, and as someone who sets up charity events, I can’t stand the leeches who show up looking to make a business connection. Most are one and done types who have no real interest in the charity. Most raise little or no money and most only give the minimum gate or entry fee. I sit here thinking that the people who run the soup kitchen, while happy for the help, are wondering why you show up only on Thanksgiving while feeding the homeless and the poor goes on everyday?
Those who use charity and service organizations strictly for networking hit a nerve with me, obviously. That said, i do have members from my Rotary as clients. I didn't solicit any of them. They came to me. And i will tell you it took a lot more time than a 20 minute charity race. I've been doing this a long time. I know what it takes to get people to move toward a business relationship. For an attorney or other trusted professional to hire a new advisor. Based on that experience much of what you say dsoesn't ring true. My question to you is: Did you volunteer your time before you found a business purpose to do so?Shiiiit... I just lose respect by the minute, first you are niaeve enough to post your picture here and shit talk your former boss, then you are saying that you want to volunteer at a hospital to get clients. I mean, if this is your true goal maybe be a little discreet about it, how can you sleep at night? Shame on you. Maybe you should volunteer and then the clients might come as a byproduct of that effort, but you are basically just going in their fronting like you want to help with the main goal to spin a pitch, to me that's just scummy, yuk.
I sent you a PM asking this, but I thought I read somewhere that they weren’t working well, so here goes:
I am putting together a business plan for my second interview with a firm, and I wanted to get an idea of how exactly you handle finding business by volunteering at the hospital. I was trying to think of places to volunteer in the community anyways, and this sounds like a phenomenal idea. How do yo do it, though? How do you find prospects through this?
I also wanted to let you know you have posted some of the most helpful prospecting tips I have seen on this forum, and I thank you for that. It’s been a tremendous help for me. My hopefully future boss wants me to come to the next interview with an idea of how I will build my business and get people in front of me. The road race promotionals idea is another great one. My husband is actually huge into marathons and other races (he’s a wheelchair racer) so that would work great for me.
I appreciate you taking the time to share these techniques.
If you noticed in my thread, I said I was putting together a business plan. Before I put “volunteering at hospital” on there, I wanted to make sure if the guy interviewing me asked for details on this, I would have them. I have been a volunteer in the community for years. I was a candy striper in high school, a big sister with BBBS, and put in many hours a week at a local youth center as a mentor. We are living somewhere different now, and I was looking at some other activities I could be doing around here. If I can eventually benefit my biz by doing it, thats even better, but not my main objective by any means. I wasn’t sure if he was talking about going in as a candy striper or doing something different, i.e. working with the hospital on working with patients having billing issues, putting together a budget for them so they don’t have to worry about that and can focus on their health.
Both of his suggestions, running and volunteering, are something I have been involved with previously (currently with the running, actually) and I just had never thought of the opportunity that could come from that.
There is an incredible amount of judgement being passed around here.
Bond Guy - First - I’ve been involved with various charities for a long time. My wife works in Special Education and we foster two special needs kids. She teaches at the local University as well as being involved in the county. Our names are known as people who participate. The trust attorneys work together and have autistic children, so that is why they “happened” to be there. They saw the mugs and asked what I did - I simply told them. They have worked with people in the past who were not competent.
We volunteer at the soup kitchen EVERY year. Been doing it for eight years. And yes, it was someone who had been there the first time. We were there ALL day and this lady was interested. It is common ground that builds the connection.
Third, you don’t know anything about me, how I spend my time or anything. I am sorry that you have to spend so much time building trust. You must not be genuine enough.
Fourth - I NEVER BASHED cold-calling. I said that it worked. I simply said it was uncreative. If uncreative is offensive to people, like people say on this board - get into a new line of work! If you are that thin-skinned, get out.
Cold-calling works. Door-knocking works (although I’ve got to say I don’t see how - but I’ve known people who’ve done it).
I enjoy the time I spend with cancer families at the hospital. I feel good about what I do. I feel good about volunteering my time. If that time is spent out of the office and during the week and I make business connections great. I am providing a good service at a competitive price. I provide a good service to people who need it for “free”.
Taking - Thanks for your service as well.
1. I’ve used cold-calling it works. It worked better than door-knocking when I was at Jones.
2. I get business from social relationships I’ve built up over the years.
3. I can’t imagine what that is like with your CFO experience. Just like when I was in the service, I do my part on the micro-level. I deal with one patient family at a time. Maybe two. It is devastating to watch a family watch their child die, and something I hope I never have to go through. Although not as bad as losing someone on the battlefield (which I have), it is tough.
4. I’m not trying to teach you anything.
5. Smart people cold-call. Uncreative is not meant as a put-down.
6. I still think what I do with my time is less labor intensive. I get to do things I ENJOY, rather than doing things I don’t enjoy (cold-calling). It helps me with my business.
7. People trust me with good reason. I don’t ask them for their business. I SHOW them how dedicated I am to people.
8. I volunteer because it makes me feel better for the destruction I’ve caused elsewhere.
9. I have NEVER charged a patient family for my services, only the health care providers who have requested me to look at their situation - and I give them a discount.
10. From what you’ve said, it’s obvious you’ve been through a lot. Should I list all of the patients I’ve worked with over the years?
11. Ask them to escort me out and you may find your security guards balking - they see me up with the families, they see my wife taking care of funeral arrangements, they see me setting up scholarships and endowments for their loved ones.
12. I can’t see why you are offended that doctors and nurses trust me after having seen me care for their patients as if they were my own. You can call it ambulance chasing, you can call it “camping out at the hospital”.
13. Someone on this board asked me for advice on how to get business this way. That person will tell I told them, “Be genuine and do NOT go there looking to make money”. Trust sells, it seems we agree on that.
14. You have had an interesting life. I commend you for all you have done.
15. Don’t condemn me for the things you don’t know about me.
Good on you, dial baby dial!
[quote=Moraen]Bond Guy - First - I’ve been involved with various charities for a long time. My wife works in Special Education and we foster two special needs kids. She teaches at the local University as well as being involved in the county. Our names are known as people who participate. The trust attorneys work together and have autistic children, so that is why they “happened” to be there. They saw the mugs and asked what I did - I simply told them. They have worked with people in the past who were not competent.
So to get this straight- the lawyers were there because they believed in the cause, while you were there to make a business connection?We volunteer at the soup kitchen EVERY year. Been doing it for eight years. And yes, it was someone who had been there the first time. We were there ALL day and this lady was interested. It is common ground that builds the connection. Wow, you stayed all day! OK, that leaves 364 days a year that you are no where to be found.
Third, you don't know anything about me, how I spend my time or anything. I am sorry that you have to spend so much time building trust. You must not be genuine enough.
Fourth - I NEVER BASHED cold-calling. I said that it worked. I simply said it was uncreative. If uncreative is offensive to people, like people say on this board - get into a new line of work! If you are that thin-skinned, get out.
Cold-calling works. Door-knocking works (although I've got to say I don't see how - but I've known people who've done it).
I enjoy the time I spend with cancer families at the hospital. I feel good about what I do. I feel good about volunteering my time. If that time is spent out of the office and during the week and I make business connections great. I am providing a good service at a competitive price. I provide a good service to people who need it for "free".
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13. Someone on this board asked me for advice on how to get business this way. That person will tell I told them, “Be genuine and do NOT go there looking to make money”. Trust sells, it seems we agree on that.
He told me exactly that. Find something that you are interested in. If you go in looking to make money, they will smell that from a mile away.
[quote=hedge212]
[quote=Moraen]How much time do you spend talking on the phone?
I go to a run, run 3.1 miles, meet two attorneys at the end. I got exercise, was not in the office.
Seminar - qualified prospects already with a level of trust
Oh, and I don't use flyers. And paying for lunch (I never do dinner) quite inexpensive, especially if you find some wholesaler to buy it.
Go to a hospital, spend time with people who are suffering - really, you think that's labor intensive.
I'll tell you this. I spent eight years in the infantry, been to war and done this. If you think that volunteering to help people is "work", then I feel for you.
And if I spend ten hours a week at the hospital and get a total of $3.2 mil in assets for helping cancer patients parents - I think that the hours you spend dialing will garner you less goodwill and assets than my time.
Really? There's no comparison.[/quote]
Moraen please stop!!! You're trying harder and harder with each reply to defend your prospecting technique and your ship is taking on more and more water, with every reply.
I hope you have tremendous success with your prospecting technique. I really do!! But, man you sound like you need a hug!!
My best advice if your anti cold calling, stay away from pro cold calling topics in the forums!!!!!!!![/quote] Sounds like he's probably pro fishbowl.[quote=BondGuy] [quote=Moraen]Bond Guy - First - I’ve been involved with various charities for a long time. My wife works in Special Education and we foster two special needs kids. She teaches at the local University as well as being involved in the county. Our names are known as people who participate. The trust attorneys work together and have autistic children, so that is why they “happened” to be there. They saw the mugs and asked what I did - I simply told them. They have worked with people in the past who were not competent.
So to get this straight- the lawyers were there because they believed in the cause, while you were there to make a business connection?We volunteer at the soup kitchen EVERY year. Been doing it for eight years. And yes, it was someone who had been there the first time. We were there ALL day and this lady was interested. It is common ground that builds the connection.
Wow, you stayed all day! OK, that leaves 364 days a year that you are no where to be found. Third, you don’t know anything about me, how I spend my time or anything. I am sorry that you have to spend so much time building trust. You must not be genuine enough. Fourth - I NEVER BASHED cold-calling. I said that it worked. I simply said it was uncreative. If uncreative is offensive to people, like people say on this board - get into a new line of work! If you are that thin-skinned, get out. Cold-calling works. Door-knocking works (although I’ve got to say I don’t see how - but I’ve known people who’ve done it). I enjoy the time I spend with cancer families at the hospital. I feel good about what I do. I feel good about volunteering my time. If that time is spent out of the office and during the week and I make business connections great. I am providing a good service at a competitive price. I provide a good service to people who need it for “free”. [/quote] [/quote]
Did you read the first part of that post, where I said WE FOSTER TWO SPECIAL NEEDS KIDS. MY WIFE TEACHES AT THE LOCAL UNIVERSITY?
Fud, read the ENTIRE post before you respond.
hedge 212 - My ship is sailing just fine. i was not the one promoting my friends’ call list service or pretending your method of cold calling is better than the awesome techniques for cold calling on this forum. I mean, Really?
it was a cheap, unsolicited, unwarranted, unhelpful result of being bored. As soon I realized what an ass I was...I posted an all-too-ingenuous-sounding retraction...but at least I tried.
it was a cheap, unsolicited, unwarranted, unhelpful result of being bored. As soon I realized what an ass I was…I posted an all-too-ingenuous-sounding retraction…but at least I tried.
Not a problem. As long as somebody gets a laugh out of it.
Ok, I was a little too fast on the post button there on that last reply. Moraen, you are sorry that I have to spend so much time building trust? This statement more than any shows that you simply do not get it. While you look at service organizations/charities as a target rich environments in which you have to build trust in order to cash in, i look at them from a completely different perspective. I join them solely because I believe in the cause. My goal isn't to gain trust. I am anti business, shutting down conversations that go in that direction. That said, I do solicit service groups. But the solicitation is up front. Usually i'm asked to give a talk or speech to a group. My fee: a membership list. See the difference? The group knows i there for business, not the cause. Where as in your method you are gaining their trust simply to hunt them and skin them. And yet you have the gall to call me disingenuous? The irony is just too funny! Lastly, regarding your coffee mug 5k win win, it just smacks of "How to become a real estate millionaire in two easy steps. " First, buy a worthless piece of land locked property at a tax sale. Then hold out for at least a million dollars when Wal-Mart decides it's part of a must have new location. Lightning strikes. The old saying "The harder you work the luckier you get" applys in many cases, but you hit gold everywhere you go. Way off the believability scale in my view. When I first read your post I was going to let it go. But you came off as arrogant in my opinion. You called cold calling uncreative thus putting down those of us who do it, and then gave us a list of your way is better examples. Non repeatable examples that are for the most part useless to most on this board. Honestly, what are the chances that two trust attorneys will not only show up at a 5k, but will want the swag being offered, and just so happen to be looking for a new advisor? The line of dominos that have to fall to make that work is getting pretty long. Too long to hang a business plan on. I would advise all to join sevice organizations. But join to work, not to cash in. In time you will be approached and you need not shoo them away as i usually do. That's the ethical way to network within a group. cause first and foremost and business, if at all, second. Or do as i do and get on the speaking circut. these groups are begging for guest speakers.
I am sorry that you have to spend so much time building trust. You must not be genuine enough.
Fourth - I NEVER BASHED cold-calling. I said that it worked. I simply said it was uncreative. If uncreative is offensive to people, like people say on this board - get into a new line of work! If you are that thin-skinned, get out.
[quote=Moraen]I am sorry that you have to spend so much time building trust. You must not be genuine enough. Fourth - I NEVER BASHED cold-calling. I said that it worked. I simply said it was uncreative. If uncreative is offensive to people, like people say on this board - get into a new line of work! If you are that thin-skinned, get out.
Ok, I was a little too fast on the post button there on that last reply.
Moraen, you are sorry that I have to spend so much time building trust?
This statement more than any shows that you simply do not get it. While you look at service organizations/charities as a target rich environments in which you have to build trust in order to cash in, i look at them from a completely different perspective. I join them solely because I believe in the cause. My goal isn’t to gain trust. I am anti business, shutting down conversations that go in that direction.
That said, I do solicit service groups. But the solicitation is up front. Usually i’m asked to give a talk or speech to a group. My fee: a membership list. See the difference? The group knows i there for business, not the cause. Where as in your method you are gaining their trust simply to hunt them and skin them. And yet you have the gall to call me disingenuous? The irony is just too funny!
Lastly, regarding your coffee mug 5k win win, it just smacks of "How to become a real estate millionaire in two easy steps. " First, buy a worthless piece of land locked property at a tax sale. Then hold out for at least a million dollars when Wal-Mart decides it’s part of a must have new location.
Lightning strikes. The old saying “The harder you work the luckier you get” applys in many cases, but you hit gold everywhere you go. Way off the believability scale in my view.
When I first read your post I was going to let it go. But you came off as arrogant in my opinion. You called cold calling uncreative thus putting down those of us who do it, and then gave us a list of your way is better examples. Non repeatable examples that are for the most part useless to most on this board. Honestly, what are the chances that two trust attorneys will not only show up at a 5k, but will want the swag being offered, and just so happen to be looking for a new advisor? The line of dominos that have to fall to make that work is getting pretty long. Too long to hang a business plan on.
I would advise all to join sevice organizations. But join to work, not to cash in. In time you will be approached and you need not shoo them away as i usually do. That’s the ethical way to network within a group. cause first and foremost and business, if at all, second.
Or do as i do and get on the speaking circut. these groups are begging for guest speakers.
[/quote]
Bond - never said I hit gold everywhere I go or that often it doesn’t take time. Someone asked for alternative techniques to cold-calling - I told them how my life works.
My life takes me in the direction of causes I believe in.
And how is it ethical to shoo people away who NEED your advice and NEED your help and you don’t give it to them? Explain to me again how that is ethical.
I think it’s ice who said it best. If you are in front of people, people will come.
You ask for payment with a LIST? Are you kidding me? How in the world is that even remotely ethical?
I am NOT hunting down and skinning. Let me say this again. I do pro bono work. People see how much I care. They come to ME. I do not say, “hey, now that I’ve helped Johnny’s parents out, why don’t you give me them assets, Doc?”.
Business and life are a little more complex than that.
The 10k Wounded Warrior race yielded no contacts. Neither was I looking for them. I ran a buddy in his wheelchair. But someone remembered me from being there and knowing that I am a vet and called two months later to ask me if I would take a look at his situation.
It’s all about ACTIVITY. Doesn’t matter if it’s cold-calling. Doesn’t matter if it’s out participating in groups.
Is cold-calling a more direct way to earn business? You bet. Is my way in any way, shape or form unethical? Not at all. My way frees me from the office (with the exception of today and tomorrow) and allows me to be a member of the community by volunteering WORK hours to help. If it comes back to me in business - it’s providence.
Also, remember someone ASKED for those examples. I was not at any moment condescending. This will be my last post on this matter, and then I will read your reply and then I’m done with this topic.
So here goes: COLD CALLING IS DONE BY INTELLIGENT PEOPLE. THEY UTILIZE A PLAN, AND THOSE WHO SUCCEED EXECUTE THAT PLAN WELL. The technique is SIMPLE, yet EFFECTIVE. YOU CAN BECOME QUITE SUCCESSFUL SPENDING YOUR TIME ON THE PHONE.
I CHOOSE TO SPEND MY TIME IN OTHER WAYS. MY VOLUNTEERISM LEADS TO BUSINESS NOT BECAUSE I AM LOOKING FOR IT, BUT PRECISELY BECAUSE I AM NOT.
Bond Guy - First - I’ve been involved with various charities for a long time. My wife works in Special Education and we foster two special needs kids. She teaches at the local University as well as being involved in the county. Our names are known as people who participate. The trust attorneys work together and have autistic children, so that is why they “happened” to be there. They saw the mugs and asked what I did - I simply told them. They have worked with people in the past who were not competent.
We volunteer at the soup kitchen EVERY year. Been doing it for eight years. And yes, it was someone who had been there the first time. We were there ALL day and this lady was interested. It is common ground that builds the connection.
Third, you don’t know anything about me, how I spend my time or anything. I am sorry that you have to spend so much time building trust. You must not be genuine enough.
Fourth - I NEVER BASHED cold-calling. I said that it worked. I simply said it was uncreative. If uncreative is offensive to people, like people say on this board - get into a new line of work! If you are that thin-skinned, get out.
Cold-calling works. Door-knocking works (although I’ve got to say I don’t see how - but I’ve known people who’ve done it).
I enjoy the time I spend with cancer families at the hospital. I feel good about what I do. I feel good about volunteering my time. If that time is spent out of the office and during the week and I make business connections great. I am providing a good service at a competitive price. I provide a good service to people who need it for “free”.