I'm not getting the results that I want from cold calling. I'll be the first to admit that I need more practice, I only have like 2,500 dials with a contact every 7-8 dials on average and still no opened accounts - just three appointments, two are small accounts. I'm thinking that what I'm doing right now is too broad, like I'm going hunting with a shot gun.

Here's what I'm thinking.

Replace the shotgun approach with a sniper rifle.

I don't mean elephant hunting.

I have a few business types that I want to prospect. I'm going to start making a list of them and then research/vet them to qualify/disqualify the people.

Without sounding too much like a cyber stalker let's just say I can find out a surprising amount of financial and personal data on any given person. It's especially easy when that person is an exec/owner of a local business.

So I get my list, I know who runs the company (and theoreticly the person I should talk to). Based on my research I've pre-qualified them.

So armed with my list of businesses that I want to hit, my pre-research I call them up and say that I'm going to be in the area (visiting another client or whatever), mind if I drop in for 5 minutes to introduce myself? Maybe bring them something like coffee and donuts. Tell them a little bit about myself and what I do and that I want the opportunity to compete for their business.

Idealy I want to find a problem before I go there, point it out to them and offer a solution.

Maybe just show up with snacks and ask the receptionist for so and so? ie don't call first. All I really want at first is the introduction because right now I'm not getting that over the phone.

I call it modified cold walking but it probably has another name. My logic is that its a little harder to dismiss someone that's pyshically in front of you, with a treat and know's who you are versus on the phone where you (the cold caller) are not a person in the prospect's mind.

Thoughts?

-PF