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Categories of Cold Calls

October 16, 2016
Mary Jane Copps

Categories of Cold Calls

Before you get completely overwhelmed by even the thought of making a cold call, one of the things you need to do is take a few moments to determine what type of cold call suits your service or product. The task may be much less intimidating that you think, depending on what you want to accomplish.

Here are three examples:

1. The easiest of cold calls is one in which you are able to deliver your message whether or not you speak directly with a specific contact. For example, you could be inviting a large number of people to a fundraising event and you have email addresses. You can compose an energetic, detail-filled message that can be left on voicemail and include a promise that more information is on its way to them. Of course – keep the promise and make sure the email is delivered.

2. In the middle-range of difficulty is a cold call that needs to result in a face-to-face meeting. These calls are challenging because to get the meeting you need to highlight benefits very quickly and succinctly in your call and, ideally, get the meeting organized in the one call. My experience is that once these calls get into the “follow up on email” stage, the less likely a meeting will take place. But these calls are simple because once the meeting’s set, you are truly on the path to building a long-term relationship without constant dialing.

3. The most difficult of cold calls are those that involve an educational component – when your product or service is so unique or complex that a detailed conversation needs to take place in order to build your customer base and motivate people to find out more about you. These calls require very specific scripting, almost a choreography, that inspires conversation, rather than a simple delivery of information.

Have I captured your interest?

What category applies to you and how would you build a script to fit that approach?

Want to know more?

Write to me about your product or service and I’ll create a “hands on” learning experience for everyone. I’ll choose a few of you to be my “guinea pigs” for the next few weeks. Using your product or service as my examples, I’ll design your scripts and review possible outcomes here in my blog.

 

 

6 COMMENTS

  1. peggy says:

    Hi Mary Jane
    I think I’m sort of number 2 but my calls rarely result in a face-to-face meeting as most of my potential clients are out of province/country. And I’d love to be your guinea pig! 🙂

    • The Phone Lady says:

      Wonderful … I’d love to have you as my guinea pig! I will be in touch by email to set up a conversation. Thanks Peggy.

  2. Sarah says:

    Hi,

    You’ve captured my interest for sure. Number 2 is the category that suits me. I struggle with making calls but thrive during appointments. Thing is success depends on getting the face to face appointments booked. For some reason hit a blockage with the phone…not picking it up!
    Looking forward to suggestions and similar stories.

    Sarah

    • The Phone Lady says:

      Thanks, Sarah, for this comment. I’ll definitely do a blog post that specifically relates to this and give you the strategies you need to “Pick It Up. Make Things Happe!”

  3. Vanessa says:

    Hi Mary Jane,

    I think my service would fit into the third category and I would love to hear what you would suggest. I make cold calls all of the time and also do some work through email because I feel email allows for more detail into our offerings. Are there any guinea pig spots left?

    • The Phone Lady says:

      Hi Vanessa, Yes, it would be great to work with you and great some blog posts from our experience. I’m sending you a direct message. Thanks!

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