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Cold Calling Gets Cold Shoulder:
Six Alternative Strategies That Work
 
By Paul Strikwerda
Voice Actor
©2010 Paul Strikwerda
 
Is there a cure for the common cold call, or should we just let it rest in peace?
 
Before you start reading, letís do a quick experiment.
 
Below are four things. As soon as you see number one, simply label your very first response as either positive or negative and move on to the next word.
 
Are you ready? Here we go:
1. Telemarketing  ... Positive / Negative
2. Cold Calling  ... Positive / Negative
3. Do-Not-Call Registry ... Positive / Negative
4. Networking  ... Positive / Negative
So, whatís your score?
 
LEAVES US COLD
 
Do you think your reaction is unique or universal?
 
Iíve subjected a few of my friends to this unscientific test and - surprise, surprise - the numbers 1 and 2 elicited a strong negative response.
 
Telemarketers are among the most hated professionals on the planet. Most people would rather have their wisdom teeth extracted without sedation, than make a couple of cold calls.
 
In essence, cold calling revolves around fear and loathing!
 
IS THAT TRUE?
 
Some commentators call cold calling "an abusive and masochistic process that damages your brand as well as your personal reputation."
 
Others still believe that playing the numbers game (100 calls leading to 10 appointments resulting in 3 sales) is a foolproof system for the thick-skinned. They claim that cold callers who tick people off, just arenít very good at their job.
 
What do the experts think?
 
NAMES, NOT NUMBERS
 
Mahan Khalsa founded the Sales Performance Group of FranklinCovey.
 
Heís the co-author of Letís Get Real or Letís Not Play: Transforming the Buyer/Seller Relationship. He writes:
ďWhen sales is a numbers game, people are numbers and each one of the numbers tends to get treated equally.
 
"After all, we donít know which one out of ten will even want to meet with us, so we canít afford to do the research and preparation necessary to customize the call to their company and to them as a person.
 
"And thatís exactly what it feels like on the other end. You donít really know me, donít know my company, donít know what is important to us óand yet you feel you have something we want.Ē
HOW SUCCESSFUL?
 
John Jantsch is a leading small business expert and author of Duct Tape Marketing and The Referral Engine.
 
He heard Khalsa speak at a conference and shared the following statistic in his blog:
ďCold calling results in about a 1-3% success rate for getting an initial appointment and itís generally abusive to both parties.
 
"When that same call is made with a referral, the rate jumps up to 40% and even much higher when that referral comes from within the company.Ē
There you have it. As far as Iím concerned, Jantsch and Khalsa just killed Cold Calling.
 
I donít think weíll have too many mourners at the funeral, do you?
 
DRUMMING UP BUSINESS
 
As Jantsch points out, there are much more effective ways to find new customers.
 
I must warn you, though: the strategies I am about to share with you are neither for the passive nor for the aggressive.
 
They are not for the introvert, the modest, the lazy and the Ďwhatís in it for meí and Ďwait and seeí types.
 
If you want to dig up potential clients, you have to become a miner. You most certainly will have to get your hands dirty and take the time to delve deeper.
 
Here are a few gold mines that are surprisingly close to home ...
 
1. CURRENT CLIENTS
 
Current clients are a phenomenal resource. So mine your own business!
 
Satisfied customers are your best credentials and walking billboards.
 
Please promise me to never conclude business without asking for:
  • a testimonial and 
  • referrals
HOW TO ASK
 
Tell your client:
ďI really enjoyed working on this project with you. You must know a lot of people in the business. Who else do you think could benefit from my services?Ē
Always ask:
ďCan I let Mr. So-and-so know that you referred me?Ē
People love buying stuff, but they tend to distrust salesmen and -women. They will, however, trust colleagues and friends.
 
Thatís one of the reasons why under-the-radar Facebook marketing is so effective.
 
2. NETWORKING
 
Networking works, as long as you get off your butt.
 
Donít expect people to come to you. Anywhere and everywhere that you can, meeting other businesspeople face-to-face is better than cold calling.
 
Local networking groups such as your Chamber of Commerce offer opportunities to meet and mingle.
 
WHAT TO DO
 
Hereís how to make the most of these meetings:
  • Be unconventional! Seek out events where you might be the only expert in your field. Donít waste your time and money talking to sad colleagues sharing horror stories at so-called conventions. Be a winner, not a whiner.
  • Spend 80% of your time asking questions and listening to the answer. Itís priceless market research!
  • Be sincere. Be positive. Pay people compliments. I know youíre good at that sort of thing. They will remember you.
  • Realize that this is about building relationships and not about selling.
  • When you receive a business card, write a few key words on the back that will jog your memory. After the event, enter the info into your database and add your personal impressions.
  • Select a few people who could benefit from what you have to offer, and with whom you seem to have good rapport.
Then take the next stepÖ
 
3. SOCIAL MEDIA
 
Social media offer a great way to follow up with your new contacts.
 
Connect on LinkedIn:
ďSteve, it was nice meeting you the other night. Good luck with that new project. When I drove back I had to think of that charity youíre involved in. If you like, I can help you with a logo. Iíd love to contribute.Ē
BUT DON'T SAY ...
 
Donít just send someone the ďIíd like to add you to my professional network on LinkedInĒ message.
 
What is your new contact to make of such a lazy, robotic approach? Are you really interested in me, or do you just want to milk my network?
 
A network is often the result of years of careful relationship building. Do you think you can just tap into that treasure by sending me an automated message?
 
You can do better than that! Why donít you buy yourself a mailing list for Christmas instead? That will teach you the value of business leads!
 
PERSONALIZE MESSAGE
 
Please personalize. Give me a reason to connect.
 
And have the decency to respond to someone who was kind enough to open up his/her network to you.
 
If you canít take a minute or two to say ďthank you,Ē what does that tell me about the way you usually do business?
 
OLD VERSUS NEW
 
In the old sales model, the focus was on closing a deal ASAP. The new paradigm is: ďHow can I help you?Ē
 
Itís not about getting. It is about giving.
 
Donít expect to get any referrals if youíre not prepared to give any referrals. The old model was built on dialing rate and breaking through respondent resistance.
 
BE PATIENT
 
In the new world you would never force a relationship. Be patient. You canít expect to reap the rewards if youíre not willing to sow the seeds and tend to your crop.
 
Yet, too much fertilizer is overkill. Use social media to get to know your contact as a person, not as a prospect.
 
Once youíre connected, theyíll get to know you too.
 
4. FREE PUBLICITY
 
Free publicity is a perfect way to introduce yourself to the community. Your neighborhood paper is starving for copy.
 
How often have you seen the headline:
 
Local author signs new novel at Barnes & Noble
 
How about:
 
Local voice talent lands gig on national TV
 
These stories donít come out of a hat. You have to create that BUZZ.
 
How do you do that?
  • Write a press release about your latest accomplishment. Make sure itís written in the third person. Otherwise it comes across as rather self-gratifying.
  • Fax your statement. Unlike emails, a fax canít be deleted or filtered out. Snail mail doesnít have to be opened immediately. A fax shows urgency.
  • Get in touch with the host of a radio show highlighting businesses in your area. You could be her next guest.
  • Hold or sponsor a contest and make your service the prize.
  • Prominently participate in your community by donating time and expertise. Donít settle for a behind the scenes job. Be the spokesperson!
  • Always follow up with a call.
5. BECOME A KNOWN EXPERT
 
Become a known expert by offering free talks or by writing a blog or a column in your paper.
 
Get your name out. If people donít know that you exist, they will never hire you.
 
A few pointers:
 
Make sure that what you have to say is relevant to your audience. Come up with a catchy title for your talk. Instead of ďCreative Writing 101,Ē try ďHow to sell your first short story.Ē
  • Speak no longer than 20 minutes and stay away from PowerPoint; then take questions. Engage your audience. Donít bore them with a sleepy slide show!
  • Give everyone a freebie at the end with your contact information.
  • Put out a mailing list and follow up.
6. PEOPLE YOU DO BUSINESS WITH
 
People you do business with donít need to warm up to you.
 
Your car dealership, your accountant, your lawyer, that studio you work with, even your hairdresser, caterer and photographer, are all part of huge networks.
 
Why bother grooming a business in Baltimore when you have these resources in your back yard? Unless -of course- you live in Charm City.
 
Hereís the key: start sending these people some business today, but donít do it because you expect something in return.
 
Do it because they deserve it.
 
PATIENCE, PLEASE
 
And remember: make sure the friends and colleagues you refer drop your name.
 
What if - at first- nothing happens? Iíd say this to you: Delays are not denials. This is not instant oatmeal.
 
Besides, the old-fashioned type tastes better and it will give you more sustenance. You canít manipulate people and turn them into your puppets.
 
What you can do is model certain behavior, hoping it will rub off. If youíre a parent or a teacher, you already know that this works.
 
And if nothing happens, nothingís lost. You have gained valuable feedback that allows you to fine-tune your approach.
 
Focus on finding businesses that share your philosophy.
 
PROOF AND THE PUDDING
 
Old paradigms are like dragons: they are hard to kill. Once you cut off its head, a new one appears.
 
People who have bought into the presumed strength of one sales system arenít easily sold on something they arenít even willing to try.
 
I know for a fact that I canít convince you of anything. I donít even want to.
 
Make up your own mind, but do me one favor: donít diss these strategies out of hand.
 
EXPERIMENT - WHAT WORKS?
 
Try them out. Experiment, knowing that no system in the world works one hundred percent, all the time.
 
Donít even treat it as a system. Before you know it, a system becomes a formula, a procedure and a routine, taking us right back to square one.
 
Feel free to disagree. Contribute to the comment section below. Share what has worked for you and why.
 
The only knowledge thatís worth something, is knowledge that is shared and put into practice.
 
ABOUT PAUL ...
 
Paul Strikwerda is a 25-year veteran of the voice-over industry whose Nethervoice service features German and Dutch voice-overs, translation and evaluation services. Born in Holland, he has worked for Dutch national and international radio, the BBC and American Public Radio. Although 90% of his work is in English, Strikwerda also records in Dutch, German and French. Clients include Novartis, Johnson & Johnson, and the Discovery Channel. He also publishes an informative and entertaining blog, Double Dutch.
 

 

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Comments (7)
Ray Charles
5/1/2015 at 11:34 AM
This is by far the most illuminating and practical resource I have come across that one can put into action right away on the alternatives to cold calling. Thank you so much, Paul
Paul Strikwerda
10/21/2010 at 9:37 AM
Many thanks to Dan, Larry, Carl, Rebecca and Linda for your kind words. I'm glad you enjoyed my suggestions. You inspire me to keep on writing and recording. Stay in touch with the Dutch!
Dan Roberts
10/19/2010 at 9:26 PM
Paul,

Such a great article! Lots of good advice. I'll share a marketing tip that falls in line with your thinking: 'Today's brands are first made thru publicity. Not advertising.' So yeah, get out there and host an event, throw a contest, help a charity, write an article, perform a stunt. Do it because you love it, but by all means take credit for it!

Thanks again for the article. It's a keeper and a re-tweeter!
Larry Culley
10/19/2010 at 3:13 PM
Thank you, Paul ,for the wisdom. I'm just starting a career in voice over and I can't recall a more enlightening article on how to build a network of clients. Succinct and to the point. Kudos!
Carl Bobb
10/18/2010 at 11:45 AM
Paul,

THANK YOU! Cold calling is hard work, reaps so little fruit and is not particularly satisfying. Like you, I prefer to cultivate relationships with people and watch the fruit ripen. However, when starting a new business it requires patience and a willingness to work on developing relationships.

Best Wishes,
Carl Bobb
Strasburg, CO
Rebecca Michaels
10/18/2010 at 6:34 AM
Awesome suggestions and ideas as usual, Paul. Thank you for the refresher course and some good words I can put to use today!

Best, Rebecca
LoveThatRebecca.com
Linda Naylor
10/18/2010 at 12:49 AM
Great article, Paul. I am living proof that what you have written works.

I live in a college town. 100 thousand residents, and 60 thousand students. When I entered the VO world, I was told, by a veteran, that I already knew everyone that I needed to know. I, pretty much, followed your MAP, and created a community that accepted ME as the "expert". I have not had to do much marketing, because I already "knew everyone that I needed to know". I am the voice for my community, for a national investment company, and a world-wide authority in medical communications.

I am the proof that your strategy works. I am smiling, as I read your article, and nod with approval. YOU already know everyone that you need to know. Do I hear an "AMEN" sister? Linda
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