Linda Jenkinson Web Content Design

There’s nothing wrong with cold calling except for how it is usually done. Of course, you will need a copy of the “do not call” list for your area if you live in the US and you should abide by this. When you cold call a business, here’s how to do it:

1. Identify yourself using your full name. Speak slowly and pause shortly afterwards to give your prospect time to ‘hear’ your name. “Hello, my name is Linda … Jenkinson”
2. Identify your business name in the same way. “Hello … my name is Linda … Jenkinson … from Web Content Design.”
3. Be sure you are speaking to the business owner or in case of a larger business, the person in charge of marketing and promotion. If necessary, re-introduce yourself in the same way you did when the phone was first answered.
4. Ask your prospect if this is a good time to call. If they say no, ask when would be a better time.
5. Try to call only those businesses that don’t currently have a web site- or at least those which you are unable to find on the Internet.
6. Tell the business owner precisely why you are calling. “In searching the web, I couldn’t find your business represented on the Internet.”
7. If you do call a business that has a current web site, the diplomatic way to approach them is to first ask if they are satisfied with their web site’s performance. If you have seen the site, even if you believe their design and/or content is junk, remember that design is subjective and in their eyes it may be worth a million dollars.
8. If you get this far without a hang-up, tell your prospect your sales message. Make your message an “elevator pitch”. It should be 100 to 150 words long and take about thirty seconds. Then ask for the appointment to meet with him/her.
9. Immediately follow up with a letter thanking them for their time even if they weren’t interested. Insert your business card and, if you have one, your flyer or brochure. If you have made an appointment, confirm the appointment in your letter.