Real Cold Call Case – Fabulous Actual Results

In the Selling Consulting Services forums, a member recently asked about everyone’s favorite topic, cold calling. “Should I do it? Must I do it?,” he asked. He went on to explain that he’s trying to reach senior people and wants to share information with them on how to solve a specific problem based on work he’s done at similar organizations.

He also explained that he is not very comfortable calling someone he doesn’t know, pretty par for the course with how most people feel.

My fellow program leader, John Doerr gave him some great feedback and a few suggestions to get started. He took the advice, and you’re not going to believe the results! John’s advice went something like this:

Essentially you want to answer the prospect’s question, “What’s in it for me?” In this case you’re sharing what works for one company with another. This is a great approach.

If it works, continue. If not, do not be discouraged; instead adjust your value offer.

One important thing to remember is that cold calling is a series of no’s to get to a yes. Make sure you have a decent number of names to call (at least 20) so you can get on a roll and feel good about the activity. I always suggest to people when they start cold calling to set a goal for the effort and when they get to the goal (1 meeting, 3 conversations, went through all 25 people on my list) then reward yourself. I used to reward myself with a good run and ice cream (in that order).

Two days later that same member posted again on the forums saying he called 30 people. He scheduled 4 face-to-face meetings from his calls and 5 more people said they’d be interested in receiving more information.

In just 2 days he added 4 new leads to his pipeline and has 5 more interested prospects to follow up with.

To answer the question, “Must I do cold calling?” You certainly don’t have to, but it certainly is a great way to drive new business for your services. With results like this it’s at least worth giving it a try.

This is just an example of the type of results members of Selling Consulting Services are getting. The program pushes you outside of your comfort zone and teaches you a proven process for selling consulting services.

And through the forums and monthly Q&A calls you get direct feedback on the challenges you face. It’s like having your own personal business development coach.

I’d be remiss if I didn’t note that enrollment for a new cohort of consultants is now open: http://www.sellingconsultingservices.com. Enrollment closes Friday, July 2. For those of you that have asked, “When’s the next one,” sorry to say we’re not sure yet. But it is open now.

Hope to see you in the forums and on the calls. Enroll the Selling Consulting Services program.