Key information at a minimum obtained by this cold calling is Business name / type, receptionist name ( for future access) , contact numbers , key person name(s) and maybe your competitors they deal with currently. Cold calling does not work on its own, it is the first stage in a structured relationship process and forms the  basis for creating a prioritised Relationship Rolling List. Be au fait with legal requirements around cold calling.

  • Best to target a cluster of adjoining businesses for time efficiency.
  • Bring “flyer” or business card as “prop” to gain access.
  • Take down company name/ phone number/ business type from external signage
  • If relevant , note age of cars/trucks for finance needs. Number and quality of staff cars noted.
  • If intercom say “ from local XX firm , just want to ensure you have local contact details”
  • At reception “ would boss ( small co) or Director ( large co.) be available , just for 10 seconds , so I can introduce myself and leave contact details”.
  •  If unavailable , ask receptionist to write the name (s) on a compliments slip – which gives you additional company info if external signage incomplete.
  • The question “ Do you know of us? ( quote business name) is a soft way of establishing who they may be dealing with already. The receptionist will often provide this info. If some chat time available ( e.g waiting for quick hello to boss or director) other questions like “ Do you have many people working here?” or “ What does the company do?” can elicit further useful information.
  •  If boss/director says “ hello”, have quick relationship build chat , offer local advice/service if ever required in the future.
  •  If not met , then follow up phone call a few days later “ missed you when I called in…” and begin the chat loop and in some cases an appointment is made successfully. Get agreement to recontact at future stage ,if necessary.
  • Debrief info gathered to folder in car after every two or three cold calls as details can become quickly blurred.
  • Back at office , list on basic template the business names , with one or two lines synopsis. The can be easily updated as future info is gathered on these companies from internet search , CRO search , further contact or local knowledge.