Hello! I would appreciate some advice on this topic.

Last week, I sent out emails to various local businesses, explaining my services and asking if they would benefit. I told the business owners that I would be following up with a phone call this Wednesday. Not many responded so now I'm going to be phoning and am I ever nervous!

What are your thoughts on essentially cold calling businesses? And what do you say?

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Caroline Pigott
VIP Assistant Solutions

My thoughts on cold calling is to not do it. I tried it and just found that it annoyed people and I know that it bothers me when I get cold calls when I'm busy.

Also, in Canada we have a new Do Not Call List, not that it's stopped a lot of telemarketers, but I'd probably have to check and see if the potential clients I'd want to call were on the list or not.

Here is a quote from the CRTC's web page about fines for infractions:

Quote:

New legislation gives the Canadian Radio-television Telecommunications Commission (CRTC) the power to assign penalties of up to $1,500 per infraction for individuals and $15,000 for corporations that do not follow the National DNCL rules.

You may not have gotten much response from your email because many messages get caught in spam filers and many people just delete emails from people they don't know - I do it so I think others would too.

You might have more success with setting up a mailing list and doing mailings to your target market. Yes, it will cost money and emails are free, but you stand a better chance of getting your message across.

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Julia

If you make it as if it is not a sales call and a business to business (kind of like networking) call you could have some success with it.

I do it with great success. Call them and state who you are, and tell them you are thinking about expanding your services within their industry and you would like to ask them a few Q's that will only take about 5 quick minutes. Stress you are not selling anything, just that they appear to be a leader within the industry and you kind of want to pick their brain (not in those words exactly).

When I do this the conversation usually lasts longer and I always give them free advice pertaining to the answers they give me from the questions (what pains them in business) I ask them.

Close the call with asking them if they mind if you send them information about your business and which form of communication they prefer.

Good luck if you decide to do it and let us know how it goes.

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Dawn Riley
A Virtual Assistant in Paradise
Our business is about making yours better

That's some really good advice Dawn. I have worked in inside sales for years and the survey approach is one of the easiest methods for getting a potential customer talking. Most decision makers that are passionate about their business enjoy talking about what they do. The objective is to try to build some type of relationship so that they won't feel as though you're just someone trying to offer them a service. Caroline, I think cold calling is a good idea. You just have to develop a tough skin because not everyone will be receptive to your call. There is a do not call list, you can check the number before you call. The U.S and Canadian links are below:
https://www.lnnte-dncl.gc.ca/nrt-ntr-eng (Canada)
http://www.fcc.gov/cgb/donotcall/ (U.S.)

Good Luck,

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Trena Stubbs of Apex Virtual Solutions
& Author of The Road to Going Virtual

Hi Caroline,

The first thing that I noticed with your post is that you asked if they would benefit. I would suggest that you do a little bit of brainstorming and think up ways to tell them how you can help them benefit from your services.

I don't really do cold calling. I tried it when I first started out in the VA industry, but it didn't pan out.

Good Luck

thanks for all of your advice. Kathy, if not cold calling, what methods did you find worked for you?

Thanks again!

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Caroline Pigott
VIP Assistant Solutions

Thanks ladies I was considering cold calling this week, and thought to myself expect to hear lots of no's. I think i may take the networking route instead.

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Miranda
My Busy Assistants

In my direct sales business I'm always looking for new ways to approach new customers and businesses.

I agree with changing the direction of the call from a sales call to something that can benefit the potential client. At this time of the year, perhaps offering a free gift in exchange for an opportunity to meet for five or ten minutes of their time? That would give you a chance to drop off some additional inforation - perhaps on the VA business, an explanation of the cost difference from in house employees and VAs, etc.

Good luck with the calls!

Hi

I think what's important if you do choose to cold call is to have a dynamite first two sentences and lead in. Kind-of like in your marketing letters, you have to capture their attention before they tune you out. Think of when you get calls at home, how much time do you give them before you politely say, "No Thanks!"

Plus, so often today with sales pitches, they have pre-recorded messages now. As soon as I hear that, I'm out of there. You want to be able to let them know that you are a real person with a real good prospect for them.

I didn't do a lot of cold calling over the years, because I so disliked rejection. But I believe I had something like this.

Good morning. I'm Diana Ennen of VWP and I just wanted to introduce myself. I have a virtual assistant business in Margate and would love the opportunity to provide some information on my services and how I can help with your (publicity/transcription, etc.) Do you have a minute now that we can discuss this? Yes .. (go on with pitch). No, .. Could I send you some additional information? I was amazed how often I got a yes there. Although I did get quite a few 'no thanks." Then I sent my portfolio, personalized to them.

Hope this helps!

Diana Ennen
Virtual Word Publishing

Caroline,

Cold calling has never been my cup of tea. I got into financial services a couple of years ago, and they focused on working in a warm market, so . . . but I believe I learned a lot about how cold calling may benefit, if you work it right. Thanks to everyone who shared their comments on this post.

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Dena Peters
http://www.denastoolsandtips.com