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Cold calling - Knowing a named person at the company Vs not

by adam westrop
10 replies
I was just wondering if anyone had any conversion stats regarding knowing a named contact who would very likely be a decision maker at a company you are cold calling Vs not knowing anyone and having to ask the secretary to speak to the 'manager' or another alternative etc.
#– #calling #cold #company #knowing #named #person
  • Profile picture of the author d1ey0u
    I don't have exact numbers, but I've always had better luck having the business owners name. It takes longer to build your calling list, but in my opinion it's worth it. Call and talk as if you knew the owner.

    "Hey, it's Zack, did I catch Jim in by chance?"

    I have nice results from this simple tactic.
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  • Profile picture of the author Jason Kanigan
    You don't need it. It's nice to have, but not necessary if you begin your call the right way.

    Time spent "researching" (ie. avoiding making calls) is much better spent dialing.

    Look at it this way: knowing a name doesn't move anything forward. Picking up the phone and dialing does.
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  • Profile picture of the author jayspann
    I'm with Jason... it might help but the time you spent "looking that s#$t up" you could have reached out to 5 more people...

    Action beats perfect planning....
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  • Profile picture of the author Maxwell Stinson
    Yep, you don't always need a name to get in with making a cold call. What you need is research. That's why companies that do telemarketing have large leads databases.

    A name helps, but it is not that important if you know how to make your call flow and start your conversation right.

    For example, I pick up the phone and reach a certain company. The secretary answers, who I would like to name Linda for some strange reason, and immediately asks me who I'm trying to reach.

    Instead of just asking to get in contact with the CEO, CIO, or whoever C-level guy there is right now in the office, I instead try to build rapport with Linda. If all goes well, she'll patch me through to whoever I need to talk to.

    You just need to take time to plan your calls in the event that you haven't managed to find out who the right contact person is.
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  • Profile picture of the author soconna23
    I agree generally with the comments about taking action but I find that I'm more confident and comfortable with the call if I know who I'm calling.
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  • Profile picture of the author iamchrisgreen
    I sometimes do a set of pre-calls to the companies to get the directors name.

    The way I do this is to sound like I work for an organisation and i've been asked to send "marketing materials".

    It sounds like this:

    "Hello, I wonder if you could help me, i've been asked to send marketing information to directors of law firms in the chicago area... i'm not sure who I should be addresssing it to"

    You MUST sound very laid back when you do this and i've found they give you the directors full name and sometimes email address. If you sound like you need help, you'll get help.

    Then call a few days later in your proper tonality and with your main message for the director.
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  • Profile picture of the author gregdavidson727
    One question I have is how do you respond to a receptionist who asks "What is this in regards to?". Do you simply lie? Do you say that it's a personal matter?
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    • Profile picture of the author Hesster
      Originally Posted by gregdavidson727 View Post

      One question I have is how do you respond to a receptionist who asks "What is this in regards to?". Do you simply lie? Do you say that it's a personal manner?
      Trying to deceive the gatekeeper can come back and bite you in the butt. Imagine the gatekeeper putting you on hold, then calling the decision maker and telling him/her your false reason or it's a personal matter. Then you get on the phone with the DM and they're pissed you're not what they were expecting. You've just torpedoed your chances. Don't do it.

      If you can, try to have a reason on hand. Look up a bit of news related to their industry and the product you sell. You can almost always find some reason to call.
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      • Profile picture of the author gregdavidson727
        Originally Posted by Hesster View Post

        Trying to deceive the gatekeeper can come back and bite you in the butt. Imagine the gatekeeper putting you on hold, then calling the decision maker and telling him/her your false reason or it's a personal matter. Then you get on the phone with the DM and they're pissed you're not what they were expecting. You've just torpedoed your chances. Don't do it.

        If you can, try to have a reason on hand. Look up a bit of news related to their industry and the product you sell. You can almost always find some reason to call.
        Yeah, but from I understand the only way to get around the gatekeeper is by misleading them into thinking you're not a salesperson. Saying the decision makers name and sounding like you personally know them is a form of deception. Wouldn't you agree?
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        • Profile picture of the author Hesster
          Originally Posted by gregdavidson727 View Post

          Yeah, but from I understand the only way to get around the gatekeeper is by misleading them into thinking you're not a salesperson. Saying the decision makers name and sounding like you personally know them is a form of deception. Wouldn't you agree?
          I'm no cold calling expert, but in the few thousand calls I've made in my experience how you present yourself is at least as important what you say.

          I may be reading too much into your choice of words, but it sounds like you see the gatekeeper as the enemy. Don't think of the gatekeeper as an adversary or someone you have to walk over to get to the DM. You have to deal with them, so you might as well be nice to them. If they remember you, you want it to be a positive memory because you never know how much influence the gatekeeper has, especially if the business is small. The gatekeeper could turn out to be the DM's friend or spouse so the last thing you want to do is piss them off. Be pleasant and talk to them like a person.

          There are some gatekeepers you're not going to get through on a cold call. That's just the way it is. Try calling before or after hours when the gatekeeper is likely to be out. If you still can't get through, use other methods to target those prospects or move on.
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