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Cold Calling 101: Identify the person you need to talk to.

by BrianTerr
6 replies
(actually this isn't 101, it's 102 but hey....)

Disclaimer right up front; This will be part of my book. It won't be offered as a WSO.

Who is the person that makes the everyday buying decisions in your prospects business? There's a real easy way to find out who makes these decisions, just call and ask. Here's how:

Grab a pen and paper, and make the call to the business number.


Reception: Good Morning, XYZ Business, Michelle speaking, how can I direct your call?

Salesman: Hi Michelle, well I hope you can help me, I'm a bit lost here, can you help me out with some information?

Reception: Sure, how can I help.

Salesman: Michelle, my name is John Smith, and I'm with Mobile Web Pages, we're downtown, only a block or so away actually, and we specialize in building mobile web pages for business, is there someone I can talk to at XYZ Business about setting up a mobile website for you guys?

Reception: Well I'm not sure who...

Salesman: Perhaps someone in marketing?

Reception: Oh; Jim Jones is head of marketing, I think he would be interested.

Salesman: That's great Michelle, What's Jim's direct line, and will he be in later?

Reception: Oh he's in from 11am today, his direct line is 5555 4444

Salesman: Thanks Michelle, oh could I get his email address as well?

Reception: It's jim at xzyco.com

Salesman: Thanks Michelle, you've been very helpful. I'll give Jim a call a bit later today.

Why the pen and paper? It's to write down everything you've just learned.
The receptionists name. The head of marketing's name and number, plus any other information you may glean of the receptionist such as: Jim, the head of marketing will be in from 11am today.

Ok now you have the name of the decision maker, do this 10 times in a morning and you have 10 decision makers.


more to come.......
#101 #calling #cold #identify #person #talk
  • Profile picture of the author GAVROCHE
    That's good! Thanks.
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  • Profile picture of the author 1960Texan
    People must be way more polite in Australia than they are in the U.S. Some of my phone calls pan out the way you described, and others...

    Salesman: Michelle, my name is John Smith, and I'm with Mobile Web Pages, we're downtown, only a block or so away actually, and we specialize in building mobile web pages for business, is there someone I can talk to at XYZ Business about setting up a mobile website for you guys?

    Reception: "We're not interested."     This is followed by a dial tone.


    Of course, you can't let that stop you, and the old saying is true:

    "Every 'No' brings you that much closer to a 'Yes.'"

    Will
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    • Profile picture of the author BrianTerr
      Originally Posted by 1960Texan View Post

      People must be way more polite in Australia than they are in the U.S. Some of my phone calls pan out the way you described, and others...

      Salesman: Michelle, my name is John Smith, and I'm with Mobile Web Pages, we're downtown, only a block or so away actually, and we specialize in building mobile web pages for business, is there someone I can talk to at XYZ Business about setting up a mobile website for you guys?

      Reception: "We're not interested."       This is followed by a dial tone.


      Of course, you can't let that stop you, and the old saying is true:

      "Every 'No' brings you that much closer to a 'Yes.'"
      Oh yeah Will, a few pan out that way, but like you say, just make one more call!

      Also, just re-reading that I actually did that wrong, it should read:

      Salesman: Michelle, my name is John Smith, and I'm with Mobile Web Pages, we're downtown, only a block or so away actually, and we specialize in building mobile web pages for business. Who should I be talking to at XYZ Business about setting up a mobile website for you guys?
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    • Profile picture of the author grin
      I know those types, and its often that you just got a hold of a small business, they get calls all the time and simply put have no interest in "reception". I don't really blame them, they are more than likely small, and too busy to handle the calls in general. Larger companies have the idea that just receiving the call is important and no matter how many times they are getting called, they handle it professionally.

      Interesting paradox of course; the rude ones have plainly spelled out that you are more likely to get a better response if you walk in there in person. The larger places are all nice, but, they are also really good at blocking you with that FOREVER. Even when they transfer you to the "decision maker" you find out a week later or more, they only work for the guy who works for the guy who makes a decision; lol.

      Of course I am just speaking generally; I always assume its going to be polite and deal with the situation as it comes. Nice post, I like that script - simple and sweet.



      Originally Posted by 1960Texan View Post

      People must be way more polite in Australia than they are in the U.S. Some of my phone calls pan out the way you described, and others...

      Salesman: Michelle, my name is John Smith, and I'm with Mobile Web Pages, we're downtown, only a block or so away actually, and we specialize in building mobile web pages for business, is there someone I can talk to at XYZ Business about setting up a mobile website for you guys?

      Reception: "We're not interested."       This is followed by a dial tone.


      Of course, you can't let that stop you, and the old saying is true:

      "Every 'No' brings you that much closer to a 'Yes.'"

      Will
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      • Profile picture of the author BrianTerr
        Originally Posted by grin View Post

        I know those types, and its often that you just got a hold of a small business, they get calls all the time and simply put have no interest in "reception". I don't really blame them, they are more than likely small, and too busy to handle the calls in general. Larger companies have the idea that just receiving the call is important and no matter how many times they are getting called, they handle it professionally.
        Exactly right grin, I'll be covering how I deal with the smaller business in another post in this thread.

        Originally Posted by grin View Post

        Interesting paradox of course; the rude ones have plainly spelled out that you are more likely to get a better response if you walk in there in person. The larger places are all nice, but, they are also really good at blocking you with that FOREVER. Even when they transfer you to the "decision maker" you find out a week later or more, they only work for the guy who works for the guy who makes a decision; lol.
        I'll cover the casual "walk in " sales call just to deal with exactly that sort of thing, I also have a few tricks to get around those receptionist/gatekeeper roadblocks!

        Originally Posted by grin View Post

        Of course I am just speaking generally; I always assume its going to be polite and deal with the situation as it comes. Nice post, I like that script - simple and sweet.
        Thinking on your feet and dealing with the cards as they fall will come with experience, I love this sort of challenge, hopefully I can pass on some tips to those that feel they want to get into selling.

        Thanks for your comment about the script, in Australia we have a reputation for being informal in business, but it's really a matter of striking the right balance of informality and business.
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  • Profile picture of the author Affili8ing
    It's work like that, but only sometimes...
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