Here's the steps I took:
1. Make script: I don't really follow a script (wouldn't recommend that either way) but like to have an idea of how I'll start the conversation then let things flow from there. Here's what I say:
Me:: Hi, is this TNT Construction?
Owner: Yes it is.
Me:: And are you the owner of the fine establishment? (notice the charm)
Owner: Why yes I am.
Me:: Great just the man/woman I wanted to speak to. My name is Daniel and I'm a web design here down the street from you. I noticed you didn't have a website, or least I wasn't able to find one... (if they say they do - then I asked if they were happy with it, or if getting traffic to sell SEO).
Then just let things flow
2. The list: My favorite resource that I've used 100s of times: ReferenceUSA. This is by Infogroup, the company that makes SalesGenie, and it's exactly the same thing as SalesGenie, but given to county libraries for free use. If your library has it, you can get access from your library site.
I decided for this I wanted to target general contractors in my area (Seattle). Got a list of 1600.
3. Then I searched for the name of the business + city in google to see if they had a site. I made a quick script to do this, so it didn't take much time at all. I think went through and deleted the ones that already had a site.
example of what I searched: "TNT construction bellevue".
4. Now my list was complete. I used the Google Voice VOIP dialer to make free calls - you dial right out of your Gmail account. Having to add the numbers in one at a time was a pain. Im in the middle of developing a program that will autodial using Google Voice, so stay tuned for that.
I wish I had taken better notes of my results after 2 hours so I could provide better data, but I didn't . All I know is I
called ~150 businesses
got many many no answers
many not interested
1 wants to do it in a couple weeks.
1 signed up!
The one who signed up actually had a site (it got through my google search that I was doing to filter out businesses that had sites), but luckily he wasn't happy with it and wanted a new one. We talked for 10 minutes. I gave him information about how we build sites, pricing, ect.
The next day he stopped by my office and gave me a check for $897! I collected all images I needed for the site. The great thing was the content was already written and ready to go.
2 days later I sat down to build the site. Spend 2 hours total (built off a Wordpress theme) to fix the images, fix the content, edit the layout in Wordpress, ect. Uploaded to his server and the job was done.
Total time spent: 4 Hours
Total earned: $897 (am in the process of upselling on SEO)
I hope this convinces you that Coldcalling works if done properly!