Cold email or Cold Call that is the question.

15 replies
I have been both cold emailing and cold calling prospects for several weeks now, with results being somewhat similar (mostly no). Lots of the time when I cold call, the person tells me to send them an email with more detailed information, which i do and usually with a good response or even a close.I have no way of knowing if there would've been a close for the same people that I called had I sent them an email first. My question to you is which do you prefer and which do you think is more effective? I sell mostly online services such as SEO, website design, mobile sites, etc.

I feel that you can be much more detailed with an email but its hard to get people to read it. Cold calling you can get someone on the phone but the only thing your shooting for is for them to give you some of their time to hear you out. Very different means to the same end.
#call #cold #email #question
  • Quite honestly I prefer neither. What I would prefer is that I know you or knew you from someone else that referred me to you.

    Recently I was reading, The Consulting Bible, by Alan WeissThe Consulting Bible, by Alan Weiss , and in it he outlined a clear message for anyone is sales, "Referrals are the lifeblood of our industry". That is to say, instead of doing the really hard work, re-think your strategy and make sure that you ask your existing clients to refer you to people they know.

    Actually outline a plan at the beginning of the projects you work on and let clients know that, "Referrals are the lifeblood of my industry and I would like to ask you in 30 days for you to recommend others you know will benefit from the value I am bringing you."

    Then deliver what they want and in 30 days ask them for referrals. In this you are connecting with their contacts in a very clear way and when you call these people make sure your client has already called them so they are not surprised.

    There is tons more information in that book.

    Hope this snippet really helps!

    Shawn

    PS - If you were to do one over the other, I would change your strategy and make your cold calls, information calls...that lead into email... I.e. Mr. Customer I know you are super busy and would prefer I send you information in an email, which I will but if you have 3 minutes to chat now, I would love to tell hear about your business...
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  • Profile picture of the author StuartM
    True, referrals definitely are the most sought after way to get new clients. They create trust before you actually meet but if you have a small client base than relying on referrals for business is pretty unreliable. I do like the idea of asking for referrals if the services you provided were satisfactory. Also, I do like your idea of "blending" the email in with the cold call. It is definitely something I am going to try.
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  • Profile picture of the author Jason Kanigan
    Do you want quick feedback? Then call.

    Do you want to avoid interaction with people? Then email.
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    • Profile picture of the author LasseKohau
      Do you want clients bad enough ?

      Find a prospecting strategy - that you do for 2/3 months !

      You should do a mix of prospecting strategies in the beginning to mark up ROI.

      Like this;

      1) Answer 2 questions on Linkedin a day (15 min)
      2) Cold call 30 prospects, Jason Kanigan style a day (60 minutes)
      3) Send 20 emails, sought by specific criteria, a day (45 minutes)

      Take a break

      4) Get into a few linkedin groups, put in valuable information - like articles or surveys. Comment on them to get known in the group. Show your value and level of abstraction to impress prospects (30 minutes)

      5) Cold call 30 prospects, John Durham style a day (60 minutes)

      6) Call a offline chamber of commerce in your area, and give them a oppertunity to work with you. Eventually, make a presentation in plenum at a meeting or offer to evaluate 2 different members websites a week for free in exchange for one testimonal and one referral form each member.

      Wish you luck
      Lasse
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  • Profile picture of the author StuartM
    Jason,
    I don't think its a matter of avoiding interaction with people if you email. Emails have detailed information that many people including myself would rather receive as oppose to a phone call where the person being called is forced to come up with questions right then and there on the spot. Emails are also read when it is convenient and in a way you bypass the "too busy right now" excuse that you often times get cold calling. As to feedback, yes cold calling is better because the "no" or "tell me more/yes" happens quick but how many of those NOs are only because you called at an inconvenient time?
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    • Profile picture of the author Jason Kanigan
      With a call, you get a quick answer.

      With an email, you usually get round-filed and no feedback.

      Your job right now is not to share information. Your job is to find out if the prospect is interested in what you offer, or not, as quickly as possible. Expend your energy wisely.

      Originally Posted by StuartM View Post

      Jason,
      I don't think its a matter of avoiding interaction with people if you email. Emails have detailed information that many people including myself would rather receive as oppose to a phone call where the person being called is forced to come up with questions right then and there on the spot. Emails are also read when it is convenient and in a way you bypass the "too busy right now" excuse that you often times get cold calling. As to feedback, yes cold calling is better because the "no" or "tell me more/yes" happens quick but how many of those NOs are only because you called at an inconvenient time?
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  • Profile picture of the author abbot
    Banned
    Both. Build a sales network (marketing plan) rather than a sales funnel. Use them together..could be as simple as emailing them ,then a week later 'following up' with a call. This gets your foot in the door when it comes to the gatekeepers..
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  • Profile picture of the author Sander Zaydman
    Call. Just setup a cold calling process for SEO services and hired a woman to do the calls for me and she setup an APPT from a cold call. PM me if you want to hear the call.
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  • Profile picture of the author jordan33
    I Prefer email if I'm doing it from home. Otherwise I would get out there onto the street and meet the business owners in the mornings.

    But for me its email. Get 100 emails send them all out early morning get a few replies.
    Not sure how long a 100 calls would take, but a 100 emails takes me about 30 minutes to get the emails and send the email.
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  • Profile picture of the author equal
    Send them email and then call them. This way you won't cold call because you will call to talk about email that you've sent. Better response and closing ratio.
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  • Profile picture of the author Chris Beatty
    Start talking the potential customers language and your close ratio will go up. Don't mention SEO, web design or anything like that. Tell them you are going to get them more clients by ........ (insert power message here)
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  • Profile picture of the author kimboslice
    Calling gets me more sales. Calling and getting a face to face gets even more.
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  • Profile picture of the author TBone
    Create a system.. Try calling asking if you can send some more information (email) then follow up with a visit to the place of business.

    Of course its like any other system.. Numbers and repetition is the key. Once you have a decent portfolio then the referrals will come in.
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  • Profile picture of the author glen2020
    If you tired of speaking then Email.
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  • Profile picture of the author equal
    And what about direct mail, you tried this? Much better response rate and great for call follow up.
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