20+ Tips for Cold Calling in the New Year PT 13
15. Start with a good list and you’ll end with a good appointment. In an earlier column I gave you several resources for finding lists(see part 7). Here are several tips for choosing a good list.
A. A good list is worth it’s weight in gold. If you can obtain a list and utilize it to it’s fullest capability you’ll find that you’ll spend more time with the type of prospects you want to do business with.
B. If more than 10% of your list contain disconnected or wrong numbers-get rid of it.
C. Know your market-Target marketing is a necessary part of a successful cold calling campaign. How can you sell your product or service if you don’t know who your market is. Try this. Get a hold of your local business newspaper and go thru it section by section. As you do ask your self this question. Who would most likely purchase my services? Highlight the companies that you want to do business who also happen to fit your criteria(company size etc).
D. And then expand it. Going outside of your market will help your business grow. This is a radical thought but truthfully it only really occurred to me about a decade ago. As a small business owner myself I sometimes forget that there are many, many businesses outside of my geographical area who are in need of my services. Again a radical thought to be sure because we as business owners with small but growing firms forget to look past our own backyard for business.
E. Don’t purchase a list if you can avoid it. There are a lot ways to obtain a list including websites containing members contact info, library databases and so on. If you must pay for a list-test drive it first. Many list brokers will give you a trial period to try their services. It’s a great way to see what you’re getting into before committing.