Re: [stc_uk_discuss] Cold calling

[Anthony Davey <ant -at- ant-davey -dot- com>]

Damien,

You've just admitted that you have a databse of potential employers.

Pick up the phone now.  You may not be ready to service your first 
clients, and they aren't ready to buy from you either, but there's no 
harm in starting the relationship now.  Your sales cycle WILL be about 
six months.  Prepare a script first, defining exactly what you are 
offering and how it differs from competitiors, or can advantage these 
potential clients.

This script can also define the contents of your followup letter, but 
don't write before establishing that there is potential and interest, 
and always to a specific name, never a job title.

Also try to find out what the other companies are charging, so that you 
represent a significant saving over your competitiors, who may have 
large overheads to service, but not so cheap as to appear to be of lower 
quality.

Your competitors may also bo offering one-stop shop facilities, so go 
out and make friends with some/a couple of good photographers, graphic 
designers, Web techies and printers.  Offer them all the 'you scratch my 
back,...' proposition.  Even printers sometimes have customers that ask 
if they can write a brochure for them (no, seriously!).  Once you've 
made friends, get the GD to rework your Web site and get the Techie to 
set it up, giving them both credit as due.  If you can't afford a 
brochure, your Web site has to work as one instead.

Put all your contacts onto a database so that you can track calls and 
book call backs.

I'm sure I've left some out, but these are a few of the basics.

Good luck,
Ant

Damien Braniff wrote: