Hey guys, about 2 weeks ago I finally got fed up job searching and waiting for someone to hire me, so I decided to buck up and get to work on a business idea that I've had for a while.  I finished my web site and designed some business cards and marketing e-mails/flyers, and now I'm about to start marketing.  The business is a photography service for real estate agents, so that narrows my prospects somewhat.

I've always been a good salesperson, but I don't have any experience in cold calling.  If you have experience in cold calling, any tips would be great.  Specifically, how do you approach a new area, what strategies do you use to get past secretaries and speak to decision makers?

I had the opportunity to take the Clemson University Cold Call Selling class back in 1984 and here is what I remember:

1.  Most difficult part of cold call selling is finding the place.

2.  Most difficult person to get around is the lowest paid employee, the receptionist.

3.  Most difficult name to get is the proper person who you need to speak with.

After overcoming those obstacles you now are in a sales call.

Suggestions:

1.  Go to library or the Internet and look up the company you are going to call.

2.  Try to find the name of the person you need to speak with.

3.  Have wife, girlfriend or other female call the company if you can't find the name, and have the female tell the receptionist that she has to send a letter to the person in the ___________ department and you lost the note with the name on it and can the receptionist give it to her.

Women speaking to women work better than a male speaking to a female.

4.  When you send a letter, make it only one page and keep it short and to the point.

5. Always make your product sound like it will benefit the company's bottom line, save time or make the individual making the decision look good in the eyes of his superior.

There is a book, Cold Call Selling, that your local library may have. Get it and read it. Very helpful.

I used it's suggestions and now have my own business. Only problem is that for the past 12 years I may have made 10, if that many, cold calls, as most of my business is now from referrals.

Good luck.  Let me know how you progress with your efforts via PM's.  

Another thing you should remember about Real Estate is even though one of the realtors might work for Coldwell Banker or Century 21, the individual Realtors may have their own websites that they pay for, so you may be able to get them to purchase your services.

I found the book at my office that I discussed above:

Successful Cold Call Selling

Lee Boyan

AMACON

135 West 50th Street

New York, New York 10020

They may still have copies available or you can try to find it on Amazon.com.

Good luck.  

Sam, thanks a lot.  I will look for it today.