use of Cold Calls
by Rachel Goldstein owner of Allfreelancework.com
- 1000s of freelance jobs
calls tend to be the least effective form of marketing
for consultants. But, if implemented effectively "cold
calls" can land you a gig, maybe even your first gig.
The trick is to place yourself in the shoes of the prospect
on the other end of the line. Anyone can pull it off
with a little bit of strategy.
you can start dialing numbers, you will need to do a
little research. What is your area of expertise? What
businesses or individuals would benefit from your service?
Try to think of every possible use of your service.
Write down all of these possibilities. Once you have
figured out who all of your clients could be, now you
need to compile a list of:
2. Company Name
4. Phone Number
should keep all of this gathered information in a database,
Rolodex, or on index cards. (I recommend writing down
the information on large index cards. When you find
a prospective client, take their card with you and write
down personal information on the back of this card.
This way, next time you visit the client, you can ask
him how his sick aunt is feeling.)
good resources for you to use in your search are:
2. Chamber of Commerce
3. Government - Department of Small Business Development
4. Trade Associations
5. Search Engines
6. Purchased Lists
are not many people that enjoy cold calling, so I assume
that you might be a little worried about this. Believe
me, I hate cold calling as much as you. But if you are
in need of a gig, I would give it a shot. With use of
a script, and a lot of practice, cold calling will seem
much less intimidating. Take a look at the following
Hello, this is Joe Schmo from Joe Schmo Consulting Firm.
Is this a good time to talk?
With whom may I ask I am speaking?
I am an expert in the web design field. You might have
seen some of my work: allgraphicdesign.com, allfreelance.com,
and artistdesignerjobs.com. I could design a site for
your business at the lowest rate around. If you are
interested, I could give you a free 1-hour consultation.
Well, we were thinking about putting up a website, just
didn't know when. I'll take you up on your offer of
a free consultation.
Great! Is 3 o'clock next Tuesday okay for you?
4 o'clock is better.
I will be there at 4, Thank you…I look forward to meeting
please take a look at the example script. Notice that
at initial contact, Joe Schmo is polite enough to make
sure that it is a good time to talk. Joe Schmo then
states a few of his past achievement in order to establish
credibility. If you don't have any past gigs to refer
to, try using different tactics to elicit positive feedback.
Offer your services for free in order to have a client
for your portfolio and as a reference
2. Offer one service that you provide for free in return
for a purchase of another one of your services
3. Offer to work on spec …If the client likes what they
see, they can hire you on for the gig
Joe Schmo puts his sales pitch. Notice that Joe Schmo
says that he has the lowest rate around, he is trying
to catch the attention of the potential client. Now
Joes listens for a response. It is important to listen
to the potential client. If you don't listen and respond
accordingly, the potential client will think that you
are reading from a script. In addition, by listening
you will find out what the prospective client's problems
are. While the prospect is speaking, try to think of
open-ended questions that might get the prospect to
open up and tell you even more. Joe gets a positive
response and sets up an appointment time.
will need to be ready for a negative response and rude
replies. Not every call goes as well as Joe's did. Try
to figure out ahead of time what kind of objections
you might receive. Always respond with a polite business
response. Never curse or say rude things back. Negative
responses aren't always a bad sign. If the potential
client says " I don't need a web designer now, I need
brochures not banners." Maybe your expertise includes
print design too, go in for the kill and get the gig.
Maybe you want to educate the potential client on the
need of a web site to promote his or her business. If
you think ahead and know your responses beforehand,
you will do great. Good Luck.
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