As long as I can remember, my friends have been complaining that there is no work or no new business. When I ask, what are you doing to get new customers/clients they tell me they're too busy. But, busy doing low-level tasks that they would not ordinarily do if they had more work. So it’s time to think out of the box and do something that's very easy and can be very profitable. Best of all it's free.
Background
Recently I obtained up a new client who sells medical equipment by purchasing leads coupled with my daily conversations with friends who talk about no business in Miami, made me think about the following. When I was working at a national accounting firm, not only did the firm have called cold callers at a national level, we decided that in our local office for the partners to make cold calls. That's what I said partners make cold calls. So you can do it too.
It's really easy and you can do it too !
We set goals and filled out forms,. Not too much fun. When you work at a small firm or you work by yourself the only person you're accountable to, is you. And all that matters is your conversion ratio. The percentage of calls that convert to new customers/clients. It only takes one hour to get things going.
Some cold calls are warm calls
Step 1 - Go into your contacts in Outlook or Gmail and categorize 50 to 100 former customers, potential leads and friends that you have spoken to in the past, with the category “Call”. When you realize that the majority of the people on your contact list are individuals that you have had a relationship with, the cold list becomes a warm list and it’s no longer formidable. Calls can be fun if you like people and you are willing to have lunch with them and catch up.
Step 2 - For cold calls, review the SFBJ book of lists, call companies that you read about in the Herald ,Florida Trend ,etc. When you call, be upfront and tell them that you painted 5000 projects, or performed 2000 real estate closings, or drafted 2000 architectural plans, etc. and that might be able to save them some money with your experience and efficiency
Step 3 – Take them to breakfast, lunch or cocktails after work.
Step 4 –Remember, ask them for business. Because, if you don’t ask, someone else will.
Not wanting to sound like an accountant but it's a numbers game, the more you call the higher your conversion ratio.(new business divided by calls made ). Don't expect a high conversion %. Remember all you need is one success to make your week, month or your sometimes your year.
So it's easy call your former clients, call your friends and hit a homerun.
If you need help getting started using the contacts in your Outlook or Gmail, give me a call and I will help you get organized for a cup of Starbucks or lunch. Why am I doing this, I want my friends to succeed.
