Having written about cold calling, I’ve done some research on the topic. There are so many lists, tips and courses out there – many repetitive or focusing on one aspect (like a script) – it will make your head spin. From all the sites I stumbled across, these were the most useful. Either comprehensive guides or “tip lists”, they provided useful insight in a mostly easy to read format. Click on the headline or image to find out for yourself.
JUST THE FACTS
A 2013 summary of facts on the efficacy of several selling tactics including cold calling.
A commercial real estate agent and executive coach, Bo wrote an outstanding series of posts on the prospecting process. The best part, of course, is that it’s written by someone in the industry who actually cold calls on a regular basis. I’ve linked to the concluding post that includes links to each article in the series.
Skip buying a book. Everything you ever wanted to know about cold calling is right here.
John Highman is a sales coach specializing in commercial real estate and has several videos on YouTube with sales and marketing tips. His video on cold calling gives a good overview of the process. Just skip the first 3 minutes – a longer than it should be lead in about why cold calling is important.
Maybe not so professional site name aside, this is a bare bones presentation of the cold calling process. The introductory section is very encouraging – something you might want to read to get in the right frame of mind before making calls.
I stumbled across Wendy Weiss’, the self-appointed “cold calling queen”, article on cold calling for the 21st Century. The big difference is the tools now available that can help make the process more targeted and thus more effective. This link is to a PDF doc with analysis and a good overall guide.
Entrepreneur has several short articles on cold calling focusing on a single aspect or offering some little known or novel tips. Here are two of my favorites:
I usually skip sales training sites, but this “cheat sheet” from MTD Sales Training was useful.
A video interview from the author of Cold Calling for Dummies that shows how you think you’re not making the call about you…but you are. Plus an introduction to permission based prospecting.
YOUR TARGET’S PERSPECTIVE
An enlightening forum post where a new CRE agent asks for advice from cold calling targets. Read the two very interesting responses.
A recipient of cold calling tells you what he expects from a sales call – and how preparation really does count.