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Cold-calling is my own least favorite way to market my business. I’m not really a telephone person anyway. (If I were, I’d probably be podcasting instead of blogging.) Joanne Black (who spoke at the first BACN meeting I attended, in July 2003) who actually named her business “No more Cold Calling™,” so I’m sure I’m not alone in my dislike.

But making cold (and warm) calls to prospects is something most consultants have to do at some point, and the BACN members forum provided some suggestions on April 24, 2004.

• Have your assistant do it.
• Do the toughest one first.
• Send a “softener” letter or e-mail in advance.
  Have the person who referred you call them first.
• Have them call you—use speaking, e-zines, and your website to attract prospective clients.
• Make “warm” calls instead: only call people you’ve been referred to.
• Use online networks like LinkedIn to find contacts at a company and schedule a call.
• Leave yourself a practice voice mail to see how you sound when you call.
• Get in the mood ahead of time: make sure you’re enthusiastic when you call.

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