Cold Calling is Dead? Really?

31 Replies

Upon joining up with Bigger Pockets, I logged on to see an advertisement that said "cold calling is dead" that was advertising a book. While it looks attractive, the data simply doesn't support this proposal. In a recent article in Inman News, one of the largest real estate publications in the nation, it contends that those who utilize cold-calling make an exceptional return on their time invested. The article can be found here: Agents, There's Gold in Cold Calling

@Chris Moriarty - I disagree. Being in corporate sales for the past 10 years I can call 100 people in a day and maybe get 1 person to pick up the phone. I send 100 personalized emails and I iwll get 10 responses.

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Personally, I do not believe cold calling is dead. I've known others who are successful using this method - they prefer it. The key is to focus on folks who need or want your product and/or service (i.e. have a good list), be persistent and follow-up on a consistent basis. Most sales are made on the follow-up.

All in all, it boils down to personality. What works for one person may not work for another and vice versa.

Hope that helps!

Cold calling is not dead and likely never will be as long as phones exist. People have found tremendous success using this tactic but for me personally I will receive far greater returns attending networking events/ face to face. When I look at cold calling I picture the stars aligning to close a client and this is why:
1) you needs someone to answer call
2)that person needs to want what your selling/ be qualified
3) the person answering needs to have time to talk

It all comes down to trial and error to figure out what works best for you.

Best of luck

Maybe it is me, but I hate when people call me. Even if I inquired about a product I ask them to email me the details.

But I work in a corporate B2B environment. So my communications are with large corporate employees vs small business owners where it might be different.

People in my area are, I think, even more jaded about telephone calls than the average American. For political reasons. I know people who literally unplug their telephones for weeks on end prior to the New Hampshire Primary.

I would have to say, based on my experience, cold calling may not be dead but it is sick. I make an average of 75-100 calls a day at my job(sales) and will likely have 5 or fewer actual conversations. However, I also send emails to every person I call that has an email and get, on average, 15 replies from them. Cold calling works but in this age of technology I think there are better ways to reach out to people.

Now with that being said I do get returned calls often. What I have done is comprise several stock voicemails I will leave each with just enough information to intrigue the recipient. I rotate the voicemail I leave and never leave the same message twice.

I had written a reaction explaining my thoughts on cold-calling further referring to how a carpenter uses his hammer though not everyone who swings a hammer hits their nails squarely every time, it takes practice and expertise. I pointed readers toward an article I'd written about my experience with cold-calling and the link was removed. I'm the staff writer for my company, The Elite Connect, not at all different from a staff writer for Inman News, yet the administrator of this forum removed the link for the article authored by me that resides on my company website, thereby interfering with the free exchange of helpful information. The Inman News article link remains but the location of where my article can be found is not available for readers seeking information as my comment is hidden.

So I had decided not to mention that I thought the marketing aspect of this post was unfortunate, but since the moderators fixed this issue I kept quiet.

But since you are doubling-down...

These are your first posts, and they advance your interests. Maybe you should pay for an account and post in the Marketplace.

@Chris Moriarty any selling of a product or service has to be done in the marketplace section - the rest of the forums are advertisement free

There is really no difference between a copywriter for BMW and a staff writer doing automotive reviews for Car and Driver, right?

LOL

You presume that the cold-calling referenced was exclusive to telephone cold-calling. If you include door-knocking, I can assure you that it works.

Here are the issues, as I see them:

All sales and marketing, including useing the telephone, are merely media; a substitute for nose-to-nose, toes-to-toes direct to person selling.

Strategies like direct response advertising such as mail, requires the recipient to read an envelope or card, perhaps open a letter, make snap decision as to their interest, and respond by calling (offline) or going to a website or squeeze page or similar action.

People who are difficult to find (skipped, frequent movers, etc.) are less likely to be reached by mail, let alone respond. I'd much rather see them in person and use my selling skills to drill down to problems and solutions. Using the phone is a decent substitute, especially if you have worked to learn and developed the skill of giving good phone.

Give me a real estate principal who's in a financial pickle and I'll get to the root of the problem(s) and devise an acceptable solution in short order.

However, it's much harder to develop a trusting relationship with someone using print, radio, TV or especially online media. I can do that much faster, generally, in person. A close second by calling someone.

The practical side is that it's easier to call someone who is hundreds of miles away than drive of fly to see them in person, especially without an appointment. And, candidly, I'd prefer to work with someone who has been referred to me since the repoire (trust and comfort) level is usually much higher.

The other, even bigger issue, is the careful selection of leads to convert to qualified prospects. Marketing to the people who can't qualify or meet your expectations is a waste of time and resources. Having boots on the ground to ferret out real deals from marginal deals can be a real time-and-sanity saver.

And that's my argument for using others to door-knock or cold-call to find those interested and then handing them to me as a veteran closer.

Originally posted by @Chris Moriarty :
I'm the staff writer for my company, The Elite Connect, not at all different from a staff writer for Inman News, yet the administrator of this forum removed the link for the article authored by me that resides on my company website, thereby interfering with the free exchange of helpful information.

I am a staff writer for my company. I would like to post promotional links on your website back to my website. I promise they will be helpful as well.

Can you please tell me how I can post promotional links on your website, as I'm sure you'd hate to interfere with the free exchange of helpful information?

For J Scott and Richard C...Please feel free to come and post your promotional links or anything you feel to be relevant on our blog any time you like, we are happy to facilitate the exchange of information! For my url send me a private message.

With all due respect, my reactive comment was based on my dismay for how it was acceptable to share a story from Inman News but not one authored by myself residing on my company's website. Forgive me for not understanding this difference...Also, I'm sorry if you think this is shameless self-promotion and can see how you would view it that way, but perhaps you're zeal to prevent marketing can sometimes interfere with informational exchanges and my thought is that it is perhaps a touch overly sensitive, but I will certainly keep that in mind on further posts, thank you for the advise.

We use marketing dollars for marketing and perhaps at some time in the future we will consider moving some of those funds to Bigger Pockets for those purposes. My effort was to disseminate helpful information, the location is coincidental; it has to live somewhere. The fact of the matter is that we are ALL in business, my only curiosity surrounds the acceptability of an Inman staff writer as opposed to an Elite Connect staff writer...My hope is if an Inman News staff writer posted a comment here and shared a link to my company's site where my article could be found to further share concerns, that this would be acceptable, and if not, I would find that to be troublesome.

Originally posted by @Chris Moriarty :
For J Scott and Richard C...Please feel free to come and post your promotional links or anything you feel to be relevant on our blog any time you like, we are happy to facilitate the exchange of information! The location is www.theeliteconnect.blog.com.

First, I headed over to your blog, but I couldn't figure out how to post (perhaps I need a login). Can you provide some additional direction on how I can create a blog post?

Now, some other points to make:

  1. First, your byline in your article lists you as a "recruitment specialist," not a "staff writer." Being disingenuous in your very first post on this site doesn't build trust with the other members here, and makes everything else you proceed to say questionable.
  2. As for the difference between posting a link to your site versus posting a link to the Inman site, the obvious answer is that there is a (perceived or real) conflict of interest. There is no way for us to know whether you really believe that post to be helpful or whether you are just promoting your company. But, linking to Inman would provide no benefit to you, so had you posted that link, we wouldn't need to wonder whether the link was purely self-promotional or actually contained value. In other words, linking to the source removes any possibility of conflict of interest. As a "writer," I'm sure you can understand the importance of that.
  3. While I'm sure it's obvious to you how this thread was intended to be self-promotional (even if you deny understanding that), let's be completely transparent. The company you work for claims to be "the nation

Rick's comments make very good sense...and now that this whole marketing conversation is behind us, the most significant aspect of the cold-call is the personality with which one brings to the call. When you bring the passion and the intensity, the person on the other end buys into the experience, if you lack the excitement, there's nothing for the person on the other end to get excited about. This comes with practice and can be optimized when handled by professionals. Some facets of this can be taught, some are a natural talent but the craft itself is one that needs to be practiced towards mastery.

It's common knowledge that nobody likes to do it and I feel sometimes this piece is what causes so many people's almost violent revulsion to all things cold-call. I too find myself in situations saying how much I revile something simply because it's touched on a chord that points out my own insufficiency.

Originally posted by @Chris Moriarty :
Rick's comments make very good sense...

Chris -

Still waiting for instructions on how we can post helpful links on your company's blog...can you please let us know?

Or even the ability to post a comment.

I notice that I can leave comments on the Inman article using a variety of authentication methods. Whereas leaving a comment on an Elite Connect blog posting requires that I register with my actual email address.

This despite the fact that Elite Connect helpfully provides the ability to share their content on any of a dozen platforms, and could easily allow authentication through them as well. So I could sign on with Yahoo or Facebook, say.

Why, it is almost like Elite Connect is using comments to build a list! Hard to believe, I know.

Now, Elite Connect has every right to do this, of course. And to heavily moderate comments as well. I just think the difference between the Inman experience and the Elite Connect experience is revealing. Almost like one is a journalistic enterprise, and the other a marketing vehicle.

But that cannot be right, because then @Chris Moriarty 's complaints about the links being treated differently wouldn't make any sense. And I am sure he must make sense.

I'm so confused...

J Scott...Just for clarity, I am in fact the "recruitment specialist" at my company AND a staff "writer", and rather than being sarcastic but honestly taken aback just a bit at the suggestion of being disingenuous, I'll simply respond by saying that I wear many hats for my employer. I certainly hope this doesn't come as a surprise to anyone here but writers write about what they know. As far as any suggestion that my posts are suspect, or lacking transparency, I'm in the business of cold-calling, it's what I do, it's what I know about, it's what I'm passionate about and frankly, it's the reason I began this blog strand in the first place; naturally the subject matter is going to reflect my personal experience. More precisely, the reason I started this strand subject was in reaction to the advertisement for a book that heads the page for this blog spot touting cold-calling's demise! My hope was to ignite a discussion on this and share data regarding the validity of that claim.

Any suggestion that brings into question the ethics or integrity of my company I find to be offensive. I stand by who we are and what we do and the quality of our product is reflected in the testimonials of current customers which can also be found on our site.

Here's some further instructions on how to post to our blog. Go to the link provided earlier, click on any story, might I suggest the one I wrote titled "Effective Recruitment Practices" and then scroll down to the end of the story (after reading the article of course!). Enter your name in the space provided and enter your comments in the box provided including any links you might want to add!. Once you've done this, that information you submit, much like how you moderate the contents submitted through your blog, will be "moderated" by our staff and your post should then appear.

For Richard,

Just so you know, entering your email address is not mandatory to post, although entering your name is. I'm sure you can understand, some people entertain themselves and find joy in being aggressive or even malicious behind a curtain of anonymity.

Originally posted by @Chris Moriarty :
Here's some further instructions on how to post to our blog. Go to the link provided earlier, click on any story, might I suggest the one I wrote titled "Effective Recruitment Practices" and then scroll down to the end of the story (after reading the article of course!). Enter your name in the space provided and enter your comments in the box provided including any links you might want to add!. Once you've done this, that information you submit, much like how you moderate the contents submitted through your blog, will be "moderated" by our staff and your post should then appear.

Ahhhh...so I'm welcome to post comments on your blog posts... :-)

Btw, you are more than welcome to upgrade to Pro and post links to your blog in the Marketplace forum. And you're obviously welcome to continue to contribute in the rest of the forums, so long as the contributions aren't considered self-promotional.

If you do continue to contribute and if the folks here consider your contributions to be worthwhile, you'll likely find that they hop over to your website to check it out. No self-promotion necessary!

Thanks for all of your tutelage as I'm learning how to navigate and appreciate your patience and guidance with me. I'm going to share the idea of going pro with the marketing department here, as it seems, after looking around a bit, that it might be money well spent!

you said - "Ahhhh...so I'm welcome to post comments on your blog posts... :-)"

(yes! and feel free to attach your link too!) ;)

Originally posted by @Chris Moriarty :
Thanks for all of your tutelage as I'm learning how to navigate and appreciate your patience and guidance with me. I'm going to share the idea of going pro with the marketing department here, as it seems, after looking around a bit, that it might be money well spent!

Here are some examples of how BP might be able to help you:

http://www.biggerpockets.com/forums/223/topics/121121-your-biggerpockets-successes----lets-hear-them

I highly recommend the BP Pro Account - an excellent deal to raise your profile in a great community.

As you can see, we BP'ers are pretty protective of the integrity of these forum discussions. As a vendor that sells services to many of these people, I am not in these discussion forums to pitch my company's service, but rather, to share my knowledge and learn from others. I teach a lot (800+ posts in the past year) about marketing to people who will likely never use my service. People can tell the difference between real sharing and promoting. When you share an article, and then connect that article to what you offer, it's obvious that you were not just sharing the article for the purpose of sharing, but for promoting. That's what raises suspicions in here.. But we also think you KNOW THIS already, so I'll leave it at that.

I think I was on here several months before I created a topic. At the beginning, set up keywords for the stuff you are interested in, and contribute to other topics with your expertise. If you want to use BP for promotion, the Pro account allows you to do that in the Marketplace section.

So, welcome to BP. But don't cold call me! LOL best wishes!

P.S. We have also advertised on BP and that works very well. Many of our valued clients came from our paid ads on BP.

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