Cold Calling?

[Kiowa Security]

Cold calling... Does anyone do this? Does it ever actually work? How exactly do you go about it if you do? Any tips or suggestions?

My brother and I just started a security service in the midwest. We offer armed and unarmed officers. Right now we have three accounts. We do two event halls and one apartment complex. This is all just weekend work for these accounts. Our only forms of advertisement so far consists of a yellow page ad, a website, and sending out post cards and letters. One account we got by sending out post cards, one from sending out letters and one from word of mouth. Any other ideas on how to attract new business?

We were considering having a uniformed officer in a marked vehicle hand deliver brochures/literature to some hotels/motels and apartment complexes (got that idea from somewhere on this website I believe). What are your thoughts on this?

[FireRanger]

Cold calling may or may not work. Some businesses (like my client) have their security / receptionists / admins screen all incoming phone calls. If you don't have a contact name and number, you don't get past that first person. I have had other companies (competitors) argue with me saying that I had to pass them on, that I was trying to keep them away from my client, etc, etc.

I guess what I am saying is just understand that cold calls, both over the phone and walking in the front door of place may not get you to someone who makes decisions based on that particular company's requirements.

[Nauticus]

Cold calls can work, but rarely (if ever) will someone agree to a service over the phone. So you use the cold calling to arrange presentations where you can offer your service, so you better have a presentation ready.

[nadal]

Cold calling does work for us. We manage to generate business from it. What we start with is a particular niche market and first try to find out whether they are using some security services or not. I know it is sometimes difficult to get clients from cold calling but you will have to keep patience.

[Kiowa Security]

Cold calling does work for us. We manage to generate business from it. What we start with is a particular niche market and first try to find out whether they are using some security services or not. I know it is sometimes difficult to get clients from cold calling but you will have to keep patience.

How exactly do you go about cold calling the business? Do you just call and ask to speak to the manager and then introduce yourself and begin telling them what you can do for their business? I've never done this before, so I'm very ignorant as to how it works...

[Curtis Baillie]

When I went from LE to owning my own security company I was really well known in the area and surrounding communities - so it wasn't really truly cold calling as such. I always sent a letter of introduction about my company to a prospective client first. I then followed that up with telephone call, as in the intro letter I told them I would be doing so. That is when I would try to make an appointment.

This approach really worked well with me, but then I was very well known in the community due to my LE career. When I started out I had no desire to provide security guard services, but the response was so great I couldn't pass it up. I started out providing pre-investigative services to attorneys on wrongful death lawsuits. I also provided investigative services regarding stolen semi/trailers and heavy equipment for insurance companies. That is where the really big buck was and garnered me a firm footing in the business.

[nadal]

How exactly do you go about cold calling the business? Do you just call and ask to speak to the manager and then introduce yourself and begin telling them what you can do for their business? I've never done this before, so I'm very ignorant as to how it works...

All businessmen are interested in increasing their profit and if you can make them understand how they can do this with your services, you get the contract. We make them understand how a particular service in beneficial for them.

[FireControlman]

Professional sales training; it exists for a reason.

In sales, to ask about cold calling in such a way would be equated to asking if a baton or OC "works" with regard to security.

I was lucky enough to attend Achieve Global's Professional Selling Skills Core (PSS) course about seven years ago, if I recall correctly it was about a month long. I later attended a Professional Selling Skills Applications course and then a Professional Sales Coaching course.

http://www.achieveglobal.com/

http://www.youtube.com/user/achieveglobalweb#p/u/1/gIKNNPrnD9I



But, what do I know...I'm just a Navy Chief. ;)