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How To Effectively Cold Call In Office Buildings
by Mr. Cold Call

I remember how scared I was the first time I entered an office building to make cold calls. When I walked into the first office I think that the receptionist had noticed a sign on my forehead that said, “Hi, I’m here to sell you something.” I felt as if I was interrupting her day and then I began to have second thoughts about what I was doing here. Should I just go home? Maybe this is not for me? After my tenth office visit I became very frustrated and decided that my time was better spent making cold calls on the telephone.

When I got back to my desk I began to visualize what had happened to me that day. What could I have done differently? Maybe I’m not cut out for door to door cold calling? I don’t mind getting rejected over the phone, but getting rejected in person was too much for me to handle—it brought me down! Because it’s difficult for me to give up, I began to do some brainstorming so that I could determine what I could do differently the next time around. What did I come up with to improve the effectiveness of door to door cold calling?

Below is a laundry list of new ideas that I came up with and what you can easily implement when cold calling in office buildings.

• As soon as you enter an office it’s important that you greet the receptionist with eye contact and a nice big smile.
• Be positive and enthusiastic because your positive attitude and enthusiasm are contagious!
  
• Both men and women should be dressed in a suit. And the reason for dressing this way is because how you dress affects your attitude and how others may positively or negatively perceive you.
  
• Prepare a flyer that offers a special limited-time promotion and make sure that your flyer is easy on the eyes.
  
• Keep your opening lines (Your introduction, the reason for your visit and how you can help them) short and too the point.
  
• Offer examples of how other customers in their industry have benefited from using your product or service.
  
• If you prefer not to visit each office to introduce yourself or hand out flyers then I would find the main business directory in the building and write down every tenant in the building (If you are smart you could bring a camera and take a picture of the business directory).
  
• Try handing out candy (Be prepared and bring sugar-free candy) along with your special promotional flyer. Who doesn’t like candy?
  
• Bring a notepad with you to take notes or write notes on the back of the business cards that you collect from each office.
  
• Make sure that you follow up that day or the next day with each prospect that you had visited.
  
• If someone tells you to leave immediately always respond with something positive. Try to avoid any negative energy because it can get you down. In response to a negative request I would just smile and say, “Please excuse my persistence.”
  
• Try to create flyers that are tailored to certain industries, “I am with (Your company) and we have a customized program for (Name of your prospect’s industry)………….”
  
• When you get back to your office make sure that you follow up with each prospect and log every single call that you make.
• Call your prospect till they hang up on you; tell you that they are not interested, tell you to call them back---basically call them till you get some sort of outcome. Your best outcome will obviously be a sale!
  
• If an office door says, “NO SOLICITATION,” do you enter the office? This is a judgment call on your behalf, but in my experience I can’t even remember the last time someone told me to leave (Such negative requests are more often heard over the telephone than cold calling in person).

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