I cannot understand why a service provider would cold call me without checking me out online ahead of time. But this keeps happening, despite it being 2014, despite Google search, despite Twitter and LinkedIn and Facebook, and so on.
When someone calls me and remarks almost immediately that he’s heard my name “for years,” I assume he’s done his homework, and that he knows what business I’m in. But time after time (sorry, Cyndi Lauper), I’m disappointed. The caller’s done no such thing.
If you’re guilty of this sort of ice-cold calling to get a prospect’s attention and business, you don’t deserve it.
Do what you should do before you dial, and take notes as well. Here’s what I’d do:
All of this research—which will take less than 10 minutes, by the way—will give you insights that will help you engage this prospect on the phone (or perhaps convince you there’s no reason to call).
When I get cold called by someone who hasn’t so much as Googled my name, I lose respect. It sends a very specific message to me, as in, “I sound like I’m excited to speak to you but in fact, you’re just someone on my list to call and I want something from you.”
I dismiss these types of callers.
Don’t waste your time or your prospects’ time. Make an effort before you make a call.