[Question] When should I stop?

[Perform Computers]

Hi all,

Doing walk-in cold calling marketing looking for new business. Handing out business cards, getting one from each company I've been to etc

My question:

Can this still be done NOW with everyone in the festive mood & companies closing?

When should I stop? 15 Dec? 22 Dec?

I don't want to walk around and 3 out of 5 businesses are closed for the holidays.

Any tips guys?

Some people said I must continue doing it until the 22nd.

Thank you

[IanF]

I would stop on the 15th most businesses close or go onto skelton staff by then.

[Perform Computers]

That leaves a week. You guys rate it's worth it for one week?

[Missnancyalex]

According to me you should stop on 15 Dec because they are closed due to Christmas.

[Pap_sak]

probably not, as you say people have other things on their mind.

Just an idea though, not sure if I should bring this up. Your website says you design websites, but yours is designed by another company - I am guessing the website building is outsourced?

Also they did not give you much of a title, description or keywords

meta http-equiv="content-type" content="text/html; charset=utf-8" />
<title>Perform Computers</title>
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<meta name="description" content="" />

[Perform Computers]

Website was done for free by another company. We outsource web designing to them.

Perform Computers does everything ( just like any IT company ), but I specialize in networking, servers & security.

Guys, thx for all the input.

[Blurock]

Hi all,

Doing walk-in cold calling marketing looking for new business. Handing out business cards, getting one from each company I've been to etc

What a complete waste of time! Who is doing the work while you are walking around like this?

Door to door cold calling is like ancient spam. Your success rate is less than 1.7% and you risk alienating the very prospect that you want to sell to. It is rude and unprofessional to just drop in and expect people to support you on the spur of the moment. You also may not be able to talk to the decision makers and next time the PA will filter your call and deprive you of an opportunity to do a presentation.

There are better ways of getting business. Do prospecting and learn more about your target market. Who are most likely to use your services? What problem can you solve for them? Can you get an introduction via an existing satisfied customer? Relationship marketing is much more effective and will assure you a success rate of around 10%. (still hard work, but better than 1.7%)

So spend this time while people are holidaying doing research into your market and set up a marketing plan with a purpose and specific targets. A shotgun approach is not going to work.

Good luck with your business.

[KimH]

Monsieur,... long time no see. I agree with Ian, no point in trying to chase new business past the 15th.

Perhaps place an ad in one of the online papers and offer a discounted service rate to home users over the silly season while the companies are closed.

And I'm guessing we are overdue for that coffee? I am fully scheduled until the 23rd, so just after Christmas?

[Dave A]

What a complete waste of time! Who is doing the work while you are walking around like this?

Door to door cold calling is like ancient spam. Your success rate is less than 1.7% and you risk alienating the very prospect that you want to sell to. It is rude and unprofessional to just drop in and expect people to support you on the spur of the moment. You also may not be able to talk to the decision makers and next time the PA will filter your call and deprive you of an opportunity to do a presentation.

Blurock, if those are your stats, you probably should work on your technique

(or in other words) You're making a lot of assumptions about Perform Computer's cold calling strategy.

[Perform Computers]

Blurock,

My 2nd biggest client has been procured through a mere cold call. It was a Friday afternoon & I just wanted to get the cold calling over with. So I walked into this company, introduced myself, and dropped off a business card. The boss wasn't even there. That Monday I got a call saying they needed IT help & 3 months later they agreed to an SLA of R999 p/m

I understand where you coming from, I really do. I merely just drop a business card off & take one after doing a quick, "We're so & so & this is what we do. If you need help, feel free to give us a call".

Thereafter I do the follow up etc

& yes, I am alone for now, but isn't that how most people started out? When the work load gets too much, I sub contract out. Like when cabling needs to get done, I get someone to do it while I meet with the owner or decision maker & discuss future business or support.

I merely asked because I don't know everything, & isn't it the purpose of this forum to have the freedom to ask for help without being prosecuted? PC's, networking & security I know, but business advice in certain areas I don't, hence me being on this forum to learn from those who know better.

I know you don't approve of cold calling, and yes, there are much better ways to market a person's company. But if you don't have the budget then going old school with hard work is the only way. I guess everyone has their own way of harvesting clients.

[Blurock]

@performcomputers I do apologise if you feel that I have offended you. I merely tried to point out the ineffective results of door to door cold calling.

Most of the replies on an American forum has indicated that a 1.7% hit rate is too high. (also mentioned on TFSA). I define cold calling as walking door to door and hoping for a hit. This was done in earlier days by insurance agents, salespeople for encyclopaedias, vacuum cleaners etc. The Americans started with the concept and the gurus said that in order to get a sale, you just had to see more people. We have all had unsolicited phone calls inviting you to some obscure "presentation" where they sell time share or holidays.

Why are they not doing it any more? Because of consumer resistance, but also because they have realised that there are better ways to reach people to sell your product.

I am not an expert, but I deal with a number of businesses and observe what they do. Following best practices in the various industries is a good way to learn what works and what not. I am sure the Forum members will have some good advice on how to grow your business.

[BusFact]

...I merely asked because I don't know everything, & isn't it the purpose of this forum to have the freedom to ask for help without being prosecuted? PC's, networking & security I know, but business advice in certain areas I don't, hence me being on this forum to learn from those who know better...

I see Blurock has already replied, but I'd like to add a bit more.

1) Sometimes the tone of a forum post can be misunderstood. Its easier when speaking to someone as you can see body language, facial expressions and voice tone. That doesn't always come across in the written form. In this case he was trying to be helpful, but perhaps it came across as being condescending.

2) Sometimes a thread can go off on a tangent. It may be started with a question, but then someone might see the situation in a whole new light. That person will throw in their opinion even though it does not directly answer the OP, like in this case. As long as its related, I believe thats great as its always beneficial to get a different view. Think of it as a type of brain storming. You can always ignore those posts if you disagree and focus on those that answer your question specifically. I find this to be one of the best features of an online forum.

So please carry on asking, but don't take the responses personally. Even if they are a bit off topic (like this post) they might help other readers who view your post with similar queries.

Now to be clear, this is posted in the tone of a suggestion and clarification. It is not intended to be mocking or like a school master. I hope it didn't come across that way

[Pap_sak]

I personally do not mind a person cold calling at all, as long as the rep isn't too pushy and the products they sell match the shops. Just thinking about it, my second and third biggest suppliers by R's both cold called initially and both have received orders this year of well over R150K.

I wish I had the nuts to do it myself TBO, it's one of the many skills I am missing.

[Just Gone]

I think it also depends on what business you are doing. In my business it is the busiest period of the year right up to Christmas with company's closing etc and they need security. Granted this end of year was slower, but it has now picked up. I am working right up the the 21st then I am outa here.

[murdock]

just from a different angle...if i were you i would find out which companies close on which day and use the opitunity to drop off small gifts to improve customer relations with exsisitng customers...no matter how small just the fact that you thought about them makes all the difference...and as the kak economy brings less christmas gifts...getting out there and just letting people know that you have thought about them could make your new year a more successfull one.

i have tried cold calling on numerous occassion.....maybe i didnt put in enough effort or really bad at it...but my success rate has been very small...in fact i can only think of 2 jobs...and both i worked my butt off for a little money.

however i have found that being part of social groups...not internet....running clubs....cycling...canoeing...fishing clubs etc bring in the most bussiness from my personal experience...i have lost more customers to this type of marketing than any other....and gained more customers than any other.

be friendly and let people know what you do...offer a free service to the club and get in with the commitee and boy you never look back...all my biggest contracts have come from doing this and the longest running contracts.