Does cold calling work for selling consulting services?
Hi Everyone, My strategic market intelligence firm has never employed cold calling to generate sales. Our thinking has always been … who is going to engage us for their high level strategic strategies if they had never heard of us/ trust us. Therefore, we have always relied on networking from conferences or contacts, referrals from past clients, or have potential clients contact us after reading our commentaries for our sales strategy. This strategy has worked very well over the last few years and still does (we are still hiring folks and expanding despite the downturn). However, I used to be in sales in software and felt that cold calling for IT sales worked well — even complex, enterprise sales. Clearly, though, selling consulting services is very different from IT solutions. We tried cold calling a couple of MNCs recently and were pleasantly surprised that we have been able to set up several face to face meetings with senior executives. We have not held the meetings yet but will
