Lots of people tell us that cold calling doesn’t work.

This makes us smile; we always respond by asking how they started in business. Usually we find that several of their oldest customers were found through cold calling.

Most people start by moving to self-employment and taking a couple
of clients with them. However these are never enough, so on slack days,
people pick up the phone book and make a few calls. They get a few
positive responses, bwhich turns into loyal customers.

If we ask about the second ten customers, most will be
referrals from these initial customers, who were happy
to recommend them.

So, cold calling does work. Let’s show you an example.

Fred is a Chartered Accountant who decides to set up his own practice.
Two of his old clients ask Fred to act for them. This is a great start,
but Fred needs more. One quiet Friday, he makes a few cold calls
and closes one deal – an audit worth £5,000.
The client is happy, and retains Fred for five years.
So Fred earns a total of £25,000, not a bad return for a few phone calls.

The client is so pleased that he refers a new audit client every year.
Over 5 years, Fred earns a total of £75,000 from Audits alone.

It doesn’t end there.
Fred’s clients really like him, and when they have other issues,
he’s the first person they call.

Three of them are worried about their tax position,
and ask for consulting, netting another £15,000.

In year 5, one client decides he wants to buy his firm.
Fees for the MBO come to £30,000.

Overall, Fred has billed £120,000 in five years,
which all started from a few cold calls.

When you start up, people need to know you’re in business.
After that, they’ll tend to buy again, if your service is good.
However, most people need help to get started.

Call us; we’ll explain how we can do the same for you.