1

So, ok my question is. Does anyone has a script or a technique when approaching/calling new clients on the phone?

6 Spice ups
2

I visit in person, works MUCH better.

5 Spice ups
3

This.

2 Spice ups
4

Calling works but only very rarely. Visit in person. Go to business groups and other events. Also ignore BNI, goldstar, and similar business clubs. A waste of your time because all they want you to do is join their club.

2 Spice ups
5

If I could spice this more than once I would. Those groups are all about the person running the group making money. Everyone else is either a new business owner, started a new job or just flat out desperate. At least in my experience.

I went to one and got sucked into a 30 minute conversation with a lady who, in the end, revealed to me she was a psychic.

Ironically she couldn’t tell me where my next client was coming from. HACK!

6

Join your local chamber of commerce. I’ve gotten more lines to new sales from that than anywhere else. If there is a particular vertical market you are targeting, then see what trade organizations there are for you to be a part of. Cold calling just doesn’t work in this industry.

2 Spice ups
7

Agreed. They are social clubs not business meetings. People care more about talking about their weekend or whatever and always provide you with completely useless leads.

Thankfully it didn’t take long for me to figure this out.

8
  1. Referrals are the best way to meet a new client.
  2. Local chamber of commerce (like Sean suggested)
  3. Social events.

When meeting someone via 2 and 3 above do not talk about your business, ask about theirs, what they do, how they got started, why they like what they do. They in turn they will start asking about you, become a friend even if they already have a IT person they may now recommend you to others because you are a personable person not a stereotypical computer person with poor human skills. Also if you can refer them once you know about them. I have at chamber mixers when I have a chance (microphone in hand) I like to do shout outs to businesses that I have used their services this breaks down walls that we all put up when someone it trying to sell something to us, you now become a nice guy / gal.

If you are in front of them from a referral again ask about their business first then what I do is after 5-10 min give them an overview of me and what type of person I am and how I will look at their business.

Once you have a client keep getting to know more about them, their family, hobbies, etc. Why? Because down the road when they day comes that you screwed up or have events (MS updates) have given the appearance of a screw up you will have some cushion because you are a friend and will be given the “benefit of the doubt”. Think about it when you have had a problem with a faceless corporation it is much easier to move on to another when you do not know anyone. A good example of this for me is Graybar I am a small client maybe every 2 months to pick up supplies but 2 employees know my name and business name. I could get the same on line for less but I stick with them because they care about me.

1 Spice up
9

I would disagree with some of the posts here. I had fantastic results from a BNI group I was in.

I’ve been members of three BNI groups, two were worthless and the third was outstanding. Like anything else, look for the right mix of personalities/businesses. We had a low voltage contractor, commercial real estate agent, phone guy, telecom guy and we were very synergistic. I STILL get business from this group and we haven’t been together for six years, but we wouldn’t have met without BNI.

I was also very active in my local CoC, and go zilch from it.

I think the takeaway is to look for the best SMALL group of people for you within the larger group/organization.