A number of folks read
Business Week's interview with me about our
What's Working in Lead Generation for Professional Services Benchmark Report. One question I've been asked since the interview was published is, "What did the leaders at professional services firms actually say about cold calling and what it's done for them?"
Here's the "evidence" that folks gave about cold calling working for them:
"Even though calls are frustrating at times...when they work, they really work well. We can get 2 to 4 new clients each year this way, that usually turn to repeat work clients...that is good."
-Chief Marketing Officer, AEC Services
"70% of correspondents are interested in our services."
-Principal / Partner, Law Firms / Legal Services
"Our biggest and most profitable customers have been acquired this way."
-CEO / President, Health Care Services
"75% of more than 250 meetings during the past 2 years have been generated this way."
-VP / Director of Marketing, Management Consulting
"30% response rate with a 10% first meeting rate. Acts like the newsletter, but gets to an audience blocked by spam filters."
-Principal / Partner, Human Resources / OD Consulting
"Roughly 25% of new business is brought in this way."
-Principal / Partner, Retained Executive Search Services
"Cold calling is so rare in UK professional services that it's quite a pleasant surprise to many recipients. We often get the comment, 'I'm glad you called. I / my colleague is dealing with just such a situation that you may be able to help with...'"
-Managing Director / Managing Partner, Marketing / PR / Advertising
"It is how we have secured business year after year and we're over $400 million in sales and in business over 50 years."
-Field Director, Human Resources / OD Consulting
Some professionals still hold the belief that cold calling does not work. In my opinion, cold calling works, most people just do it wrong.
What's your opinion?