Cold Call

An architech friend called me today asking how to go about cold calling to drum up some business. Sould he send letters, should he make phone calls, should he go door-to-door. Good questions.

Given the nature of his business I suggested he could waste a great deal of time by going door to door. In his situation, like many business to business situations, a practical approach is to start by mailing a letter, followed up by a phone call a few days later. The call will thus not be as “cold” as if there were no introduction at all.

Better yet is to get a referral from a customer or contact and use the contact name to make the call a warm rather than a cold call.