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Great Blog Off Guest Post - Erika-Marie S. Geiss

by Jennifer Gniadecki on June 20th, 2008

The Warm Call
There are so many forms of networking, both in-person and electronically. Between attending conferences and networking events and participating in the professional/social networks of LinkedIn, FaceBook or industry-specific/niche social networks we often forget about that little device called the telephone. Many of us are tethered to our computers and use our phones for other things (like making Twitter updates or “tweets”) that our instinct when it comes to communicating with another human being is to do it electronically. But sometimes, an e-mail just won’t do. This is especially so if the person you’re e-mailing has no idea who you are and has their spam filters set to catch unknown addresses. And many people get so many e-mails in a given day that yours just might get lost in the crowd, even if it makes it to the in-box. Unfortunately, we have all been annoyed by telemarketers too many times, that having a root canal would be more fun than making a “cold call.” Don’t cold call. Instead, warm call. 

Building relationships
Cold calls automatically make the person on the other end of the line defensive. They are often ready to say “no,” or might be abrupt with you when they hear what immediately sounds like a pitch for some product or service. Remember that you are not just “selling” your product or service you’re “selling” who you are. Changing your mindset from “I’m making a cold call” to “I’m making a warm call” means that you’re not selling, but networking. Networking is about building relationships and if you’re doing it non-toxically, establishing and maintaining good ones. The phone can be a good way to start. Unlike electronic communications, using the phone allows you to hear and give the vocal cues that cannot be communicated online, and that sometimes go awry. Start off on the right foot by stating who you are and asking if they have time.  

I have some time
If they do have time, be friendly and brief. Talk about them and what it is that they do that is the reason for your call. You don’t want to launch into talking about your great product or service. Next make the connection with what it is that you are offering or suggesting, in other words how you arrived at why they are the person to be calling. Be sure that while you are speaking, you are smiling genuinely—smiles show even over the phone, and (this is especially important) listen to their responses. Are they distracted? Are they giving you courtesy “uh huhs”? Are they warming up to you? Are they as excited as you are? Gauge your responses to their cues and wrap the call with a call-to-action and find out the best way to contact them and if they will welcome hearing from you again. If they suggest e-mail is best, be sure to let them know which address you will be using to contact them. Don’t forget to thank the person for their time along with some other friendly close that is natural for you. (Don’t get too chummy though, unless you and the person you’ve called have really “hit it off” — remember it’s still business.)  

No, now’s not a good time
Again, be friendly and brief. In one or two short sentences explain the reason for your call, and ask if there is a better time to reach them or if you can send them an e-mail. Even if they engage you in further conversation, remember that they initially said “now’s not a good time,” so keep that in mind. After giving your reason for calling (or elaborating if they ask for more information) say something like “I realize that you’re pressed for time, may I contact you again?” (or whatever sincere phrase works for you). Find out the best method and time to contact them, and again, if they suggest that e-mail is best, be sure to let them know which address you will be using. Close the call with a friendly “goodbye” and thank them for their time.  

With both situations, don’t forget to follow up with the person in the manner they suggest or prefer. Another good reason for calling, and is part of the networking aspect, is that if the person you’re speaking with feels that they aren’t the right person, but is still interested in who you are and what you are offering, they may suggest an alternate person. If that happens, thank the person to whom you are speaking and find out the best way that new relationship can be initiated. (Don’t however, just leave person A in the dust. It might seem as if you were just using them.) 

To leave or not to leave a message
Many grapple with whether to leave a message when they get voice mail. Stop grappling and leave a short, clear, friendly-but-professional message. (Nobody likes hang-ups or silence.) State your name, where you are calling from, a brief reason for the call and your contact information. Don’t babble on and on. (Apologies to Shakespeare for paraphrasing his words.)  

Conclusion
Remember that the phone can be an important networking tool. Use it wisely and remember to be polite, friendly, brief and above all, to listen well to the person that you are calling. The phone can be a good way to initiate a connection with the very same people who might otherwise delete your unsolicited e-mail.  

Beautifully written by Erika-Marie S. Geiss
Editor-in-Chief - theWAHMmagazine 

This post is part of the b5media Business Channel Great Blog Off! Find out more about the Blog Off here.

The Business Channel is supporting Accion International for the Great Blog Off. You can make a donation directly to Accion (http://www.accion.org/b5media). Donations are tax deductible.

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POSTED IN: General Networking, Great Blog Off