Any suggestions for cold calls getting through to the owner of a business?

January 15, 2019

by a searcher from Southern Methodist University - Edwin L. Cox School of Business in Dallas, TX, USA

I am trying to see if anyone has any tips or suggestions to get past the owner's secretary. Obviously a warm call is a lot better but I am looking for any successful techniques that work well for search funds to get through.

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Reply by a searcher
from University of Worcester in United Kingdom

Hey Jonathan, I personally would not recommend you focus too much on cold calling. We no longer advocate cold calling now and focus purely on cold email, however when I have cold called in the past, I always used a cold email or direct mail to prime the call as it's also a great opener as you can legitimately say "Hi it's Jonathan, I sent you the email on Monday." Using a CRM you can track when they open and will know if they read the email and if they did then they are in my experience much more receptive. With all that said, I know solely focus on cold email to source off-market deals and this is yielding the best results of any marketing strategies that we have tried, so much so that we now deal source for other investors. Hope this helps.

Reply by a searcher
from Butler University in Indianapolis, IN, USA

I had success going straight to the business owner through email. In the body I stressed that I was not a broker or other intermediary that was fishing for new clients, but that I was a local individual who had already done some research and was interested in his exact business. Its amazing how much I am now targeted as a business owner from analyst and interns at PE firms or Investment banks that are obviously just blanketing based on NAICS and zip codes. Its easy to screen those solicitations out.

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