I am need some direction in the art of cold calling. I took over a small catering company ( which I had worked for ) back in Feb. We do mostly corporate catering. Business is good during the summer months. We have an 8 foot charcoal grill with a trailer hitch. So we do a lot of graduations, company picnics etc. The other 8 months out of the year ( I live in mich) We pretty much depend on our corporate clients. Which is very much hit and miss.

I really need to learn how to get to talk to the people that do that type of ordering. When I was working for my boss, he would have me go out with small desert trays to customers that had used us before but had not in a long time. Give them updated menus, try and update contacts etc. I always had a contact person. Starting from scratch now, I am stumbling.

I have looked up the local chamber sites and there are companies that I am reasonably sure that do use catering, but how do I get past the receptionist/operator and contact the person I neeed to. I want to offer to come in and do a taste test and feed 5 or so people for lunch and or offer a very good first time customer discount.

I send out a monthly special to about 100 customers in the beginning of every month. ( via e-mail) I was considering sending out a refer a friend deal with next months special? We have a handful of companies that are excellent customers. I need that number to grow at least some. Any suggestions will be most appreciated.



Thanks in advance,
Lynda

A small investment in taking something very tasty to the receptionist might do the trick here. Then on the first cold call I would at least get the name and address of the 'contact person' along with their phone number and email address. Offer a very good discount on the first excursion with a commitment for at least a few more at regular prices...

Stringer

I would suggest warm calling instead. First, you call to get the contact info for the person who makes the decision. You send them a letter explaining what you do and your special offers. After about a week after sending the letter, call the contact person to see if they have any questions about your letter.

You haven't returned Lynda03 since your original post.

You may have certain specialties, if so, I would pick some of the best possible prospects and arrange to deliver and or cater a free lunch. If you are good this could turn some heads.

Follow that up then with additional personal or phone calls to get their personal reaction.

Stringer

I kind of like the idea that SmallBizExpert has about calling it "warm calling" rather than "cold calling".

One of the things that I do is that I've been involved as a leader in all aspects of church music for over 37 years. When I've been the organist/pianist, one of the things that's offered to us is the "right of first refusal" to play for weddings and funerals. It would seem to me to be much more friendly in terminology, to call it the "right of first accptance".

What do you think, Stringer?

Thanks!