https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • SDN/SD-WAN
    • Cloud
    • RMM/PSA
    • Security
    • Telephony/UC/Collaboration
    • Cable
    • Mobility & Wireless
    • Fiber/Ethernet
    • Data Centers
    • Backup & Disaster Recovery
    • IoT
    • Desktop
    • Artificial Intelligence
    • Analytics
  • Strategy
    • Back
    • Mergers and Acquisitions
    • Channel Research
    • Business Models
    • Distribution
    • Technology Services Brokerages
    • Sales & Marketing
    • Best Practices
    • Vertical Markets
    • Regulation & Compliance
    • Diversity, Equity & Inclusion
  • MSP 501
    • Back
    • MSP 501 Information Center
    • 2021 MSP 501 Rankings
  • Intelligence
    • Back
    • Galleries
    • Podcasts
    • From the Industry
    • Reports/Digital Issues
    • Webinars
    • White Papers
  • Channel Futures TV
  • EMEA
  • Channel Chatter
    • Back
    • People on the Move
    • New/Changing Channel Programs
    • New Products & Services
    • Industry Honors
  • Resources
    • Back
    • Advisory Boards
    • Industry Organizations
    • Our Sponsors
    • Advertise
    • 2022 Editorial Calendar
  • Awards
    • Back
    • 2021 MSP 501
    • Circle of Excellence
    • DE&I 101
    • Top Gun 51
    • Channel Partners 101 (CP 101)
  • Events
    • Back
    • CP Conference & Expo
    • MSP Summit
    • Channel Partners Europe
    • Channel Partners Event Coverage
    • Webinars
    • Industry Events
  • About Us
  • DE&I
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Agents
  • Cloud Service Providers
  • Channel Partners Events
 Channel Futures

Cloud


Using LinkedIn for cold calling is all the research you need

Why LinkedIn is a Cold Caller’s Best Friend

  • Written by Carrie Simpson 1
  • October 1, 2014
If you're not into doing too much pre-call research, using LinkedIn might be your best bet.

I’m not a huge proponent of doing extensive research prior to cold calling. In the amount of time it takes you to research 100 leads you could have called all of those leads and learned everything you needed to. In my opinion, research is often a form of procrastination or call reluctance.

I do like to be prepared for a call, and the tool I will use most often for this is LinkedIn. You can find out most of what you need to know for your call while it’s being connected and eliminate a lot of the time you spend doing pre-call work. 

If you aren’t a Premium account holder, LinkedIn will still be helpful, but it does make sense to invest in an account that will give you a much larger reach, especially if you are starting with a small network.

First, set up your work environment so it’s conducive to cold calling. You will need two monitors. On one monitor, open your CRM or PSA — whereever you are tracking your activities in. Look at the company and phone number on the list, and dial the number. On the other monitor, keep a browser window with LinkedIn open.

As the call is ringing, look up the company on LinkedIn. A quick scan of their company page will provide answers the following questions:

  • How big is the company?
  • Do they have current job openings that could indicate a need for services?
  • How many employees are listed?

Now click on the list of all employees at the company — if you did not have a contact name, now you do.

Are you connected somehow to any of the employees on the list? LinkedIn will tell you if you have a mutual connection. If you reach the contact live, you can use that in your introduction:

“Hi Joe, it’s Carrie calling from MSPros. We (whatever you do!). I noticed today on LinkedIn we have a mutual connection. How long have you known (connection name)?”

Instead of going right for the pitch, you can have a much friendlier conversation that leads into the reason for your call. Ask if they would be comfortable with you adding them to your network and collect their email information if so. Ask for a in-person meeting at this time. 

If you are not connected through any channels, you can say something like this:

“Hi Joe, it’s Carrie calling from MSPros. We (whatever you do!). I found your profile today while doing some research on LinkedIn. I would be interested in connecting with you. I’ve just now looked at your profile, so you should have no problem finding mine for a quick review of who I am and what we do. Can I send you an invite to connect?”

If they are open to it, you’ll need to ask them for their email address. Send them an invitation to connect with you, with a note asking them if there is anyone in your network they might like an introduction to. That will open the door for you to ask for introductions to their network later in your relationship, and also encourage them to spend a little time looking at your profile. I try to make only one “ask” per call. In this case, you have asked for the privilege of joining their network. After a few weeks, reach back out to this contact and ask them for the opportunity to meet with them to discuss your services.  

It takes on average six touches to get a meeting scheduled. They don’t all need to be done on the phone — and when people say cold calling is dead, what they’re really saying is you need to use multiple tools to get your prospects attention. Mixing it up with tools like LinkedIn will allow you to connect with prospects in the way that they most enjoy connecting.  

How many different ways do you connect with your prospects?  Where are you seeing success?

Tags: Agents Cloud Service Providers MSPs VARs/SIs Cloud

Most Recent


  • Must See
    IBM, F5, Appgate, Axonius, CyberGRX Among 'Must-See' Vendors at RSA
    EMA said these vendors provide products and solutions that are some of the best in the industry.
  • Business building block growth
    So You Want to Build a Microsoft Practice? Here's What It Will Take
    “It's a labor of love, and it didn't happen overnight," Jim Campbell of Opkalla said.
  • Compliance Issues
    ConnectWise Enhances Innovation, Partner Experience with Additions to Leadership Team
    Todd Hale becomes ConnectWise CIO and Ciaran Chu will lead the innovation business unit as general manager, ConnectWise Control.
  • CEO's chair and desk, plus nameplate
    McAfee Names Intuit Vet New President and CEO
    This is part of McAfee's transition to a pure-play consumer protection company.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Cloud Phone
    AT&T to Offer Up to 1 Million Customers Cisco Webex Calling
  • edge computing
    'Challenging Results' for MSPs in Channel Futures' Exclusive Quarterly Survey
  • Cloud Computing
    'No Drama'? Microsoft Status as SAP-Preferred Cloud Partner Fades
  • White House
    White House Urges Companies to Take Ransomware Attacks More Seriously

Upcoming Events

View all

Channel Partners Europe

June 14, 2022 - June 15, 2022

MSP Summit

September 13, 2022 - September 16, 2022

Galleries

View all

IBM, F5, Appgate, Axonius, CyberGRX Among ‘Must-See’ Vendors at RSA

May 25, 2022

So You Want to Build a Microsoft Practice? Here’s What It Will Take

May 25, 2022

Cisco Hybrid Cloud Trends Report Indicates Important Uptake

May 25, 2022

Industry Perspectives

View all

Increased Cybersecurity Vulnerability = Increased MSP Opportunities

May 25, 2022

Leverage Your MSP’s People Power

May 24, 2022

How SD-WAN Helps Secure the Expanding Network Perimeter

May 19, 2022

Webinars

View all

Simplifying SaaS Security for MSPs

April 27, 2022

How to Supercharge The Network to Support Your IT Superhero Moves

May 3, 2022

The 2022 MSP Challenge: Scale Service Delivery Despite the Talent Gap

April 21, 2022

White Papers

View all

Work Goes Remote – (and Other Top ITOps Trends)

May 25, 2022

The New Bottom Line: How MSPs Can Meet the Healthcare Crisis While Evolving Their Businesses

April 19, 2022

How to build a Security Operations Center (on a budget)

April 4, 2022

Channel Futures TV

View all

AT&T, Microsoft, Cisco, ThreatLocker on Unlocking Partner Potential

Agents Share ‘Secrets,’ Industry Opportunity

May 11, 2022

Vonage Addresses Potential Partner Opportunity via Acquisition by Ericsson

May 5, 2022

Lumen Technologies ‘Built for Growth and Scale’

May 4, 2022

Twitter

ChannelFutures

Are your #MSP clients struggling to handle their cybersecurity vulnerability? #cybersecurity #cyberthreats… twitter.com/i/web/status/1…

May 25, 2022
ChannelFutures

Introducing the 2022 Channel Futures MSP 501: The best of the best. Register for the reveal webinar here.… twitter.com/i/web/status/1…

May 25, 2022
ChannelFutures

.@Tanium launches new Technology Partner Program. #endpointdata dlvr.it/SR3pvw https://t.co/5DL6gvTAhX

May 25, 2022
ChannelFutures

EMA's picks for must-see vendors at next month's @RSAConference: @AppGateSecurity, @AxoniusInc, @coalfire,… twitter.com/i/web/status/1…

May 25, 2022
ChannelFutures

Jim Campbell of @opkalla shared how the consultancy built a Microsoft gold partner CSP business in 18 months.… twitter.com/i/web/status/1…

May 25, 2022
ChannelFutures

.@Nable's new N-hanced Services empower partners to leverage N-able’s full breadth of experience and expertise, the… twitter.com/i/web/status/1…

May 25, 2022
ChannelFutures

Work Goes Remote – (and Other Top ITOps Trends) dlvr.it/SR3d06

May 25, 2022
ChannelFutures

.@ConnectWise adds two executives to its leadership team: Todd Hale as CIO and Ciaran Chu as GM of ConnectWise Cont… twitter.com/i/web/status/1…

May 25, 2022

MSSP Insider

Business advice for MSSPs and news from the broader security channel.

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Galleries

Educational slide shows and images from live events.

Media Kit And Advertising

Want to reach our audience? Access our media kit.

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Events
  • Telecoms.com
  • MSP 501
  • Black Hat
  • IoT World Today
  • Omdia

WORKING WITH US

  • Contact
  • About Us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2022 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X