Best practices of managing follow up calls in cold calling?
Actually, I am searching for the best protocols in managing follow up calls.
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In my own personal experience here's what I've found works best in cold calling:
I just keep following that routine until they tell me they're not interested. I don't push, and I'm not demanding. Nobody wants to feel like they've just been had. They need to make the decision for themselves. After they've told me they aren't interested, I leave them with my contact information and let them know that I'm always available to talk.
The key is that people need to think that you care about their best interest. If you really do, then it's easy. :)
Also, I recommend just doing a quick search on cold calling follow up, or cold calling tips. Google has a lot of info...
(This is in addition to Jeremiah's answer, not instead of.)
I've also found a nice touch:
Listen and note any other problems they describe about their organization.
It could be anything from poor internet access to terrible coffee. Then in the next couple weeks, if you find an article or similar particularly relevant to that, pass it along with a note. Bonus points if you've done/tried it yourself.
Even if they're not a good lead right now, doing them a small favor like this puts you front and center in their mind in a positive light.
Even better, if it does solve their problem, there's a psychological effect that they will want to pay you back somehow.. maybe that's the thing that will push you ahead of your competition or it's an introduction or a new lead or they think of you first when they do have the problem you can solve.
And even if it doesn't become a sale, helping someone is never a bad strategy.