Cold calls! No! I can’t do it. Yes, you can. They’re only human and won’t bite.

Here’s how I make cold calls and it works

When I started out I hated this. I’d do anything to avoid it. In the end I cut a deal with myself. I would call between 10-11 every morning for 1 hour and 1 hour only. Somehow this worked. I’d make the calls and get it over with. In time it got easier and making cold calls became more enjoyable. Yes, imagine that. Cold calls that you enjoy!

Before you make your first cold call

Before you make the call, look at their site, download their brochures and see what type of documents they might need. For example, software development companies may need user guides, release notes, and installation manuals.

Web companies will need online text, technical support material and help pages. After a while you’ll get a feel for what these companies want and you can tailor your cold calls accordingly.

Don’t be shy about calling. Expect to get turned down 9 out of 10 times at first. It’s nothing personal. And don’t be hard on yourself. Starting up is the hardest part. Once you land your first contract, the next will be much easier.

1. Start with small companies that don’t have dedicated in-house tech writers.

2. Don’t contact the HR Manager. Their job is to screen you out. They won’t be interested.

3. Contact the IT Manager or the Training Manager. These people may actually need your skills. Drop them an email and ask if you can send over a brochure. No hard selling. Gently does it

4. Offer your services on a contract basis

5. If asked, give them estimates of your daily rates – but keep it general.

6. Avoid getting locked into low rates before you have met the client.

Tip: This is a numbers game. The more you call, the more interviews you’ll get. It’s not rocket science. Just persevere.

Remember the words of Churchill: “Never, Never, Never give up.”

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