Agent Approaches to Clients

**Dow Jones** · 25 June 2008, 14:03

New to IT

Have you tried offering them a nice 'backhander'?
Although that may equal to the agent's cut, so you'll be back to square one.

PS on second thoughts, if your 'company secretary' has a nice pair and long legs, maybe she can 'sweet-talk' them to it. Sex is the best clincher of a deal.

**DodgyAgent** · 25 June 2008, 14:24

Originally posted by NetContractor View Post

Does anyone know what lines agents use to get "in" at potential clients.

I have tried cold calling before, and have never had much luck. I am considering in future to get my company secretary to cold call businesses whenever a contract is coming to an end.

Any advice as to how the agencies do it would be appreciated.

Think first about what you have to offer then sell it:

say you are an Oracle developer. Find all the Oracle development sites nearby and then call the systems development managers.

" I understand that you develop Oracle systems?"
"Yes"
"my name is Tommy Tank top of Oracle developments how (open question) do you go about developing them?" (dont ask if he has requirements keep talking to him until he admits to having a problem).
Once he admits to a problem then in with the killer question of

"if I can will you?" if he says yes then you are then in a position to think of a solution and talk business.
if he says no then he doesnt have a problem or he is not in a position to engage someone to sort it out for him.

You are not a contractor developing software you are a provider of solutions to problems.

good salesmen need to be good at finding people with problems, good at listening and good at closing down business.. NOT good at talking.

**expat** · 25 June 2008, 18:04

Originally posted by DodgyAgent View Post

Think first about what you have to offer then sell it:

......... (open question) ... (dont ask ... keep talking to him until he admits to having a problem).... then in with the killer question ...
good salesmen need to be good at finding people with problems, good at listening and good at closing down business.. NOT good at talking.

Eff me Dodgy, you should be charging for hard-earned knowledge like this!

**BolshieBastard** · 25 June 2008, 19:19

Cold calling is a numbers game. Expect to make a minimum of 100 calls for 2 positive replies. That's what the cold calling industry works to.

Oh and btw, 2 positive calls doesnt mean 2 offers of a contract, just that the HR drone was receptive to your call.

Unless you work in a very specialised area of contracting, I think your chances of getting an opening are far less than 2%.

**Fred Bloggs** · 25 June 2008, 20:26

Originally posted by BolshieBastard View Post

Cold calling is a numbers game. Expect to make a minimum of 100 calls for 2 positive replies. That's what the cold calling industry works to.

Oh and btw, 2 positive calls doesnt mean 2 offers of a contract, just that the HR drone was receptive to your call.

Unless you work in a very specialised area of contracting, I think your chances of getting an opening are far less than 2%.

Agreed. I gave up and outsource my marketing dept to agencies now

**scooterscot** · 25 June 2008, 21:35

Oh dear.

When I advertise for direct work it does not involve using the phone or the e-mail, nor does it use the fax but instead a relatively old technology. I'm sure you IT guys will be confused.

It involves a stamp

Narrow your market to a small number show that you've made an effort.

Agent Approaches to Clients