Yes, Cold Calling is sometimes useful for professionals. It’s not about doing deals over the phone but finding out who might have need for your services in the future – as long as the new contact isn’t already working with a professional.

A local small accounting firm has someone making calls to business executives on a regular basis with 3 simple questions:

• Do you have an accountant?
• Are you looking to setup your accounting software?
• Do you need help with your year-end statements?

If the answer is “No” followed by at least one “Yes” then the new contact’s information is given to one of the partners who follows up. By using a good list, it’s profitable and the firm get some interesting new clients.

Where there are businesses that might need your services in the future, the shotgun approach of Cold Calling can bring results. Over time, if you track lists, business types, questions asked and other important variables, you can develop a cost-effective tool.

Choosing the right list, a person to “work the phone” who is clear-speaking and a careful listener, and finally, choosing the right words and phrases to use – this is the recipe to client development by phone.

Would this work for your practice, without crossing ethical boundaries?