I've been trying to cold call facilities managers at manufacturing plants here in Boise but keep hitting voicemail or getting transferred to purchasing departments that don't understand utility auditing. Has anyone had success with cold calling lately? What's your opening line that actually gets their attention?
Cold calling electric utilities - does anyone actually get through anymore?
Karen W. - I'm also in Boise and gave up on cold calling about two years ago. The success rate was maybe 1 in 200 calls. Now I focus entirely on LinkedIn outreach and referrals from my CPA contacts. Much better ROI on time invested.
Cold calling still works but you need the right hook. I tell them I'm calling because their facility showed up on a list of high electric usage accounts and I've found similar businesses are overpaying by 15-30%. Gets them curious enough to listen for 30 seconds.
Marcus T. brings up a good point about the curiosity hook. The key is leading with a benefit that hits their pain point immediately. I've seen members succeed with cold calling by doing research first - look up their utility tariff online so you can mention specifics like "I noticed you're on Duke Energy's Schedule LGS rate and many similar facilities are missing demand reduction opportunities." Shows you did homework.
Here in Phoenix I had better luck calling right after peak summer bills go out in August. Facilities managers are feeling the pain and more receptive. Caught one guy who just got a $47,000 APS bill and he was ready to talk immediately.
Michelle T. that's smart timing. I track PG&E billing cycles and call 3-5 days after bills typically arrive. Also learned to ask "Is this a bad time?" right after introducing myself. If they say yes, I offer to call back at a specific time. Shows respect and often they actually take the callback.
Thanks everyone. I'm going to try the utility-specific research approach Randy mentioned. Pete T. I like the callback offer - never thought of that but makes sense they'd appreciate not being pressured.
Just wanted to add that gate keepers are often the key. I always get the receptionist's name and build rapport. Had one at a Louisville manufacturing plant who started routing my calls directly to the plant manager because she knew I wasn't selling equipment or services they didn't need.
Catherine D. yes! I send small thank you cards to helpful receptionists. Sounds old fashioned but it works. One in Eugene told me when their new facility was having electrical issues and needed an audit fast.