Cold Calling War Stories

You Want to Talk to Mr. Who? ... Last week's Dispatch,
Why Is Cold Calling So Difficult? (Jul 27), really touched a nerve. You'll smile at the first story from one reader (I'll call him "Steven").

"I was a 24-year-old pup leasing a Class A CBD building. I'm going through a competitor's building trying to poach his tenants. I walk into the upper story offices of a notable law firm. I glance up at the wall behind the receptionist and see the firm name. Having learned that, generally, the partner whose name brings up the rear of the firm name ... makes space decisions, I smile at the secretary and say boldly, 'Is Mr. Green in?'

"'No,' she replies. 'Did you have an appointment?' (she smiles). 'Oh yes, I say' (totally faking it). 'Are you sure you had an appointment for today?,' she asks. 'Yes, I'm quite sure it was for today. But if he isn't in, perhaps you could give him my card and tell him I'll call again tomorrow.'

"She takes the card and glances at it. 'Steven,' she begins, 'you're welcome to come back tomorrow because you are a pleasant young man (my mom would have been proud). But Mr. Green has been deceased for over 10 years.'" Oops!

Clint McMorris with Colliers International in Torrance, CA, also paid his dues the hard way in 1972. "When I joined the business, I was making an average of 100 cold calls on a rotary dial phone... Boy, these young whippersnappers have it easy."

-- Peter Pike