Cold calling niche dying, how to find new product and script?

by Straya
25 replies
Hey guys,
Currently I am self employed selling advertising space over the phone for a few print publishers in a very niche sector. The script that I was taught several years ago is custom made for this niche and still works perfectly, but the problem is the niche is slowly dying. I have noticed quality leads are much harder to come by and my income has been declining each year.

I feel I'm not a natural salesman and I've been thinking I might have to go back to salaried work which kind of depresses me. But I've seen the power of a well crafted script that sounds natural on the phone, so it would be great if I could learn another one and remain self employed.

So I've come here for ideas, how do I find a product/service that I can sell over the phone and a script to match? I was thinking Google Adwords, still in the ad game and leads galore. Any other ideas or advice?
#calling #cold #dying #find #niche #product #script
  • Profile picture of the author iAmNameLess
    Have you considered something you could fulfill yourself, or outsource?

    You're in Australia, so I'm not really sure of all the options you have available there.
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    • Profile picture of the author Straya
      Originally Posted by iAmNameLess View Post

      Have you considered something you could fulfill yourself, or outsource?

      You're in Australia, so I'm not really sure of all the options you have available there.
      Hi, could you elaborate on something that could be fulfilled by myself, an example from the States would be ok, cheers
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      • Profile picture of the author iAmNameLess
        Originally Posted by Straya View Post

        Hi, could you elaborate on something that could be fulfilled by myself, an example from the States would be ok, cheers
        Print materials to small businesses, you outsource the design, and order straight from a printing company.

        Website design, SEO and other online services, you sell, and build your own team of outsourcers.

        Bob Ross's 9X12 Method, you basically sell spots on a giant postcard.

        If you've been able to make a living doing commission only sales, I think you could probably have a lot to offer people on this very forum and maybe people worldwide by offering a sales training course. Maybe you could offer sales training to different companies in your country?

        There are so many options out there.. just search around this forum, maybe you'll get some ideas.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by iAmNameLess View Post

          If you've been able to make a living doing commission only sales, I think you could probably have a lot to offer people on this very forum and maybe people worldwide by offering a sales training course. Maybe you could offer sales training to different companies in your country?
          .
          Yeah, I would love to learn the script used, and the sales results.

          My first thought was....have you kept records of your sales? You should find something else to sell those same people. If you have 1,000 customers...you should never have to cold call again. Just keep calling them with new offers that would apply to them.

          You have the single most valuable thing to a salesperson...a list of people that have proven, beyond a doubt, that they will take your call, listen to you, and buy from you. Nothing in business is worth more than that. Just call them again, with something new.


          And make it something profitable, where you keep most of the money.
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          • Profile picture of the author Straya
            Thanks guys, interesting replies. I will definitely look into some of the ideas and spend time trawling through this forum, so much information to take on it's a little overwhelming to be honest.

            Yes Claude, I have a database of several hundred clients who have bought print ads from me. I definitely want to take advantage of that. Hopefully I will come up with an idea soon and get some critique from you guys. Cheers.
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          • Profile picture of the author workharder
            [DELETED]
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            • Profile picture of the author Claude Whitacre
              Originally Posted by workharder View Post

              You always give great advice, but that profile pic just creeps me out for some reason. I couldn't tell you why. Not to be offensive.... just something I had to get off my chest.
              Um...you do realize that it's my face...the way I look.

              You have just ruined my entire Christmas.
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              • Profile picture of the author bizgrower
                Originally Posted by Claude Whitacre View Post

                Um...you do realize that it's my face...the way I look.

                You have just ruined my entire Christmas.
                Your avatar brings back good memories of my Uncle Bob. He's the best joke teller
                I've ever had the pleasure of knowing. Your avatar looks a lot like him as he is telling a joke.

                Dan
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              • Profile picture of the author Tom Addams
                Originally Posted by Claude Whitacre View Post

                Um...you do realize that it's my face...the way I look.

                You have just ruined my entire Christmas.
                I'm sure you're joking (hope!), but you'd make a great character actor, Claude. Lots of character and very photogenic. I'm not at all photogenic; hence the current dog avatar. lol

                Tom
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          • Profile picture of the author Joe Stewart
            Originally Posted by Claude Whitacre View Post

            Yeah, I would love to learn the script used, and the sales results.

            My first thought was....have you kept records of your sales? You should find something else to sell those same people. If you have 1,000 customers...you should never have to cold call again. Just keep calling them with new offers that would apply to them.

            You have the single most valuable thing to a salesperson...a list of people that have proven, beyond a doubt, that they will take your call, listen to you, and buy from you. Nothing in business is worth more than that. Just call them again, with something new.


            And make it something profitable, where you keep most of the money.

            +1

            This is exactly what I'm doing, helping some of my existing customers in my current niche get new customers to their business. As was mentioned above, it made complete sense to start asking people that I already had a business relationship with first before I start cold calling.
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        • Profile picture of the author dave147
          Originally Posted by iAmNameLess View Post

          Print materials to small businesses, you outsource the design, and order straight from a printing company.

          Website design, SEO and other online services, you sell, and build your own team of outsourcers.

          Bob Ross's 9X12 Method, you basically sell spots on a giant postcard.

          If you've been able to make a living doing commission only sales, I think you could probably have a lot to offer people on this very forum and maybe people worldwide by offering a sales training course. Maybe you could offer sales training to different companies in your country?

          There are so many options out there.. just search around this forum, maybe you'll get some ideas.
          Great ideas for you above, and yes...they do work in Australia
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  • Profile picture of the author Underground
    Are you currently selling on commission or for a fee. If so, how much do you get mate, if you don't mind divulging?
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    • Profile picture of the author Straya
      Commission only, it depends but I normally get 20-30%.
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  • Profile picture of the author Underground
    Could you sell to a British market? Digital advertising packages across a network of local, user-generated content sites, in a variety of different ad formats and channels, so it isn't just trying to shift a banner add here and there, but great value advertising and branding sponsorship type deals. 20 to sell, and then promotional packages after that. Could with worth £5000 to you for the advertising packages. Then we could work something out on the other stuff. Only warm leads and great offers that wouldn't be too hard to sell.

    Digital is on the up and will only continue. You're right shifting your focus to that, since you already have skills in selling advertising.

    Let me know if you want to discuss things further.
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  • Profile picture of the author Tom Addams
    Cut out the middleman. Seriously.

    The script you have, assuming it's a good one, will have a structure that you can pick apart. Do so. Think about what makes it work and once you're done doing that, research online the mechanics of selling to learn more about cold calling. When you're familiar with the structure, you can create a pitch for any product. That's the time to consider developing your own or sorting out some form of JV with someone locally you trust.

    Tom
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  • Profile picture of the author bob ross
    Claude you've got those professional photos of you that you use on your book covers... put that on there!
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    • Profile picture of the author Claude Whitacre
      Originally Posted by bob ross View Post

      Claude you've got those professional photos of you that you use on your book covers... put that on there!
      What? And ruin the fun? This guy's post made my day.

      I've already re-posted it on the Off Topic forum, as well as e-mail it to a few friends.

      http://www.warriorforum.com/off-topi...ed-claude.html
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      • Profile picture of the author dave147
        Originally Posted by Claude Whitacre View Post

        What? And ruin the fun? This guy's post made my day.

        I've already re-posted it on the Off Topic forum, as well as e-mail it to a few friends.
        Yeah that would be no fun! Your happy-go-lucky image would be ruined.
        Keep it as is.
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  • Profile picture of the author dave147
    @bobross

    Bob when are you going to start another 9x12 thread? That last one you did was super-terrific!!!
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    • Profile picture of the author bob ross
      Originally Posted by dave147 View Post

      @bobross

      Bob when are you going to start another 9x12 thread? That last one you did was super-terrific!!!
      With no mod-nazi's anymore I probably should.
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      • Profile picture of the author Ron Lafuddy
        Originally Posted by bob ross View Post

        With no mod-nazi's anymore I probably should.
        If you do, add in the interviews you've done with people.

        You should keep the interviews going.

        There are more people completing their version of the cards all the time.

        They are putting their own spin on the thing. Adding new ideas as they learn
        about them. Some of these folks would make great interviews, Jake.
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      • Profile picture of the author dave147
        Originally Posted by bob ross View Post

        With no mod-nazi's anymore I probably should.
        It would be GREAT if you did. I am sure the concept/idea you brought has been a major success for many!
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  • Profile picture of the author JNAssociates
    Cold calling is the best form of marketing for high end products in my opinion. I can easily make over 10k in a month cold calling.
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    • Profile picture of the author mak25
      Originally Posted by JNAssociates View Post

      Cold calling is the best form of marketing for high end products in my opinion. I can easily make over 10k in a month cold calling.

      May I ask what you define as 'high end'?
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  • Profile picture of the author JNAssociates


    Stuff like this. 50K Upfront and 1500 Residual. However I must say that my bread and butter is Voice, Long Distance, Data and related services like phone systems, cloud based services, etc. where you still can make crazy upfront and residual money.
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  • Profile picture of the author socialentry
    Hey JN, how would you go about setting up a something like that with the major telco?

    I worked for a Canadian telco on the B2C side and just tallying up the numbers based on quotas, refund rates,etc , I know that they make a pretty penny.
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