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Unread 15th November 2011, 06:42 PM   #51
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Default Re: Cold Calling Rant! (about Mobile Websites)

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Originally Posted by Greg guitar View Post
You need their help because your goal is to have an intelligent conversation....

You can even state "I don't really know if I can help you-it would be presumptuous to say I can without knowing more..." If they consent to help, they are going to help you by quickly exploring their problem (the one you might be able to help them solve)...
Excellent advice.

Phoning a business owner enters a new mindset when your goal is a simple conversation to explore possibilities.

I would add for those on the learning curve... this is not so much about the words you use... as the way you say them. Done well, the listener opens up to hear more. The unspoken positive vibe in your voice and delivery is what resonates. And this all comes from that change of mindset. And that begins with you.

The most important change is in knowing your field, products/services, and your business front to back. Owners respond to experts who really know what they are talking about and can backup the promises with results.

The phone is just a tool for communication. This conversation Greg is talking about is what gets you to a new customer. Not cold calling, telemarketing, email, or direct mail

The natural conversation can be Face to Face, or on the phone... but it gets down to the genuine conversation for getting those recurring revenue customers.

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Unread 15th November 2011, 09:22 PM   #52
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Default Re: Cold Calling Rant! (about Mobile Websites)

I wasn't going to jump in here BUT....the following comment "motivated" me.

"your either born with it or your not, tough break kid!"

HOGWASH!

I learned EARLY in life that....ya gotta GIVE 'EM A REASON to...

WANT....to hear more!

So...let's say you're calling restaurants. WHAT do restaurants WANT!

MORE diners IN THEIR SEATS!

So...what do I say when I phone a restaurant and speak to the Owner?

"Hi Mr owner....I'm working with the Holiday Inn over on Hwy 23. The Travelers who rent rooms here do NOT carry Food with then. They are HUNGRY and are looking for a Place To Eat. I have a program that will tell them where to go to eat. If you'd like to be THE restaurant we send them to...I'd like to stop by and give you the details.

Would tomorrow at 9am be good...or after lunch at 1:30?"

With these words I get 90% appointments!

I learned LOONG ago that if I call a prospect and say something like; "Hi....I have this great new thing called "Mobile Websites"! It will brush your teeth and shine your shoes!"

The poor guy on the other end is thinking; "I DON'T need my teeth brushed or shoes shined!"

So....GIVE THEM A REASON TO LISTEN TO YOU! Same as when you write a Headline. Give readers a REASON to "Read Further"!

Don Alm....Sales Guy
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Unread 25th November 2011, 02:28 PM   #53
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Default Re: Cold Calling Rant! (about Mobile Websites)

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I don't mind building free mobile websites, because it'll give me experience and a portfolio to show, but even offering free stuff is hard.
This idea just popped out. :p

How about approaching charity organizations/ centers?

Tell them you build a free mobile site for them in the name of charity!

Try google and contact them. I reckon they have little or no objections.

And if you do ever want to give this method a leverage, ask for referrals. But only after you're done building them the mobile site.

Charity org. may have list of companies who have donated to them. Why not ask for this list, or better still, ask the charity org. to recommend them to you. These companies can view the mobile site you've built for the charity org. as a live example.

And if you make a sale, you pledge 10% (or any amount you choose) of the sale goes to the charity org. that refer you in the first place.

Just a thought.
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Unread 25th November 2011, 02:31 PM   #54
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Default Re: Cold Calling Rant! (about Mobile Websites)

You can do this method with churches too.
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Unread 25th November 2011, 07:26 PM   #55
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Default Re: Cold Calling Rant! (about Mobile Websites)

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Originally Posted by sunburn View Post
This idea just popped out. :p

How about approaching charity organizations/ centers?

Tell them you build a free mobile site for them in the name of charity!

Try google and contact them. I reckon they have little or no objections.

And if you do ever want to give this method a leverage, ask for referrals. But only after you're done building them the mobile site.

Charity org. may have list of companies who have donated to them. Why not ask for this list, or better still, ask the charity org. to recommend them to you. These companies can view the mobile site you've built for the charity org. as a live example.

And if you make a sale, you pledge 10% (or any amount you choose) of the sale goes to the charity org. that refer you in the first place.

Just a thought.
You can do that. But, if you want to write a lot of business on a consistent basis (especially just starting out) take what MidasMan said above and live it for a couple of weeks. If you tell enough business owners that you have something that can dramatically improve their business you will get some orders.

It does not take a gazillion customers in this business to make some decent money. Just get on the phone and set a dozen appointments for the week. You will write business from them and be on your way.

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Unread 25th November 2011, 08:03 PM   #56
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Default Re: Cold Calling Rant! (about Mobile Websites)

Talking to someone you don't know is cold calling whether that be to sell them something. get an appointment or just talk to them. Standing in line at the super market and the guy in front of you who doesn't know you from Adam's house cat says something like this line is moving slower than molasses. He just cold called you.

Phoning or showing up in person interrupts their schedule and you better have an excellent reason for doing such a dastardly deed to a complete stranger. Your excellent reason is:

"Mr. Jones, I have a product that will increase your business. Can we meet face to face and look each other in the eye and talk about more dollars in your pocket?" (Modify for showing up in person)

I didn't think this would work either till I tried it. And, no , it didn't work every time. Nothing does. Even making love

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Unread 25th November 2011, 10:47 PM   #57
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Default Re: Cold Calling Rant! (about Mobile Websites)

I've not read the whole thread so if this has been said already, forgive my tired eyes but my typical cold-walkin goes just like this. And I know i can improve it even more. It is John Durham's method, just modified to what i am comfortable with and have modified.

Hi, I own a new business in (city). Just wanted to stop by and introduce myself. Our company makes websites. Do you have a website?

Response 1. No. Would you be interested in a $199/website to get your business online? - typical answer is no thanks.

Response 2. Yes. Reponse, how is that working for you? You must be getting a ton of customers from it? Response A, yeah its fine (move on to next business). Response 2, no not really, I know we have to do some work on it...leads to the "the other guy never returns my calls for edits....blah blah...almost always turns into some relationship building sale even if it's just a $100 flyer design.

The other secret I am learning is I just talk with people. My hairdresser, my DJ, my clothes store, the B&B we went to on our honeymoon (yeah Im not proud of that one, poor wife), my mechanic, everyone. I give them a little piece of advice and if they take it I go back to them and see how it did and explain my services more. I am getting more and more clients this way then door-to-door.

I have no agenda but to help those in the same situation. This I feel will pay the bills.
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Unread 26th November 2011, 06:42 PM   #58
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Default Re: Cold Calling Rant! (about Mobile Websites)

I know this will offend John and some of you cold calling cowboys, but I really believe that some people just cannot cold call well, and I'm one of them. And believe me, I've tried a lot of ways, a lot of times.

Heck, I started cold calling when I was 16 doing cold calls for VOCAL (the Victims of Crime and Leniency) with some high school friends of mine. I just couldn't close. The guys around me would be closing donations, making sales, and I didn't do well at all. I didn't get fired, but I got removed from the calling floor to stuff envelopes for the ones who really closed.

In college, I worked for a financial advisor setting appointments, and had very little success there. Professionally, I've tried cold calling as a financial advisor and doing medicare sales, and even offline consulting, and i still suck at it.

I've read book after book, taken coaching, and done all I can, but I am just not good at cold calling.

That doesn't mean I'm not good at selling, it just means that my prospecting needs to come from a different method.

It's like when you get your annual review as an employee, the things you do well are pointed out, and the things you do badly are pointed out. Rather than capitalize on the things you do well, most companies try to improve the things people do poorly.

So, related to this discussion, I know what you mean. And you obviously enjoy creating the sites, and the process, but you don't like the cold calling.

Like others said, explore some things that you enjoy about how to prospect, and do them until you hit your stride. If you love a certain way to prospect, it becomes fun to do. If you hate it and struggle, you'll continue to perform poorly. It's sort of a self fulfilling prophecy of sorts, I think.

But there are dozens of ways to find people who desperately need you!

It is unwise to trust all you read on the internet.
- Benjamin Franklin
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Unread 28th November 2011, 01:13 AM   #59
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Default Re: Cold Calling Rant! (about Mobile Websites)

Cold calling just suck ass... i don't care what other people say.. you should try direct marketing, if you play your cards right you will never have to cold call again..
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