Cold Calling Rant! (about Mobile Websites)

by 58 comments
Hey all,
So I've been calling up people all morning offering mobile websites, and no success.

My first chosen method was to use the bower method and try to give away free mobile websites (with hosting after month trial,) but that didn't work out. I was following the script, and it seems following a thorough script is not ideal in this business model. All I could hear was "no thanks, bye."

Then, I decided to switch up to a more friendly tone, and talk with them as they were my friends and try to come down to a meeting. No success. Although one was interested, but after I tried to close her on a meeting, she said that she'll have her webmaster look at it. Ok great.

I then became desperate and just tried to offer free advice and free mobile websites with absolutely no catch (seriously free 100% with no hosting upsell whatsoever), and people would even decline this offer.

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.

Is it me, or the people have became skeptical?

I know the first client is always hard to get... but I'm losing my faith.
Thanks.
#offline marketing #calling #cold #rant

  • Profile picture of the author JR Consulting
    Wouldn't you be skeptical about someone calling you up out of the blue like that (the same way 5 other people have called you out of the blue this week) while you're trying to run your business?

    I know some people have success with cold calling, but after a handful of cold calls, I knew that it wasn't for me.

    Try switching up your approach. There are some pretty good prospecting methods here in the offline section that people are having success with, including sending out reports, walking into the businesses and striking up conversation, etc. Maybe cold calling just isn't your particular way to success with this, like it's just not for me.
  • Profile picture of the author Jason Kanigan
    Have you checked out my free training videos?

    Sounds to me like you need help with your script, qualifying prospects, and questioning skill set...clean these up and you'll start getting some success. So far, people haven't heard much of a good enough reason to keep talking with you. Here's why:

    Business people don't understand or know much about technology. They know just enough to make use of it. So when you come in and start talking about "mobile websites", they probably have no idea what you're talking about. Then they think it's some kind of gimmick and shut down. Same thing happens to SMS blast providers.

    Find out if they want more sales dollars coming in the door. Then the way you can help them achieve this is via a greater online presence. Don't educate them too much about the technology--that will just scare or bore them. Focus on financial results and the problems you can solve.

    Another thing that has come up for you is the discovery that more people may be involved in the decision making process other than the first individual you speak with. Make sure to ask, "Before we move forward, is there anyone else who's involved in making this decision, who should be here with us now?" Even die-hard business owners who want to look like they stand alone have someone they bounce ideas off of.
  • Profile picture of the author P1
    Where do the your leads come from? perhaps you need to invest time and research the business before calling them. Use Manta.com and find out who the owner is and ask for them.

    Research their competition let them know you know what their competition is doing say you can out do them.
  • Profile picture of the author lirikh
    Thanks for your replies.

    I'm using John Durham's script, maybe the problem is my voice; cold calling might not be for me. I have a list, with the owner's full name, so I'm sure they are the decision makers.

    Nonetheless, what's annoying is people interrupting me in the middle of my sentence and saying "no thanks" and hanging up. This is just rude.

    I just called an auto repair shop, and this is how it went:
    - Hi, can I speak to [owner's name] please?

    - This is me.

    - Hey my name is [my name] and I'm the owner of a mobile marketing consulting company here in [city]. Real briefly, the reason I'm calling is that I saw your website this morning but noticed you didn't have a mobile website. [I put emphasis on the word "mobile" to make it clear].

    -Oh what do you mean?

    -What I mean is that you do have a regular desktop website, but you don't have a mobile optimized one, and that might cost you some potential clients that visit your website through a mobile phone.

    - I'm not interested. bye.


    Jason, I am going to check out your offline sales training, hope it'll help me.
  • Profile picture of the author Pierre!
    Originally Posted by P1 View Post

    Where do the your leads come from? perhaps you need to invest time and research the business before calling them. Use Manta.com and find out who the owner is and ask for them.

    Research their competition let them know you know what their competition is doing say you can out do them.

    Mmmm... Always wondered how to get the owners name!

    Thanks P1 !
  • Profile picture of the author Jason Kanigan
    The problem is not "in your voice"

    Business owners pick up the phone expecting to be asked to do something relevant to them in return for money (ie. when called, they want to sell something). So here you come along, dump a product on their lap, and say "Wanna buy it right now?" Not surprising they hang up when you see it the way they do, is it?

    You have to interrupt their pattern, and give them at least one good reason to stay on the phone with you. I give my clients proven methods for doing this.
  • Profile picture of the author Huskerdarren
    If it's not working, change up your script. If you've read the giant thread Scott started, he gave his initial script which is what you are using, but a few pages in shared his new script which talks about getting them more business via mobile. I had the same lackluster results and now I'm going to mix it up.
  • Profile picture of the author lirikh
    @huskerdarren,
    I didn't find that new script from scotth.

    However, I built this script and I'm going to try it tomorrow:

    Hi, can I speak to ____ please?

    _____? Hey, how are you doing? My name is ___ and I'm a local web specialist.
    [saying mobile marketing consultant doesn't really attract business owners, and as soon as they hear "marketing", I noticed that they associate it with "telemarketing" which makes them put on their sales-shield. So I'm going to try web specialist.]

    The reason I'm calling is that I saw your website
    this morning and was wondering if you had any concerns
    about it lately.

    [Let him talk]

    Okay but I see that you don't currently have a mobile website,
    and this might cost you some potential clients that visit
    your website through a mobile phone.
    Do you have any plans on building one?

    Well ___, we're currently having a promotion here at _____,
    and we can build you a mobile website for no charge. In exchange, we
    would appreciate a review from you.

    How does that sound?
    I just want to land one client, even if it's a free one.

    @Jason
    I've seen your videos, but couldn't grasp the concept you were trying to portray. It seemed too vague to my understanding.
  • Profile picture of the author manny2513
    Yeah Cold calling works but is the numbers games you have to call many people and polish your script every time. Not an easy tast when you are just starting out. What works for me is showing up in the business and acting like a customer. If they see you as a customer and not as a sales man they will pay attention.
  • Profile picture of the author lirikh
    Originally Posted by manny2513 View Post

    Yeah Cold calling works but is the numbers games you have to call many people and polish your script every time. Not an easy tast when you are just starting out. What works for me is showing up in the business and acting like a customer. If they see you as a customer and not as a sales man they will pay attention.
    Yeah I thought about showing up at their venue. But being a young 19 year old entrepreneur, it is hard to portray a professional image. First impression are all about looks, and I'm afraid if I show up in person they might not take me seriously.

    That's why I'm cold calling people and trying to land a few clients for free, that way I'll have experience and a portfolio which I'll be able to show to potential clients.

    I never knew that giving away free stuff would be that hard. People are skeptical, and most of them think it's a sham because if something is too good to be true, then it really is. And if I mention we're a new company and we're just trying to setup a portfolio, they might not want it because they might think it is not good enough since 1. new and 2. free, and business owners want the best for their businesses.

    My last call today was to a bar. The owner was busy, so one of his employee picked up the phone and talked to me. When I mentioned that it would be free, I heard him yell to the owner "it's free" and the owner replied "It's free? I'm not interested". So from now on I'm going to stay away from the word free.
  • Profile picture of the author wrench
    How about a more important question.

    Why are you cold calling?
  • Profile picture of the author dtaylor
    [QUOTE=lirikh;5029073]@huskerdarren,
    I didn't find that new script from scotth.

    However, I built this script and I'm going to try it tomorrow:


    I just want to land one client, even if it's a free one.


    Give this a try:

    Call them up, ask for the owner:

    Hi, _____________, this is (your name). I just went to your website on my mobile phone and had the hardest time finding any information about your company. Have you thought about getting it optimized for mobile phones so people don't get frustrated and go to another company's website?


    The most common responses will be
    "No".
    "yes, we are working on it".
    "not interested"
    "our web guy takes care of all that stuff" (What? you have a web guy and it's not done already")

    Determine how you will answer each of these and what your follow-up responses will be. Practice them in a tape recorder while looking into a mirror.

    When you get a somewhat positive response, don't try to sell them right then. Tell them you have prepared a video for them that will show them exactly what they need to do to get it optimized. Get their email address. Go to Jing, create a video. Post the video on Jing or YouTube and send them a link. Make the video more informative than salesy but be sure you include screenshots of local competitors with mobile websites.

    Remember, sometimes you just have a bad day even if you do everything right.

    Good luck,
    DTaylor
  • Profile picture of the author lirikh
    Originally Posted by dtaylor View Post


    Give this a try:

    Call them up, ask for the owner:

    Hi, _____________, this is (your name). I just went to your website on my mobile phone and had the hardest time finding any information about your company. Have you thought about getting it optimized for mobile phones so people don't get frustrated and go to another company's website?


    The most common responses will be
    "No".
    "yes, we are working on it".
    "not interested"
    "our web guy takes care of all that stuff" (What? you have a web guy and it's not done already")

    Determine how you will answer each of these and what your follow-up responses will be. Practice them in a tape recorder while looking into a mirror.

    When you get a somewhat positive response, don't try to sell them right then. Tell them you have prepared a video for them that will show them exactly what they need to do to get it optimized. Get their email address. Go to Jing, create a video. Post the video on Jing or YouTube and send them a link. Make the video more informative than salesy but be sure you include screenshots of local competitors with mobile websites.

    Remember, sometimes you just have a bad day even if you do everything right.

    Good luck,
    DTaylor
    Thanks DTaylor, it sure is a nice method! And for this, I can even charge them a fee so I won't need to start out poor

    I really like the Call-Email approach, but how should I close the deal? Should I send them to a checkout page (PayPal)?

    Or should I send them to a page which will require them to fill out a form for me to be able to quote them and build their website? And then I could email them an invoice for half the amount, and then another invoice for the other half amount.

    I got just a great idea about the video. I could use GoMo's tool and test their website, and take screenshots of the report and put it on my video.
  • Profile picture of the author TedPeterson
    It sounds like this is the first time that you are trying out cold calling. Here are a few things to keep in mind. Cold Calling is an art form that requires careful study and experience to get it right. I have done alot of cold calling in the past, not so much now but I still do it occasionally.

    The first thing is your offer has to be relevant to them. Using a script is always good but like many have already said you may need to tweak it and keep tweaking till you get it right.

    Be persistent. Try not to get discouraged when someone hangs up on you. It happens all the time and most of us are guilty of hanging up on unwanted sales calls. Why would you expect them to be any different. It really isn't personal.

    I think you have two killer benefits to lead with. 1) Your are going to help them make more money via gaining more customers through mobile marketing. Who doesn't want more money. I might frame it like this, Did you know that you are loosing XXXX amount of $ because you do not have a mobile web presence? This is going to cut right to the chase and tells them what you can help them with.

    2) You are giving away a free mobile site that can help them attract more customers and business! This is going to sound too good to be true so you have to carefully script your offer here. It might go like this, "I'm calling a number of businesses in your area and for the first X number of businesses I'm setting up a free mobile website that you can use to generate more customers. The reason I'm doing this is because I'm just starting to work with your type of business and I'm building a new portfolio. There are 13 spots left. Would you like one?

    Stephan Schiffman has an excellent book on Cold Calling. "Cold Calling Techniques That Really Work!"

    Hope this helps and good luck!
  • Profile picture of the author manny2513
    Originally Posted by lirikh View Post

    Yeah I thought about showing up at their venue. But being a young 19 year old entrepreneur, it is hard to portray a professional image. First impression are all about looks, and I'm afraid if I show up in person they might not take me seriously.

    That's why I'm cold calling people and trying to land a few clients for free, that way I'll have experience and a portfolio which I'll be able to show to potential clients.

    I never knew that giving away free stuff would be that hard. People are skeptical, and most of them think it's a sham because if something is too good to be true, then it really is. And if I mention we're a new company and we're just trying to setup a portfolio, they might not want it because they might think it is not good enough since 1. new and 2. free, and business owners want the best for their businesses.

    My last call today was to a bar. The owner was busy, so one of his employee picked up the phone and talked to me. When I mentioned that it would be free, I heard him yell to the owner "it's free" and the owner replied "It's free? I'm not interested". So from now on I'm going to stay away from the word free.
    Yeah I know what you mean abut the looks. But see when I was 18 I was selling insurance in Puerto Rico to all the Government Employees. So I presented my-self as a professional. Yes I looked young but I dressed accordingly,, well groomed, and proper language and they paid attention to me and I made good $$$ cuz even know I was young looking I proved to them I knwe what I was talking about. On the online world young is good as this guys know that the young are the one into technology and that the best hackers out there have 15 years old. So you might want to try it. Jusat make them feel you really know what you are doing is way hard to say no in person than on phone. If they say no in person say something like. "Look is free I just need to build my portfolio all I need is a testimonial from you what you got to lose? If you don't like it you can say I suck in your testimony so you get a free mobile site for your business I get my testimony and we both win. Deal? and extend you hand to shake his"
  • Profile picture of the author John Durham
    Originally Posted by lirikh View Post

    Hey all,
    I was following the script, and it seems following a thorough script is not ideal in this business model. All I could hear was "no thanks, bye."

    Then, I decided to switch up to a more friendly tone, and talk with them as they were my friends and try to come down to a meeting. No success.
    In call center management language we would say "You are having trouble getting past your greeting and you need to work on it because the probationary period only lasts 7 days...".

    For some it takes 3 or four eight hour days to even start hitting their groove and for things to "click", they work through it to keep their jobs, through ten times the pressure most of us will put on ourselves working from home....

    Just a fact of life, being your own business person doesnt change the fact.

    You have to master your approach, you cant just "try it". You have to stick with a method till it works, especially if 100,000 other telemarketers who use it and the world around you is saying it "does".

    ...and thats what its sayin my friend.

    Good luck.

    Ps. If you were in a booth doing the exact same thing for ATT...and said that to the guy next to you, he would probably say "I dont know what to tell you, you just gotta work through it...", and you would hear him closing a sale 30 minutes later. Fact.
  • Profile picture of the author lirikh
    Originally Posted by John Durham View Post

    In call center management language we would say "You are having trouble getting past your greeting and you need to work on it because the probationary period only lasts 7 days...".

    For some it takes 3 or four eight hour days to even start hitting their groove and for things to "click", they work through it to keep their jobs, through ten times the pressure most of us will put on ourselves working from home....

    Just a fact of life, being your own business person doesnt change the fact.

    You have to master your approach, you cant just "try it". You have to stick with a method till it works, especially if 100,000 other telemarketers who use it and the world around you is saying it "does".

    ...and thats what its sayin my friend.

    Good luck.
    Thanks John for your kind words.

    By the way, I know your telemarketing forum provide call lists, but do you serve Canada?
  • Profile picture of the author John Durham
    No we dont serve canada leads at this time.

    Im just giving it to you straight from the hip like I would if you were on my team. I would probably call out from my desk "just keep saying the script"... and 3 hours later I would say "Just keep saying the script"....and two days later I would say "Just keep sayin the script".

    Of course dtaylors script will work too and is very good... but no matter what the script... You have to work it till it clicks and a few hundred calls in you may still be feeling like its pointless, even a few DAYS in for some (I was one of those)... but you "Keep saying the script"....

    Someone told me just like Im telling you "You just have to work your way through the wall..."....and believe me, it was a thick one. lol

    Its not only about the phrase, its about "How you turn it" and that can take more practice than most care to imagine sometimes, but anyone here who has had to do it for 6-8 hours a day (and there are plenty here...) can understand what Im saying.

    Pick a script and say it VERBATIM , untill you have masterfully refined every word.

    It was once said that "Millions of dollars can be made off of one single phrase turned properly".

    Another Ps. In any event, taking a few days to work yourself through the fire at high intensity, still leads to prosperity faster than waiting on a deal to fall out of the google heavens... once you master it , its easy, like riding a bike and you can do it over and over.

    Its one of "those" things in life, and well worth it.
  • Profile picture of the author P1
    Originally Posted by lirikh View Post

    Yeah I thought about showing up at their venue. But being a young 19 year old entrepreneur, it is hard to portray a professional image. First impression are all about looks, and I'm afraid if I show up in person they might not take me seriously.

    That's why I'm cold calling people and trying to land a few clients for free, that way I'll have experience and a portfolio which I'll be able to show to potential clients.

    I never knew that giving away free stuff would be that hard. People are skeptical, and most of them think it's a sham because if something is too good to be true, then it really is. And if I mention we're a new company and we're just trying to setup a portfolio, they might not want it because they might think it is not good enough since 1. new and 2. free, and business owners want the best for their businesses.

    My last call today was to a bar. The owner was busy, so one of his employee picked up the phone and talked to me. When I mentioned that it would be free, I heard him yell to the owner "it's free" and the owner replied "It's free? I'm not interested". So from now on I'm going to stay away from the word free.
    I don't see why you have to cold call to pitch something free especially for a mobile website.

    I usually just email a business that has a website and make them a mobile page before asking and show them via email, they most likely will not say no because you already did the work and they can see it unless of course the design is horrible and doesn't match their business.
  • Profile picture of the author John Durham
    Originally Posted by P1 View Post

    I don't see why you have to cold call to pitch something free especially for a mobile website.

    I usually just email a business that has a website and make them a mobile page before asking and show them via email, they most likely will not say no because you already did the work and they can see it unless of course the design is horrible and doesn't match their business.
    Lol. Unfortunately, you even have to "sell" free things in this world. Just is what it is... I know those thoughts... They are what they are, and it is what it is... Ask anyone attorney who spends 20 thousand dollars per year trying to get people in his office for free legal consultations, or any construction company offering home inspections for FREE, or any alarm company offering free "safety' inspections...Or even web designers offering free internet marketing consultations...

    Thats how it is...

    We just have to learn to sell. Period. Even online in internet marketing.

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