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Unread 10th November 2011, 02:00 PM   #1
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Default Cold Calling Rant! (about Mobile Websites)

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.
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Unread 10th November 2011, 02:08 PM   #2
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Default Re: Cold Calling Rant!

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.
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Unread 10th November 2011, 02:12 PM   #3
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Default Re: Cold Calling Rant!

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.

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Unread 10th November 2011, 02:15 PM   #4
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Default Re: Cold Calling Rant!

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.
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Unread 10th November 2011, 02:28 PM   #5
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Default Re: Cold Calling Rant!

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.
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Unread 10th November 2011, 02:33 PM   #6
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Default Re: Cold Calling Rant!

Quote:
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 !

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Unread 10th November 2011, 02:36 PM   #7
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Default Re: Cold Calling Rant!

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.

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Unread 10th November 2011, 03:14 PM   #8
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Default Re: Cold Calling Rant!

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.
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Unread 10th November 2011, 04:03 PM   #9
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Default Re: Cold Calling Rant!

@huskerdarren,
I didn't find that new script from scotth.

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

Quote:
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.
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Unread 10th November 2011, 04:15 PM   #10
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Default Re: Cold Calling Rant!

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.


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Unread 10th November 2011, 04:22 PM   #11
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Default Re: Cold Calling Rant!

Quote:
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.
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Unread 10th November 2011, 04:38 PM   #12
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Default Re: Cold Calling Rant! (about Mobile Websites)

How about a more important question.

Why are you cold calling?
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Unread 10th November 2011, 04:40 PM   #13
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Default Re: Cold Calling Rant!

[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
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Unread 10th November 2011, 05:04 PM   #14
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Default Re: Cold Calling Rant!

Quote:
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.
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Unread 10th November 2011, 05:12 PM   #15
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Default Re: Cold Calling Rant! (about Mobile Websites)

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!

Ted Peterson
From Frustration to Freedom
http://bit.ly/FreeTrainingCall

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Unread 10th November 2011, 05:25 PM   #16
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Default Re: Cold Calling Rant!

Quote:
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"


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Unread 10th November 2011, 05:29 PM   #17
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Default Re: Cold Calling Rant! (about Mobile Websites)

Quote:
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.

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Unread 10th November 2011, 05:34 PM   #18
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Default Re: Cold Calling Rant! (about Mobile Websites)

Quote:
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?
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Unread 10th November 2011, 05:46 PM   #19
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Default Re: Cold Calling Rant! (about Mobile Websites)

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.

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Unread 10th November 2011, 05:55 PM   #20
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Default Re: Cold Calling Rant!

Quote:
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.
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Unread 10th November 2011, 06:00 PM   #21
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Default Re: Cold Calling Rant!

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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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Unread 10th November 2011, 06:06 PM   #22
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Default Re: Cold Calling Rant!

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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.
Yea, I know what you mean. But what I'm saying with a email and a completed site it is easier for them to say "okay" because the site is done already.

People are lazy and don't want to have to deal with the back and forth stuff even if it is free.
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Unread 10th November 2011, 06:14 PM   #23
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Default Re: Cold Calling Rant!

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People are lazy and don't want to have to deal with the back and forth stuff even if it is free.
Yes , we have come to take alot for granted, you and I are probably as guilty as anyone.

I dont know what to tell you about email other than to say "We are all in search of the perfect phrase". Thats a constant thing. With email, the title is what its all about.

Find a title that works.

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Unread 10th November 2011, 06:24 PM   #24
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Default Re: Cold Calling Rant!

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Yea, I know what you mean. But what I'm saying with a email and a completed site it is easier for them to say "okay" because the site is done already.

People are lazy and don't want to have to deal with the back and forth stuff even if it is free.
Yes I thought about that as well but there still is a chance that they might reject it. What are you results with this method? Do all your clients accept your free mobile website through email?

People usually associate free with spam, and if they receive an email offering them a free website, they might think it's a virus (silly people) because 1. it is free and 2. it was sent without any purpose.

I prefer taking my chances getting rejected on the phone and losing a few minutes, than build a whole complete mobile website and turn it to trash.

@John
It's unfortunate that you don't serve leads in Canada.

I've read one of your reports where you compare mastering the guitar with mastering cold calling, and I must say you do know what you say. I also read everyday your TMF OFFICIAL SUCCESS AFFIRMATION - Our creed. We are BUILT upon this.

Anyhow, thanks again. Tomorrow will be a new day.
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Unread 10th November 2011, 06:28 PM   #25
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Default Re: Cold Calling Rant!

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I also read everyday your TMF OFFICIAL SUCCESS AFFIRMATION - Our creed. We are BUILT upon this.

Anyhow, thanks again. Tomorrow will be a new day.
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Unread 10th November 2011, 06:32 PM   #26
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Default Re: Cold Calling Rant! (about Mobile Websites)

I made my living years ago in door to door and have done cold calling, warm and hot calling for many years.

Those like John Durham who have said you must stick with it are correct.
You are basically saying you gave it a whirl for a couple of hours and are losing hope. That won't get you anywhere in this game.

One thing that is really nice is to have them call/email you.
There are several ways to do this but the one that works for me is;

Build your product (website/places/etc...) and get it above the fold page 1 as a directory of them and their competitors.
Then just send an email to them AND their top 20 competitors with all the addresses showing.

Tell them they are on the 1st page of G and it's 1st come 1st served winner take all as to who gets this one site/places etc...

Build 60 to 80 sites incubate them until they start popping up on page one and those become your inventory.

There are tons of ways to do it but this one is simple and it works.

Patrick


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Unread 10th November 2011, 06:34 PM   #27
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Default Re: Cold Calling Rant!

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Yes I thought about that as well but there still is a chance that they might reject it. What are you results with this method? Do all your clients accept your free mobile website through email?

People usually associate free with spam, and if they receive an email offering them a free website, they might think it's a virus (silly people) because 1. it is free and 2. it was sent without any purpose.

I prefer taking my chances getting rejected on the phone and losing a few minutes, then build a whole complete mobile website and turn it to trash.
A majority did, I used it to build a portfolio just like you.

My email usually went like this:

Quote:
Hi, I have made you a free mobile version of your website [explain the benefits] if you like it all I ask is for a testimonial from you in return.
This let's them know why it is free so they are giving you something back not just a free site which yes can seem scammy/strings attached to a lot of people.

Lastly, if you're aiming for clients in the same niche let's say restaurants you simple just need to change the color and logo of a stock design that should take no more then 10mins.
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Unread 10th November 2011, 06:46 PM   #28
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Default Re: Cold Calling Rant! (about Mobile Websites)

Perhaps you'd have better results if you weren't doing complete cold calling. I found cold-calling to be effective when done in bulk but worked a lot better when it was following a mailing. I mean you really have no idea what your closing ratio is before you've done 300-500 calls.

We were getting around a 1-2% appointment ratio from cold calling. We did cold-calling following a letter the day after and increased that appointment ratio to 8%. I know it costs money to send out a letter. But in my opinion it's a lot more effective, especially if you're just starting out. It's hard to imagine a newbie really slogging through the 500 or so calls they are going to have to do to be merely incompetent versus completely horrible when they are getting a rough reception.

Want to be even more effective, send them a priority mail flat envelope and follow that with a phone call. You might be able to get a 10% ratio which is a HECK of a lot better than just cold calling a very frigid list.

I'm fine with a veteran calling a cold list. I mean if you know what you're doing then it makes sense. But it's hard to imaging too many people taking the 300-400 no's they'll have to hear before they even get manageably good when there is no boss sitting over them saying "Just read the script". If you don't know if you have the fortitude, then do what you have to do to scrape together the money to mail to 200 people and call them after they have your letter.

Just a thought.

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Unread 10th November 2011, 06:58 PM   #29
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Default Re: Cold Calling Rant! (about Mobile Websites)

OK here is my 2pennies,
First people buy people not products or services.
No trust, no loss of fear that you’re selling something and the door shuts even if they need it and want it.


I cold call (phone and in person) almost every workday possible.



Here is what I do..

Do not call to sell or giveaway anything.



Call to introduce, set up a time to come in, and eventually sell.


I use this daily with whoever answers the phone. (Usually the gatekeeper)



“Hi, I need your help,
My name is Mike McDonald I am with the XYZ Corporation.,
We specialize is (whatever you do – 1 sentence not too long).
We are not doing any business with your company and would like to change that situation.
Who would suggest I talk to, to start that process?”



They will tell you just ask. Even if they are not available, you will now have a name.


If you know for sure it’s the CEO/decision maker I use this:


“Hi my name Mike McDonald I am with a company called XYZ Corporation.
We specialize in (whatever you do – 1 sentence not too long).
I know you were not expecting my call today, so I won’t take any of your time.
What I would like to do is come back and talk to you about how our services can help you (what you product or service will do for them).

Who knows, maybe one of these days our services will prove valuable enough to help you offset or even eliminate a large portion of your traditional marketing cost.


When would be a good time to stop back, beginning of the week, end of next week, morning or afternoon, what’s best for you?”

The key here is simple; you’re not selling so you’re not a threat.

This method has worked so well for me this past year; I now help with our field training.

My personal observation, if you can locate some local businesses, spend some time doing the face to face thing first.

It will help you craft and mold your script much faster.

If not practice aloud, for as many hours a day as you can handle.

Just my 2 pennies
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Unread 10th November 2011, 08:21 PM   #30
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Default Re: Cold Calling Rant! (about Mobile Websites)

You should try something different than cold calling. The same people you're contacting on the phone, can be just as easily reached via direct mail. I would create a direct mail campaign showing your prospects what you're contacting them for, and show them examples of what they can expect to receive from your services.
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Unread 11th November 2011, 11:14 AM   #31
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Default Re: Cold Calling Rant! (about Mobile Websites)

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You should try something different than cold calling. The same people you're contacting on the phone, can be just as easily reached via direct mail. I would create a direct mail campaign showing your prospects what you're contacting them for, and show them examples of what they can expect to receive from your services.

The nice thing about cold calling is that it doesn't cost a lot to get started. Also, it is immediate, meaning you can potentially get an order TODAY.

Cold calling gives you a confidence in meeting objections that is hard to get any other way, just because of the sheer volume of conversations.

If you learn to close business by cold calling you will learn a lot about your target audience. This should help you put together a better direct mail piece or website. It will also improve your sales skillset and your closing ratios.

If you have not learned to close sales then you will most likely blow quite a few of the direct mail responses. That is why sales managers usually give the best leads to the best salesmen.

If you have sent out direct mail pieces in the past you know that sometimes you get a great response, sometimes not so great. What do you do in the meantime? If you are sitting by the phone anyway and it is not ringing, why not pick it up and get some business?

Don't get me wrong. I wholeheartedly believe in the power of using marketing to get business more efficiently. But...if the phone ain't ringing it is my job to make sales. Once I have a couple thousand $$$$ in my pocket the marketing is a lot easier to have done while I continue to make sales.

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Unread 11th November 2011, 01:43 PM   #32
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Default Re: Cold Calling Rant! (about Mobile Websites)

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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 , until you have masterfully refined every word.
I'm glad John mentioned this, because it often has more to do with the results you get than anything.

I've called businesses for years, and can tell you, first, you have to know EXACTLY what you're going to say. No thinking. Automatic.

THEN, and only then, you can work on the tone, inflection and rhythm.

Many marketers never get to that stage because they don't hang in long enough to even get the script down.

For me, getting good at calling was not an event, but a process.

BTW, this is the same process comedians use to develop a stage act. First they develop their material (script) and then get lots and lots of stage time to work on the DELIVERY...which is where it becomes funny. It's the pacing, pauses and physicality, that makes it work.
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Unread 11th November 2011, 03:01 PM   #33
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Default Re: Cold Calling Rant! (about Mobile Websites)

Lirikh,

I agree with many of the other comments received in that you definitely have to practice and know what you want to say.

Prior to becoming full time on the internet, I sold business to business for over a decade and in home sales prior to that. Both of them required cold calling.

Unlike my peers, I almost never used a script but that doesn't mean I didn't know what I wanted to say. I just didn't read it or memorize a script.

I've routinely booked 30-40 appointments a week just by driving around a town and making a list of places I wanted to call. That's where the magic started.

The business did not get on my list unless I knew they could use my service. I was offering them a direct way to get customers to their front door via hotels.

I would often call a business with a very, very casual "Hi, this is Eli. Got a quick question for you..." At times I would ask for the GM or owner and other times I would not.

I would generally have great success cold calling unless the town was tiny with a thousand people. In those cases, I would often find a new town.

I'm not suggesting my approach will work for you but I did this for a long time and can honestly say I did not use a prewritten script. I realize some might say I would have made more if I did but that's hard to say without knowing my numbers.

By the way, I've also done the exact same thing but via a company that sent a one page invitation by mail. It was easier to book appts with the mailing but the overall sales numbers ended up being the same.

Maybe you can check out doing a small postcard mailing. It's not that expensive and could open the door for you if email is not working. Eventually, I hired an appt. setter and she has booked as many as 100 appts in a 2-3 week period also doing very casual cold calling.

So, it does work. Hand in there and refine your skills. Most of all, offer them what they want. They don't want a mobile anything--they want money and customers.

PM me if I can help you.

Eli

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Unread 11th November 2011, 04:33 PM   #34
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Default Re: Cold Calling Rant! (about Mobile Websites)

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It happens all the time and most of us are guilty of hanging up on unwanted sales calls.
"Guilty of hanging up on unwanted sales calls"? So we should waste our time staying on the phone when we don't want to, in order to be polite to the stranger who just interrupted our day to read us a script?

I look at it a bit differently. Cold calling is tough because it isn't permission based-it's interruption based. I am always polite if possible, but that doesn't mean I give enough time for the stranger who called to get through the script before I interrupt to tell them I'm busy, not interested, or whatever.

I had one person so intent on getting through an obvious script, that after a half dozen attempts to interrupt, I finally yelled "EXCUSE ME... HELLO... ARE YOU EVER GOING TO STOP AND LISTEN?!!", and she still pushed ahead without pause (about a minute in-no questions or any other acknowledgement), so I hung up on her. I gave her more time than she deserved, and I regard her as the one who was rude, not me for hanging up, after she gave me no chance to let her down easy. If someone gets my number, they are sadly mistaken if they think that means they can force me to listen to their pitch because of social conventions from another era, when people weren't fending off multiple sales calls every day.)

The OP mentioned something about it being "just rude" when someone interrupts him in mid sentence to say "no thanks", and hangs up. That attitude (that people owe him the chance to complete his sentence, when he interrupted their day), might very well be part of his problem.

I know how crummy it feels when someone shuts you down before you have a chance to complete a thought, and that is why I rarely get up the oomph to do any cold calling. But when I do call, I try to keep in mind that there are more prospects than I could ever get to, and some of them will be interested. But it still feels crummy when someone cuts you short, so I don't do much cold calling.

It might feel a bit less crummy though, if you remind yourself that they are probably busy, so it isn't personal, and you already took a few seconds of their time if they answered. They didn't owe you that, and they don't owe it to you to hear you out, or let you down slow and easy. The sooner you get that out of your head, the better.

I daresay, most of us who do cold calling by ourselves, probably spend more time "recovering" from rejections while staring at the phone, or a list of numbers, than we do actually calling and finding those who are interested.

It might shorten your recovery time if you stopped branding those who cut you short "rude". Instead, rejoice that they didn't waste any of your time, and now you're free to blast through the rest of your list.

If the rejection really gets to you though, try looking up Ari Galper's cold calling training. He says that all rejection is caused by the way the salesperson communicates, and once you stop reading a script, as well as using over-used salesy language (like "would you be interested", "what would it take" "would tomorrow at 3 be good for you, or would Monday at 1 be better", etc-big red flags) and start using his more human approach, the rejection might disappear.

One tip I can share from him: don't start the call with "my name is blank, and I do blank", or "I'm from blank company"-that makes it all about you, before you've given them any reason to care, and it announces that you are calling to sell them something. Instead try an introduction like, "Hi, I'm hoping you can help me out". That evokes compassion-zero sales pressure= zero negative reflex response to the sales pressure they sense is on the way.

Also, in one of your posts, you said you were going to stop doing one approach because one person responded negatively. Be careful of what you think you are learning, because if you are going to eliminate every approach that a single person reacts negatively to, you will be left mute. If you suspect an approach has merit, try it on at least a few dozen people before concluding that it flopped. One negative reaction is hardly a fair test.

I hope that was helpful.
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Unread 11th November 2011, 04:55 PM   #35
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Default Re: Cold Calling Rant! (about Mobile Websites)

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Originally Posted by Bruce NewMedia View Post
I'm glad John mentioned this, because it often has more to do with the results you get than anything.

I've called businesses for years, and can tell you, first, you have to know EXACTLY what you're going to say. No thinking. Automatic.

THEN, and only then, you can work on the tone, inflection and rhythm.

Many marketers never get to that stage because they don't hang in long enough to even get the script down.

For me, getting good at calling was not an event, but a process.

BTW, this is the same process comedians use to develop a stage act. First they develop their material (script) and then get lots and lots of stage time to work on the DELIVERY...which is where it becomes funny. It's the pacing, pauses and physicality, that makes it work.
_____
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It isn't any different with magic shows. I used to think I could "wing it" because I'm charming (uhem...) funny, witty (they are separate skills, yes) and all sorts of things I believed I was (not all being true, but anyway...).

But the truth is that the moment I memorized my script, I mean every word, my shows improved....wait for it...

A LOT.

It was that much more noticeable. Honestly, it made a really big difference.

THEN, I could concentrate on tone, timing, where I looked, how I stood, the whole works.

And it wasn't as complicated as it sounds. Having the script allowed me to go off the script where appropriate.

But the most important factor? Confidence. It allowed me to breathe and think while delivering. It allowed me to read the audience and improvise.

Now I know it's different when talking and having a conversation, but the principle is the same. Being prepared for different answers means you'll feel comfortable. Being comfortable lends itself to unshakeable confidence in what you're doing.

You become unattached to the process in some ways and focus more on what counts. And the language? The actual words you use?

Choosing the right words can make or break your success. Not always, but why not start with all the advantages you can have if all else is equal?
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Unread 11th November 2011, 06:36 PM   #36
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Default Re: Cold Calling Rant! (about Mobile Websites)

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It isn't any different with magic shows. I used to think I could "wing it" because I'm charming (uhem...) funny, witty (they are separate skills, yes) and all sorts of things I believed I was (not all being true, but anyway...).

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Unread 11th November 2011, 07:39 PM   #37
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Default Re: Cold Calling Rant! (about Mobile Websites)

I always have a script on my computer screen while I'm cold calling.....and in the beginning I will tweek a word here and there that I feel more comfortable saying or when I get a better response ---

and after about 100 calls - the script is 95% there.....and i use it as a "outline" ONLY ----

then....each conversation takes on it's own script depending on the response....

when I do this I sound and feel much more comfortable and have waaay more success....

Once you get this down it doesn't matter what your selling --- it's always the same --- the only change is the product or service knowledge....

I hope this helps.....

TADCO

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Unread 11th November 2011, 08:26 PM   #38
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Default Re: Cold Calling Rant! (about Mobile Websites)

All the above you've been given, is great advice from experienced pros. Sounds like you are on the learning curve in "how to not sound like a telemarketer".

Local businesses are getting pounded by large BR's cold calling about Internet-this, website-that and Google SEO-this. I'd suggest ditching all vocabulary about websites, IM, SEO, or any Internet related vocabulary words when calling. Use their lingo.

* Targeting Your List for Need/Desire

I didn't see a mention of what type of businesses on your list. Might have missed it. Some businesses have a greater need for mobile. Suggest you only call to a targeted, segmented list.

The "Desire" part you should qualify with your opener starting your calls... that is, the desire to grow their businesses. Some do and some don't.

For instance, restaurants usually hit both these criteria for mobile websites. Pizza places and take-away places are high on that scale of need, and desire is almost always there in competive verticals. So you might try targeting pizza

You've said you are selling "Mobile Websites". Well, in my experience most of your prospects won't have this phrase in their vocabulary. And you're better served in my experience to get on point, by focusing on problems/pain/solutions.

So, don't use "Mobile Websites" in your script. Try this instead...

"Hi, this is Joe calling... I wonder if you could help me with a small problem? (pause here)

"Well, I can try... what do you need?"


"I was wondering where I could get your
SmartPhone website address so I can see a map and driving directions to Romero's Pizza on my phone?
"

Romero's Pizza being the name of the business.

This one's a good conversation starter as well as qualifying. And it will go right where you need to be. Finding and focusing on the problem.

"Uhhh... I'm not sure where that is, hang on a minute... hey, get Joe on the phone for this guy."

Conversation is better than pitching and this opener also motivates a handoff to the right person with the info you need to know, who might happen to be a decision-maker. of course, that's who you need to talk with

And again, try staying on focus you can the decision-maker... conversation about the pain of lost customers, lost sales... all going to the competition.

The Problem: They are losing business to competitors when smartphone users go looking for a take-out pizza on the way home from work. Or a dozen other real-life situations where they want pizza and search with a smartphone

With that call opener, either they have a problem... or they don't. If so, make the conversation focus on the Pain of their Problem. Talk about 200 million smartphone users. "You know, Bob... that's a lot of hungry people at 5 o'clock, isn't it?"

Pain/Loss/Fear - You won't have to hit them over the head with it either. 95% of these people you are calling... they use their own smartphone a 100 times a day already. They understand ths issue. If the biz owner wants these benefits, he must have an optimized mobile URL.

This is Win/Lose Decision Point. No half measures. The business owner either gets in the game, or says No to all smartphone customers. And that's the conversation you control the entire time you are on the phone.

Benefits - Features.

A restaurant with a smartphone web address gets these benefits:
  • Listed on Google Mobile - Yes? new customer. No? you lose.
  • Tap to Dial button - Convenience. The smartphone searcher is driving
  • Tap for Map - Obvious benefit.
  • Tap for Driving Directions - For the visually challenged
Summary
  • Segment and Qualify your Target List.
  • Qualify with your Opener
  • Speak their lingo, not yours.
  • Speak to their problems.
  • Focus on the Pain
If you'd like a specific targeted list of local businesses in your area with a need for mobile, PM me and I'll send you a list.

And that opener I gave you... it works. Try it.
.

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Unread 11th November 2011, 10:39 PM   #39
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Default Re: Cold Calling Rant! (about Mobile Websites)

I can relate to something John said recently. I did my cold calling today and got an appointment on the first call. I was high as a kite. I knew then that I could make money with this. I'm just not sure I want to though. I almost think I'd rather visit them in person, drop off a custom QR code directing them to page one of an optimized site and then a regular QR code to their site.

We'll see if a check cashes soon. I'm not decided on cold calling, even though I know it works. Ha ha!
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Unread 12th November 2011, 10:39 PM   #40
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Default Re: Cold Calling Rant! (about Mobile Websites)

Jgregory, thank you! Your post was educating and enlightening.
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Unread 13th November 2011, 02:07 AM   #41
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Default Re: Cold Calling Rant! (about Mobile Websites)

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Jgregory, thank you! Your post was educating and enlightening.
Sure, you're welcome... I do campaign development like this for private clients, even writing the scripts. The concept is what you might call "warm calling" instead of cold calling.

The OP is in Canada, but if anyone else would like help with a targeted list in USA, just ping me here.

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Unread 13th November 2011, 02:43 AM   #42
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Default Re: Cold Calling Rant! (about Mobile Websites)

That's a good tip. One of the fastest ways to have
a business owner hang up on you is to talk "salesy"
to him or her.

Although I made sure to stay away from making it
appear as some kind of bait and switch, I did make
it clear that I needed their help. Once they asked me
what I needed, the response varied depending on
the business but always helped me to open a normal
conversation where I did not sound like a salesman.

Quote:
Originally Posted by Greg guitar View Post

If the rejection really gets to you though, try looking up Ari Galper's cold calling training. He says that all rejection is caused by the way the salesperson communicates, and once you stop reading a script, as well as using over-used salesy language (like "would you be interested", "what would it take" "would tomorrow at 3 be good for you, or would Monday at 1 be better", etc-big red flags) and start using his more human approach, the rejection might disappear.

.

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Unread 13th November 2011, 03:28 AM   #43
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Default Re: Cold Calling Rant! (about Mobile Websites)

You can do as much cold calling as you want but there is no better way to get in front of prospects than getting off your butt and walking the streets to see clients.

It's a lot harder for people to be rude when they are standing in front of you and I have had far more success with this than calling people on the phone. They get hundreds of calls but NOT MANY people actually take the time to go and see then face to face.

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Unread 13th November 2011, 07:33 PM   #44
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Default Re: Cold Calling Rant! (about Mobile Websites)

First of all cold calling is an art I know I taught it proffessionally for 20 years,A womans voice is acepted with less skepticismn and a native English speaker but the phone unfortunately has been abused over the years by many companies an idea would be to think out of the box and email companies or individuals owning websites in a complimentory field at the top of google and try that with your offer,you could outsource this work on fiverr by instructing an assistant as to who to contact.
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Unread 13th November 2011, 08:30 PM   #45
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Default Re: Cold Calling Rant! (about Mobile Websites)

Chuckle - I am often amused at posts from "marketing experts" (what you are representing yourself as ) who have little understanding of marketing processes.
eg - a well run ( proven script, targeted audience, promoting a product the target is familiar with) telemarketing campaign can expect - from 1000 contacts - 100 who will listen - 10 who wil be available for folow up - 3 who will really consider the offer - 1 who will buy.
Now, those figures are extremely general but give an idea - many telemarketing companies have 3 levels of operators
the caller - finds people who express an interest in the product...
followed up by the apointment booker ... who "qualifies" the leads as viable
followed up by the closer ... who actaully makes the sale

now, you are trying to sell a product that many of your prospects don't even know exhists on your first contact to unqualified leads mmmmmm
going by the figures above 1:1000 will be a good result!

OBTW - using a telephone to call people is usually called telemarketing
cold calling usually refers to visiting people in person without an appointment.

I would never consider telemarketing a web service unless it was just to get emails for
follow up with a IM course on how to use the web for marketing - sprinkled with free offers of more indepth info (ebooks - with specific offers inside) on specific subjects eg gplaces which require the prospect to go to my site to obtain ,- and be exposed to my offer on providing those services.

Marketing is a numbers game - and in business you will only succeed if you know your numbers.

Any how, what chance are you at selling an internet marketing service if you can't use the internet to market your service?
Answer that question with your actions and you will succeed!

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Unread 13th November 2011, 08:49 PM   #46
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Default Re: Cold Calling Rant! (about Mobile Websites)

your either born with it or your not, tough break kid.
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Unread 13th November 2011, 09:46 PM   #47
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Default Re: Cold Calling Rant! (about Mobile Websites)

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Originally Posted by Danny Turner View Post
Chuckle - I am often amused at posts from "marketing experts" (what you are representing yourself as ) who have little understanding of marketing processes.
eg - a well run ( proven script, targeted audience, promoting a product the target is familiar with) telemarketing campaign can expect - from 1000 contacts - 100 who will listen - 10 who wil be available for folow up - 3 who will really consider the offer - 1 who will buy.
Now, those figures are extremely general but give an idea - many telemarketing companies have 3 levels of operators
the caller - finds people who express an interest in the product...
followed up by the apointment booker ... who "qualifies" the leads as viable
followed up by the closer ... who actaully makes the sale

now, you are trying to sell a product that many of your prospects don't even know exhists on your first contact to unqualified leads mmmmmm
going by the figures above 1:1000 will be a good result!

OBTW - using a telephone to call people is usually called telemarketing
cold calling usually refers to visiting people in person.

I would never consider telemarketing a web service unless it was just to get emails for
follow up with a IM course on how to use the web for marketing - sprinkled with free offers of more indepth info (ebooks - with specific offers inside) on specific subjects eg gplaces which require the prospect to go to my site to obtain ,- and be exposed to my offer on providing those services.

Marketing is a numbers game - and in business you will only succeed if you know your numbers.

Any how, what chance are you at selling an internet marketing service if you can't use the internet to market your service?
Answer that question with your actions and you will succeed!
Seriously, I am a newbie but this is a very misleading post IMO.
Why would one say, that if you cant sell an internet marketing service online, then you are not enough reliable internet marketer? Does that mean that we need to wait for a barbershop owner to go on google and search, SEO optimizer in {city} and then start calling the first 5 companies that show up on the first page?

The only thing I agree with you, is the numbers game. The more you call, the better. And of course, who you target and how you manage the calling and selling process is important as well.
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Unread 13th November 2011, 10:07 PM   #48
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Default Re: Cold Calling Rant! (about Mobile Websites)

There is a lot of very good information is this thread. Thank you to all who have contributed and in advance for those who will.
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Unread 13th November 2011, 10:08 PM   #49
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Default Re: Cold Calling Rant! (about Mobile Websites)

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Originally Posted by k60mall View Post
You can do as much cold calling as you want but there is no better way to get in front of prospects than getting off your butt and walking the streets to see clients.

It's a lot harder for people to be rude when they are standing in front of you and I have had far more success with this than calling people on the phone. They get hundreds of calls but NOT MANY people actually take the time to go and see then face to face.
Yes, and even though this method takes time, it can be effective.

We just had an Edward Jones financial guy knock on our door and introduce himself and what he does. my wife talked with him, and the next day she got a hand written note in the mail thanking her for her time and to let him know if there was anything he could do to help us. She was very impressed, as was I. We have Fidelity or we would probably go with this guy. Maybe this is effective again because no one does it anymore.

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Unread 13th November 2011, 11:46 PM   #50
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Default Re: Cold Calling Rant! (about Mobile Websites)

Quote:
Originally Posted by Eli Junior View Post
That's a good tip. One of the fastest ways to have
a business owner hang up on you is to talk "salesy"
to him or her.

Although I made sure to stay away from making it
appear as some kind of bait and switch, I did make
it clear that I needed their help. Once they asked me
what I needed, the response varied depending on
the business but always helped me to open a normal
conversation where I did not sound like a salesman.
I agree that you absolutely need to avoid the appearance, and the reality of a "bait and switch" appeal. I learned the asking for help idea from Ari Galper, and with him it is no gimmick-you really do need their help.

You need their help because your goal is to have an intelligent conversation which will lead to both parties discovering if they are a match-their needs, goals, priorities and resources need to logically match up with whatever you can offer to get them closer to where they want to be. So you are actually going to discover together whether a sale makes sense, which logical exploration will naturally lead you both to realize with no need for any hint of pressure.

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) with you, and your attitude will be one of curiosity-honestly not knowing whether there is a sale to be made, until they help you explore the problem, what else have they done about it, or are planning to do, what do they know, what their goals are, etc.

It is cool, because all the pressure is off both you and them, and your whole job becomes one of having open ended conversations leading to mutual discoveries, around the issues you might be able to help with. Since it is a mutually beneficial relationship you are interested in, it only makes sense to enter into it by mutual discovery, rather than you using manipulations to get them to agree to your agenda.
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