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Challenge for Cold Callers

by DGFletcher
43 replies
Anybody else out there stuck on cold calling mostly because you don't know when to start and stop? (I am!!)

Anybody want to join me for a "100 calls in 5 business days" challenge? Starting Friday 10th and going to Friday 17th, the rules are 'call 100 people in that time period'. I don't care if it's 'you sit down on Monday and call 100 people' or '14 people a day for 7 days', the rule is just '100 people in 5 business days'.

Vote on whether or not gatekeepers/answering machines count, and at the end of the week, we can meet back up and chat about how it went.

For people who don't think that's enough calls... I dunno, this is a test run, and this is a challenge for people who do zero calls because they don't know how many calls to do anyway. If you can do more--great! New challenge next week.
#callers #challenge #cold
  • Profile picture of the author rolltide
    Count me in!
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  • Profile picture of the author iAmNameLess
    More calls = more sales. You might not get a single sale out of 100 calls. I think you should hike it up a bit, I'd recommend at least 100 calls a day, but maybe you can just make it 25 calls a day. That'll basically be what, 275 calls in a week, extremely doable.
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    • Profile picture of the author Deidra Renee
      Originally Posted by iAmNameLess View Post

      More calls = more sales. You might not get a single sale out of 100 calls. I think you should hike it up a bit, I'd recommend at least 100 calls a day, but maybe you can just make it 25 calls a day. That'll basically be what, 275 calls in a week, extremely doable.

      100 calls in 5 days is definately not a lot, but I think the point is to get procrastinators to just start...period! So I think it's a good start for people who are still *learning* just because they're scared to call. 275 calls per week is a lot for someone scared of the phone. Just getting yourself to do it is the challenge.

      After this challenge they should be able to scale it up and make 100 calls per day, and not week.
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      • Profile picture of the author DGFletcher
        Originally Posted by Deidra Renee View Post

        100 calls in 5 days is definately not a lot, but I think the point is to get procrastinators to just start...period! So I think it's a good start for people who are still *learning* just because they're scared to call. 275 calls per week is a lot for someone scared of the phone. Just getting yourself to do it is the challenge.

        After this challenge they should be able to scale it up and make 100 calls per day, and not week.
        That's about right Deidra. The other thing in the way is 'the rest of life'. For people who juggle school and jobs and family and and and and and, you don't necessarily have the *time* to do 100 calls a day even if you want to.

        By putting up the challenge, you have someone you can answer back to "hey so-and-so, I have a project to do, it's due on the seventeenth" instead of going 'aaaaaugh! how many calls do I do?! What do I do!? Yikes yikes yikes yikes!"
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  • Profile picture of the author Jason Kanigan
    Hmm. What you do on the call matters, too. How you begin is especially important. If you don't get past the opening two sentences with the prospect, how are you gonna make the sale?
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  • Profile picture of the author dwalter
    i'm In -- Fun Test -- I use software and can make about 250 dials a day (very do-able with it...) So I'll track my first 100 dials... See you on the 17th.
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    • Profile picture of the author TheCG
      Originally Posted by dwalter View Post

      i'm In -- Fun Test -- I use software and can make about 250 dials a day (very do-able with it...) So I'll track my first 100 dials... See you on the 17th.
      So, if you don't mind, what are you selling to those calls?

      How many sales do 250 calls a day get for you?

      I am always interested in how others are doing and their results.
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      • Profile picture of the author dwalter
        Sure -

        I'm an appointment setter/lead generator - so In 250 calls I average 2-3 qualified appointments a day -- but we're working with some pretty old and bad lists, so there's a lot of digging going on. It really is important to leverage the help of the gatekeeper, and even if you're talking to the wrong person, ask them who you should talk to, and it's shocking how they'll not only tell you, but they'll forward you to the right person, and now you can use them as a point of reference: "Hi Bill, I was talking to Jim (the president/vice president/controller...) and he said i should talk to you..." Those calls are gold - set appointments with 75% of them easily. If we get voicemails, we follow up at least 4 times before moving on.

        From the 2-3 appointments per day our sales staff closes half of them (average 7 a week)

        We're selling marketing services to Managed Service Providers (IT Firms) and using software called powerdialer.

        Originally Posted by TheCG View Post

        So, if you don't mind, what are you selling to those calls?

        How many sales do 250 calls a day get for you?

        I am always interested in how others are doing and their results.
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      • Profile picture of the author iAmNameLess
        Originally Posted by TheCG View Post

        How many sales do 250 calls a day get for you?
        For me I would say the norm is 3-4 sales... one call close. I don't do appointment setting. The problem with one call closing is that you typically spend more time on the phone. Appointment setting you can set it up in 10 minutes. A one call close usually takes about 45 minutes.
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        • Profile picture of the author kenmichaels
          Originally Posted by iAmNameLess View Post

          . A one call close usually takes about 45 minutes.
          I know you did not solicit for any advice here, and you prob don't want any either, and i know from reading your posts you have a real strong grasp on sales, however i wanted to mention something.

          45 minutes is too long of an average. I know you might be thinking, it doesn't matter how long it takes as long as you get the sale.

          20 minutes is key, you should be in the money by 20 -25 minutes.

          Chances are, with your skill, you prob already are at that point, at or around the 20 minute mark but for some reason your over talking.

          A real simple way to check it out, and help train your self
          is to buy an egg timer, and set it for 20 min, each time you get some one on the phone.

          i know it sounds silly, but you can effectively double, even triple your
          productivity, all for the low low cost of a 1.50
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          • Profile picture of the author iAmNameLess
            Originally Posted by kenmichaels View Post

            I know you did not solicit for any advice here, and you prob don't want any either, and i know from reading your posts you have a real strong grasp on sales, however i wanted to mention something.

            45 minutes is too long of an average. I know you might be thinking, it doesn't matter how long it takes as long as you get the sale.

            20 minutes is key, you should be in the money by 20 -25 minutes.

            Chances are, with your skill, you prob already are at that point, at or around the 20 minute mark but for some reason your over talking.

            A real simple way to check it out, and help train your self
            is to buy an egg timer, and set it for 20 min, each time you get some one on the phone.

            i know it sounds silly, but you can effectively double, even triple your
            productivity, all for the low low cost of a 1.50
            Yeah, I know I've been working on it but seem to always get people dragging their feet. I've had quite a few in the 15-20 minute range, but then I get people asking questions having doubts and then just wanting to chat so it ends up taking longer. I'm not sure exactly how I can improve it. Maybe the 45 minutes isn't the average, but it seems like I have been getting some long talkers lately.

            On the bright side... When I go over the 20 minute mark, it seems like I increase the total sale by at least 50%. I think another big part in taking so long for a few one call closes, is that I end up upselling a lot and walking them through a few different options. I don't really know how to make it faster.
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        • Profile picture of the author Vanquish
          Originally Posted by iAmNameLess View Post

          For me I would say the norm is 3-4 sales... one call close. I don't do appointment setting. The problem with one call closing is that you typically spend more time on the phone. Appointment setting you can set it up in 10 minutes. A one call close usually takes about 45 minutes.
          Do you mind explaing your 1 call closing process?
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          Nothing to sell, only value to give and new knowledge to learn.
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  • Profile picture of the author somacorellc
    I have to start Monday instead of tomorrow but I'm gonna bring it! Edit: personally I'm aiming for 300
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    • Profile picture of the author TheCG
      Originally Posted by somacorellc View Post

      I have to start Monday instead of tomorrow but I'm gonna bring it! Edit: personally I'm aiming for 300
      300 in one day?!?!

      You go, Mike!
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      • Profile picture of the author somacorellc
        Originally Posted by TheCG View Post

        300 in one day?!?!

        You go, Mike!
        lol...300 in a week! :rolleyes:
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        • Profile picture of the author IMguy123
          I'm in also!
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          • Profile picture of the author rbecklund
            I'm in. Like others have said 100 in a week isn't a ton, but if you are starting out doing cold calling, you will feel pretty good after those 100 calls.

            Here's some info on what I've done this week and results. I'm not a cold calling expert, I just make the calls and if they are interested we talk if not I go on to the next call.

            So far this week I've made 230 calls, I can only call in the afternoon tomorrow, but I'm hoping to end the week with 280. 12 businesses asked for information and maybe half of them seem fairly interested. On average I have gotten a client for every 90 calls I make. I'm calling a list of General Contractors. All the people seem interested in webdesign work, no SEO. I can setup meetings on the phone for SEO, but webdesign they want to see info and look at our website to see samples before they meet, which is ok with me.

            If you stick with it, you can definitely get business.

            Good Luck.
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  • Profile picture of the author benji.moore1993
    I'm in, results on the 17th! Good luck warriors!
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  • Profile picture of the author Greg Cooksley
    Hey there,

    You probably don't know me and haven't seen me on the forum before.....but I took a leave of absence to actually get some work done. Basically, I have been in the professional selling game for the last 25-30 years.

    Let's face it - cold calling is extremely tough!!! It's a known fact that sales people are intimidated by and fear the telephone. Ultimately it boils down to the "fear of rejection" and the "fear of hearing the dreaded word - NO".

    You have to change your mindset. Let me give you a quick tip:
    If your success hit rate is 20% (and it SHOULD BE) it means that you are getting 1 positive response and four negative responses. The mindset change is this - say thanks for every negative response you get because it gets you CLOSER to the one that says YES.....

    Do you get it?

    Now lets talk about why you should be getting at least a 20% hit rate. It's ALL about what you are offering the client....what's in it FOR THEM.....not you....I'm really concerned when I see someone saying that they have to make 100 calls to get 1 deal. That in itself should raise red flags! If you fall into that category....get help. Go and buy a book on how to prospect on the telephone....Yes I said - go and buy a book and learn some sales techniques.....

    Can you see the value in this? Imagine making those 100 calls and getting even 50 positive responses.....it's entirely possible!!!!

    I sell websites/Google Places/SEO to local business. Guess what, my hit rate is between 60 and 80%. Please I don't want you to think that I'm bragging....I just want to try and help some of you....

    Just this afternoon, I took my daughter to have her hair done for a school Valentine's Ball this evening. While I was waiting, I started a conversation with a women that was having her hair done and the owner of the salon....guess what I came away with 2 appointments....and you know what - I will sell them something....guaranteed!!!

    All I talked about was how I could help them get more business...that's all.....By way of disclosure....I recognised the lady from the school that my older daughters went to, so it wasn't "cold"....if you catch my drift.

    Why am I telling you this?.....get off your butt and go out into your local business area and go and engage in some face to face conversations with business owners....you will be pleasantly surprised....trust me.

    Hope you get something out of this...
    Regards

    Greg
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    • Profile picture of the author bl
      Originally Posted by Greg Cooksley View Post

      Hey there,

      You probably don't know me and haven't seen me on the forum before.....but I took a leave of absence to actually get some work done. Basically, I have been in the professional selling game for the last 25-30 years.

      Let's face it - cold calling is extremely tough!!! It's a known fact that sales people are intimidated by and fear the telephone. Ultimately it boils down to the "fear of rejection" and the "fear of hearing the dreaded word - NO".

      You have to change your mindset. Let me give you a quick tip:
      If your success hit rate is 20% (and it SHOULD BE) it means that you are getting 1 positive response and four negative responses. The mindset change is this - say thanks for every negative response you get because it gets you CLOSER to the one that says YES.....

      Do you get it?

      Now lets talk about why you should be getting at least a 20% hit rate. It's ALL about what you are offering the client....what's in it FOR THEM.....not you....I'm really concerned when I see someone saying that they have to make 100 calls to get 1 deal. That in itself should raise red flags! If you fall into that category....get help. Go and buy a book on how to prospect on the telephone....Yes I said - go and buy a book and learn some sales techniques.....

      Can you see the value in this? Imagine making those 100 calls and getting even 50 positive responses.....it's entirely possible!!!!

      I sell websites/Google Places/SEO to local business. Guess what, my hit rate is between 60 and 80%. Please I don't want you to think that I'm bragging....I just want to try and help some of you....

      Just this afternoon, I took my daughter to have her hair done for a school Valentine's Ball this evening. While I was waiting, I started a conversation with a women that was having her hair done and the owner of the salon....guess what I came away with 2 appointments....and you know what - I will sell them something....guaranteed!!!

      All I talked about was how I could help them get more business...that's all.....By way of disclosure....I recognised the lady from the school that my older daughters went to, so it wasn't "cold"....if you catch my drift.

      Why am I telling you this?.....get off your butt and go out into your local business area and go and engage in some face to face conversations with business owners....you will be pleasantly surprised....trust me.

      Hope you get something out of this...
      Regards

      Greg
      Hello, Thanks for the information. I find it very valuable. However, you have people that live in small towns or rural areas that don't embrace technology. Many business owners feel that it is a waste of time to have a website because they have a limited clientele and normally they don't see a new face.
      You also have people that are handicapped and are unable to go out and meet people. So, while it is a good idea to be able to do face to face meetings, it is not possible or even worthwhile to do so for some people.

      Some people will have no choice but to conduct business over the phone or they will not be able to get prospects or work.
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    • Profile picture of the author mikehansen
      Being an offline marketer as the primary source of income for my family, and just lost my biggest client of 3 years last month, my income needs a boost and I need some new clients.

      So, COUNT ME IN on the 100 calls by the 17th challenge! I will begin calling tomorrow.

      Regarding Greg's point below, I have found what he says very true about doing things the old fashioned way to meet & greet our respective local businesses face-to-face in person.

      The few time that I have gone out "cold canvassing" as it's referred to, just about every time I have come away with a sale or referral of some kind. This is going to make up the other half of my activities to bring on some new clients.

      To all our mutual success!

      Mike



      Originally Posted by Greg Cooksley View Post

      Hey there,

      I sell websites/Google Places/SEO to local business. Guess what, my hit rate is between 60 and 80%. Please I don't want you to think that I'm bragging....I just want to try and help some of you....

      Just this afternoon, I took my daughter to have her hair done for a school Valentine's Ball this evening. While I was waiting, I started a conversation with a women that was having her hair done and the owner of the salon....guess what I came away with 2 appointments....and you know what - I will sell them something....guaranteed!!!

      All I talked about was how I could help them get more business...that's all.....By way of disclosure....I recognised the lady from the school that my older daughters went to, so it wasn't "cold"....if you catch my drift.

      Why am I telling you this?.....get off your butt and go out into your local business area and go and engage in some face to face conversations with business owners....you will be pleasantly surprised....trust me.

      Hope you get something out of this...
      Regards

      Greg
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  • Profile picture of the author marketingstatic
    I find these #'s interesting I hired a telemarketer and checked the records about 100 calls a day weer made some weer 7 minutes long not one singal close. He said he got a rash of already have someone to thats handled via our corporate offices
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  • Profile picture of the author joecarson1
    Great thread!
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  • Profile picture of the author somacorellc
    Back from vacation and ready to call some people and sell them stuff! Goal for tomorrow is at least 80 calls.

    As an aside I would like to move from

    "hey let's set up an appointment!"
    to
    "sure I can take a credit card over the phone!"

    So any starting points you all could throw at me would be cool.
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  • Profile picture of the author elitesalesgroup
    Count Me WAY IN!!! Cool Challenge..I think Im late though..
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  • Profile picture of the author team74
    Can you please explain a little bit more about cold calling i am new user of cold calling.

    Thanx
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  • Profile picture of the author Jason Kanigan
    @nameless:

    Wouldn't get too concerned about the length of your sales calls--you're making sales!!

    Just about everyone else on the forum ain't!
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  • Profile picture of the author somacorellc
    Monday's stats:
    Calls - 56
    Meetings - 0

    Tuesday's Stats:
    Calls - 45
    Meetings - 1

    Edit: Just so I don't spam this thread with new replies. I'm 101 calls in currently.

    Edit: It's hard to distinguish national or chain stores from local stores on Yelp, so I reverted back to Manta.

    My pitch: I decided to change my pitch a little bit, and so far I'm very impressed with the reception it's gotten. People seem more open, more willing to talk, more friendly. Here's what I'm saying - critique welcome. I should mention that I don't even ask for the owner, I just go right into this. Also there's no punctuation because it helps me not "read" it.

    Monday's Pitch
    ==========================
    Hi my name is Mike from Somacore Design Solutions we're located right here in town

    I help [YOUR NICHE] here locally by building up your website so when people search for [YOUR NICHE] online they find you instead of [WELL KNOWN (preferably national) COMPETITOR]

    Can you tell me about what you guys are doing online?
    ==========================

    Tuesday's Pitch
    ==========================
    Hi my name is Mike I'm calling from Somacore Design Solutions right here in town

    The reason I'm calling today is I'm booking free one hour consultations with local business owners to learn how to get more customers online

    What we do is analyze everything your company is doing online
    We answer any questions you might have about doing business online
    I give you tons of free information that you can take and apply to your business

    If that sounds good I've got appointments free tomorrow and Friday, which works best for you?
    ==========================
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  • Profile picture of the author jtooder
    Became a fan of this thread over the weekend and am going to participate.

    Will post results as I move along. Ideally I think 50 calls a day is the end goal for me so this 100 in 5 days is a good primer to get the calling jitters out of my system.

    GL to all.
    JT
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  • Profile picture of the author jtooder
    Inspired to actually "do it" thanks to this thread, here is an update:

    10 calls (not counting voice mails, no answer, etc...):

    - 7 not interested
    - 2 callback to speak with owner
    - 1 demo request

    Stay tuned...

    JT
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  • Profile picture of the author sconlinemarketing
    45 calls today. Not much luck, but a lot, a lot of answering machines. I was calling roofers.
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    • Profile picture of the author beeswarn
      Originally Posted by sconlinemarketing View Post

      45 calls today. Not much luck, but a lot, a lot of answering machines. I was calling roofers.
      Call this type of contractor in the evening. They quit after dark and go home to do billing and new prospecting of their own.
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      • Profile picture of the author henry Argueta
        Originally Posted by beeswarn View Post

        Call this type of contractor in the evening. They quit after dark and go home to do billing and new prospecting of their own.
        thanks for this post i will be calling contruction type of businesses so i guess i should start calling a little later then
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  • Profile picture of the author jtooder
    Just finished second batch of 10 calls / answers:

    - 2 not interested
    - 1 left voicemail
    - 3 interested
    - 4 gatekeepers interested and provided owner personal info for callbacks (personal email, cell phone, etc..).

    Took the approach on involving the gatekeepers which I will use as reference when speaking to owners.

    Will probably start a new thread tomorrow when I continue. Now have to create demos / additional info pages to complete sales.

    Excited moving forward, Cold-Call jitters going away already.

    JT
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    • Profile picture of the author sownsow
      I'm new to all of this stuff and I'm really wanting to get started. I have a website but I don't have any idea as to which services I should be offering? What are some of the primary services that all of you are focusing on in this challenge?
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  • Profile picture of the author somacorellc
    So what's the deal guys? It's February 17th and it's a beautiful day outside, so let's hear about your stats!

    My stats for this week

    Calls: 140
    Appts made: 5

    That's five businesses I wouldn't have had contact with otherwise. If I can close even one out of those five, that's hundreds in income that I wouldn't have otherwise gotten. Think about that. And, if they sign up for recurring services like Google Places or SEO, that's $3-500 every month! If I close 3 out of 5, that's potentially $9-$1500 per month just from making these simple calls.

    Guys, this stuff works. Whether you're on the fence or nervous or just bummed out because you've been rejected - let it all go and just call.

    I'll let you in on a secret: I get nervous every day before I call. I'll even procrastinate and try to find something else to do sometimes. That's because cold calling is out of my comfort zone and my brain is trying to find ways to not do it. Take a deep breath, focus on getting more sales, and just pick up the phone and dial. Don't even look at who you're calling, just dial.

    Take me for example - I need to dial. I have a car, a mortgage, student loans - and they all need to be paid every month. What's the best, fastest way to make that happen? Cold calling.

    So what do I say on these calls?

    Click this, scroll down to the bottom and listen to the "A Little Unsure" technique: The Treasure Trove | Pain Free Profits.com

    Say exactly that, obviously making it fit your business. Do not deviate. It works.
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  • Profile picture of the author dwalter
    Hey -- Here's my tally:

    100 dials =
    75 "attempting contact" (voice mails, not in, need to call back...)
    9 bad numbers
    5 corporate (we only deal with local businesses)
    5 "Not Interested"
    2 bad leads (similar businesses)
    2 no contact (this is the disposition used after the 4th attempt with no success)
    1 requested email
    and 1 appointment set.
    This was a cool test, because I bet extrapolated out over the year, these numbers are pretty close to what we run into. about 75-85 percent of calls you simply won't reach the decision maker. In fact, I only talked with 8 decision makers in 100 dials... We deal with pretty crappy lists and have to do a lot of digging, and in 250 dials per day, our goal is 2 appointments set.
    If anyone has any questions, feel free to PM me.
    David
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  • Profile picture of the author rbecklund
    Made 200 calls this week. Got one meeting and closed on two websites, so that was great. Otherwise just sending out some info to a handful of people.
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  • Profile picture of the author ericbryant
    Hey I just saw this, but I am interested. We should compile and share some cold calling techniques, scripts, and tricks for each other. Maybe use the call tracking as a white paper and create a CC WSO! Ha!
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    • Profile picture of the author DGFletcher
      Had Iphone, kept track of the post, password was on the laptop.

      My 100 calls project went positively dreadful. I got zero sales out of it, and next week will be much better because next week I know what I'm up against and will be doing the pitch differently and to a different type of business. I called accountants last week. I mostly got the 'huh whaaaaaat?' response.

      This week'll be much better. I'll be selling to people I've had success with in the past, unlike accountants, and I'll be doing just one, low cost product, not three high cost, confusing products all at once.

      Thanx for doing the challenge everybody!! Awesome kudos to everybody that got a sale. Who's up for another week of this? I'd have started sooner but I was sans password.
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      • Profile picture of the author iAmNameLess
        Originally Posted by DGFletcher View Post

        Had Iphone, kept track of the post, password was on the laptop.

        My 100 calls project went positively dreadful. I got zero sales out of it, and next week will be much better because next week I know what I'm up against and will be doing the pitch differently and to a different type of business. I called accountants last week. I mostly got the 'huh whaaaaaat?' response.

        This week'll be much better. I'll be selling to people I've had success with in the past, unlike accountants, and I'll be doing just one, low cost product, not three high cost, confusing products all at once.

        Thanx for doing the challenge everybody!! Awesome kudos to everybody that got a sale. Who's up for another week of this? I'd have started sooner but I was sans password.
        Congrats on trying... better to try and fail than not try at all. I wouldn't see it as failing though, you learned.

        Now... do you think that the accountants didn't react well because of your pitch, or because they were accountants? Not everyone will get a sale in the first 100 calls.

        I'm not a fan of limiting myself to one niche, or even one area. I like options. It is a great time to approach tree removal and landscape/lawncare businesses before the season hits!
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