After all these posts about cold calling...

Its the method John Durham talks about...make calls, make an appt for website. And basically thats it.

"Hi my name is Steve Im a new web designer in the area and Im just calling local business if they have a website or if you have thought about making one?"

Its not verbatim but its working for me

Congrats! When you're not afraid or lazy to use the phone, good things tend to happen a lot faster.

Did you call biz owners in a specific niche?

Ha! So true... . What are we afraid of in the end?

I guess its mostly the fear of rejection, fear of failure or even the fear of looking like a fool... We need to learn to take the power of fear and turn it into a powerful force to move ahead!!

Read my post and look at the ridiculous thing I did to get over my fear.


You can do it!
I was scared too but got over it!!

calls are so nerve-wracking! but you just have to dive in I reckon

Well first off, that opening is inviting people not to want to talk to you. If you are cold calling with that opening you are inviting failure. The indicator of the truth of what Im saying is that you say its " a typical answer.". In truth that should be the answer on 2-3 out of 100 dials.

#3 which you stated is rare, should be happening on one out of 3 calls, so it is the LEAST rare response in reality...and there is a logical response to it..

Im feeling like you haven't done enough telemarketing to know whats typical. No offense... but number 3 is not rare, it's the most common response you will receive, and its easy to respond back to...

In fact I was training a warriors telemarketer just the other day, who was failing due almost SOLELY to not answering that question properly, and when he fixed it, he got through 100% more secretaries.

He had learned a bad habit from an old school teacher... They teach you not to say who you are...

Talk about creating bad energy on a call?

Secretary: "Who is this...?"

Telemarketer: "Thomas"

....and he'd leave it dead... (Dead air space, until they responded back).

Sec: "Im sorry who?"

Telemarketer: "Thomas"

Sec: "Thomas with who?"

Telemarketer: "Well I was really just hoping to speak with the owner, about that."

What was this guy doing?

Again, he was doing it the old school way. They use to teach that you dont say who you are till you get to the person you are going to pitch.

But these days people are wise to that, and it only causes suspicion, and makes them wonder why you are hiding who you are, and what kind of sicko would call their company just to sit there and make them guess...

He would say his name, and then leave that dead uncomfortable space, just like the old schoolers taught him.

What this does is create an energy of CHALLENGING the secretary....and head butting....and making them guess.

I said "Thomas, you know what they want to know, and it isnt your first name...why are you making them guess and challenging them?"

When they ask who you are, they dont want to know your name, they want to know who you are and why you are calling.

You wont get anywhere by challenging them and not saying it.

Give people what they "want" and you will get further.

You get further by giving people what they WANT.

So I told him that and he SLIGHTLY improved.

Telemarketer: "Im Thomas with ABC SEO " Dead Space"

Secretary: "Thomas With Who?"

Telemarketer: "ABC SEO" (Lol)

Secretary: What are you calling about?

Telemarketer: "I was just hoping to speak with the owner"

Is this not a sadistic head butting game that gets you nowhere?

So I told him "Thomas, be PROUD of who you are and why you are calling".

If you state your purpose you may lose some here and there at the greeting, but you WANT TO anyway if they arent interested.

However, you will also identify more companies who NEED you, and you will gain more confidence from more secretaries and they will let you through more...

(Old schoolers will argue this, but I bet I could out telemarket them).

Why have your call sessions saturated in challenging energy instead of open loving energy? Why drain yourself and your prospects?

When you say hello and introduce yourself, people either perceive you as an energy drain, or an energy SOURCE.... They are attracted to energy sources, and they are not attracted to energy VAMPIRES.

What gives you energy?

Getting what you want.

What drains your energy?

Head butting....

Most people lose it in the greeting, because the greeting is where people determine who you are, and your tone sets the precedent in their mind for whether this call is going to be an energy drain or an energy source.

So I told him "Thomas, just proudly state who you are and what you are about and offer love instead of challenge."

He could hardly do it for 20 calls because he was so steeped in that old unproductive habit.

Finally he got it, and he started getting through twice as many secretaries.

"Sure Carrie, no problem...this is thomas with ABC SEO, we are a web design company. Im just just calling around to businesses like yours to introduce our services and offer a free quote, I was wondering if the owner is in, ...or is there someone else I would need to speak with about this?"

What does the above response generate?

A: A feeling of love and co operation
B: A feeling that "This guy isnt ashamed of why he's calling"
C: This guy makes it easy on you.
D: This guy is easy to talk to, and he is stand up.
E: A guy like this isnt looking to scam you, he just says it up front, and he doesnt have anything to hide...
F: This guy is pleasant and helpful.
G: It also helps not waste time with people who would have no interest had they known why you are calling.
H: It help you get through to more people who are really looking for what you offer.

Note: When you ask "Is there someone else I would need to speak with about this?

You kick in the secs pride that she is in the know, and also disengage her guard dog side, and engage her "Helpful" side.

You are more likely to get an answer like "No you got it right Thomas, the owner is the one you would need to speak with, let me check and see if he is in his office, can you hold a sec....?"

Listen folks, you dont get through secretaries by playing head games, you get through them by coming on as honest and sincere, and like someone who isnt out to scam their boss... you get through them by coming on as a person who has an agenda of HELPING their company.

Not by trying to hide you you are.

So whats the best way to telemarket?

Just tell it like it is, proudly and with love.

You will save your own energy, and you will uplift your prospects, and you will take pressure off of yourself to be thinking so hard...Just say why you are calling with love and enthusiasm.

If they arent interested, then build your own energy by giving them a break.... "Hey No problem Carrie, thanks for your time".

Now go and give love to the next person you call. You will build your own energy all day and your prospects instead of draining, and you will get 3 times more leads as a result. Head banging and mind games are truly a waste of everyones time.

There are exceptions, but we dont get the most results by playing to the exceptions, we get the most results by playing to the "rules".

Hiding who you are generates alot of : "Please take us off your call list".

Giving the answer I advised Thomas to give generates more: "Let me see if he's in".

I guess I couldnt really expound enough on this whole idea in a small post... but there are ways to have an easy, relaxing call session that is 100% more effective and doesnt drain your energy. I would advice anyone to also read my post above this one as well....The OP has it right.

Thats why he sounds energetic and got 8 leads and two closes in the same session that it would take most newbies to only get two hard earned leads.

No wonder with all of these "mind games" that people feel so pressured telemarketing... I have always been number one, and its because I win with "energy"... while others waste time head butting.

Not HYPER energy, just loving courteous, conscientious energy... Think about it.... honestly....isnt that what YOU respond to best?

So does everyone else.

If they dont want it...no big deal...keep dialing and your loving, co operative, considerate and courteous energy will help you ferret out people who are actually glad you called and like you.

Dont pressure yourself to get through, its just a number. State who you are and what you are about with love, and you will get further than trying to pull trickery or challenging secretaries with your energy.

The second a secretary perceives you as a head butting game player, you are OUT OF THE GAME... Give them what they want in a courteous fashion and more of them will like you and want to help you.

Whats your biggest fear?

Saying the wrong thing?

Lol... Just say why you are calling...thats never wrong....theres no pressure, and people will show you more appreciation, and it will make a big difference in your days...and maybe even uplift the people you talk to as well.

People like people who uplift them.... They like talking to a courteous person....they will want to talk to you more because your energy restores their faith in humanity and gives them energy, even if they dont want what you have to offer.

Do you really want to spend your day playing games with people who have no interest?

Not if you want to get 8 leads, thats for sure.

Your job in the prospecting phase is to FIND interest....Not create it. Its there trust me...in every pile of leads SOMEONE needs your service, but you wont have any positive energy to offer when you come across them if you spent half your day pressuring yourself.

These guys around here who talk about high pressure and one call closing arent telling you alot of the details, such as "The leads are really warm, not really cold"... and they arent telling you that it takes a gazillion calls... they arent telling you that they are really only selling a $25 dollar product... they arent telling you that in reality most of their closes are really call backs, or incoming leads...

When they brag, they discourage you....because they dont give all the details, and you cant do what they are claiming, and because of that you have hard, pressureful sessions, so you give up.

Thats why nobody can succeed with their teachings, they arent being real with you.

I actually care about Warriors succeeding on the phone... There is an easier way to do it.... and these smack talkers are blowing smoke up your behind, and arent helping you.

They are the same smack talkers that I use to beat every day, so quietly that they didnt even see me coming.

Sure I will teach you how to pressure people if you want, I learned how to do that early on.... then I learned how to do it RIGHT, and win the easy way.... and my days on the phone became a relaxing joy instead of a head butting drain, and I started breaking my own records and getting 8 leads per session like the OP.

Hope this helps someone.

-JD

Now you know Enjoy your stay at the offline part of warrior forums