Cold calling: What is going wrong?

by 78 replies
Aight, I'm not sure where to turn to, but after 5000 dials and more then 400 pitches + there are no sales incoming.

Arguably, I have no prior experience coaching or selling stuff on the phone but this is getting ridiculous.Not sure where to turn to, what are the things i can do to "troubleshoot" the situation??? What are the things I should look out for?

There must be something I missed along the way that I am not doing properly. This is pure telesales by the way to the US.
#offline marketing #calling #cold #wrong
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  • Profile picture of the author kenmichaels
    i don't buy it bro.

    There is no way anyone can talk to 400 people and NOT sell something.

    even if you had the worst product, worst script, never ever even asked for the money
    if you spoke to 400 people, someone would have felt sorry and just GAVE you money.

    don't know what your intention was with this post... actually i think i do.
    but your wasting your time.

    One piece of advice. IF you really did talk to 400 people and no one bought anything
    from you, go get an application to mcdonalds, that's more your speed.

    this is just another BS post from one our not so friendly phone sales haters.
    Different user name, same BS, same stupid agenda.
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    • Profile picture of the author socialentry
      EDIT ayayayayyayayayayayayayay
    • Profile picture of the author socialentry
      Originally Posted by kenmichaels View Post

      One piece of advice. IF you really did talk to 400 people and no one bought anything
      from you, go get an application to mcdonalds, that's more your speed.
      Don't say things you wouldn't say to people if they were directly in front of you Rambo. That was quite rude of you.

      Anyway, welcome to my ignore list brotha. Thanks for your very helpful input
    • Profile picture of the author John Durham
      Originally Posted by kenmichaels View Post

      i don't buy it bro.

      There is no way anyone can talk to 400 people and NOT sell something.

      even if you had the worst product, worst script, never ever even asked for the money
      if you spoke to 400 people, someone would have felt sorry and just GAVE you money.

      don't know what your intention was with this post... actually i think i do.
      but your wasting your time.

      One piece of advice. IF you really did talk to 400 people and no one bought anything
      from you, go get an application to mcdonalds, that's more your speed.

      this is just another BS post from one our not so friendly phone sales haters.
      Different user name, same BS, same stupid agenda.

      Its a plant Ken. Good call. I still dont buy it....we can create 50k websites but not a call data sheet?
  • Profile picture of the author scottgallagher
    A script is very helpful, even if you have it in bullet point form. Practice your tonality in front of a mirror, visualizing you in front of someone. Your physiology will come through on the phone, along with tone.

    Consider your goal for the call, it should surely not to sell them over the phone. You will likely be trying to earn the right to their time, to meet with them in person or on the telephone.

    Consider an auto-responder system over 30 days...as a fall back if you fail to close the meeting, get their preferred email address and email them value over 30 days.

    To achieve that goal, how would you like to be approached if you are very busy?

    Perhaps something that will make your life easier and not cost you hardly any time.

    Ask for 15 minutes of their time and offer a great benefit, such as leaving them with a customized 6-month plan for their business. Here, follow this link and use this as your template plan ... just customize it by inserting their customer needs and specific business objective.

    Good luck! Curious on your progress
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  • Profile picture of the author Jason Kanigan
    Wow. Yeah. Either these numbers aren't right or this just isn't for you.
  • Profile picture of the author Murdock Lois
    Rick? So who is ken michaels? why does everyone hide their real name around here
    • Profile picture of the author kenmichaels
      Originally Posted by Murdock Lois View Post

      Rick? So who is ken michaels? why does everyone hide their real name around here
      look at my profile. Its says Rick and Ken.
      any other questions?

      So how many other user names are you going to come out with on this thread?

      Keep em coming, this is fun.
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  • Profile picture of the author Murdock Lois
    wait Rick and Ken? so which one is it?

    Whats the need for two names? which is the real one?

    Not very trustworthy, trying to hide your identity.
  • Profile picture of the author iAmNameLess
    Geeze... they're at it again.

    Pathetic..

    Fake screen names to start useless threads with fake allegations and the same people trolling to try and start an argument.

    I don't understand the motive.. Oh well..

    If you make that many calls and haven't got anywhere it's because you suck. I don't mean, just below average suckage, I mean, you suck so much that you could teach an aspiring "adult actress" class.
  • Profile picture of the author socialentry
    you guys are really weird. I am quite discouraged by such a display.
    • Profile picture of the author kenmichaels
      Originally Posted by socialentry View Post

      you guys are really weird
      and your a joke.

      Prove your aren't, show us exactly what you did.

      If it isn't bull****, i will apologize, and you will get more help then you ever dreamed possible.

      However, i think your just one more made up character in a "lets bash phone sales comedy" that's been going on for here for a while.
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  • Profile picture of the author socialentry
    So can I please get out of my flame-resistant suit now? or is it still raining outside?
    • Profile picture of the author kenmichaels
      Originally Posted by socialentry View Post

      So can I please get out of my flame-resistant suit now? or is it still raining outside?
      Nope. prove you aren't a made up character. Prove that you really made 5000
      dials and talked to 400 people without making a sale.

      Then you can come out of the flame- resistant suit.

      and i will personally hold your hand down the road to success.

      other wise. go away.
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  • Profile picture of the author iAmNameLess
    SocialEntry... how are you hiring your sales people? Are they foreign or in house?

    I would bet if you made even 10% of those calls, you would have multiple sales by now.
  • Profile picture of the author socialentry
    Durham, are you saying that you have never encountered this situation before?
    • Profile picture of the author John Durham
      Originally Posted by socialentry View Post

      Durham, are you saying that you have never encountered this situation before?
      No I actually have but I tend to fire people who cant perform and thats what I would advise. If someone is on your clock not producing sales I would have the "talk" with them.

      At that point they would either produce in a day or two or be let go of.

      If these are your true numbers, and there is no logical reason, I would let go of my phone people.

      Now...IF they value their job after the "talk" then they will produce.

      If they DONT, then I would re look at the position I created and ask myself why they dont care about their job.

      If they DO care, then they will pull a sale out of their A** in a day or so....Sometimes they just dont get the urgency and once they get it they take off and start producing.

      Then again, it could be the script or the offer or not matching markets.,

      Ps. As soon as one person hits the others will follow.
  • Profile picture of the author John Durham
    Ken I checked this guy out a bit I think I read him wrong too. Man when people start coming here messing with us its easy to start seeing ghosts and getting gun shy. I have been through it before, it will lev el back out, we have just been fighting a swarm. Good fight BTW bro!

    In your tenure here you will have other times like this, they come and go...but we are right most of the time.\

    Oh, I see you already addressed this above.Thanks.

    Ps. He sent me some call recordings Im checking out now...or in the next hour. Sometimes when a battle is over Ken Im still out on the field swinging my sword around. I get so involved that it takes a minute to realize we have already won- the "battle" that is.

    Did the same thing in telemarketing...it took me an hour after getting home to get out of the zone.
    • Profile picture of the author socialentry
      Thanks for all the support WF and to all those who have replied in my thread... I didn't expect such an enthusiastic response.

      Originally Posted by Portlandrocks View Post

      OP may I ask a few questions?

      Where did you get your call list from?
      At first it was from some old business list that was several years out of date, but afterward they were US leads from yellowpages. At first, less then 1/5 of people answered, but after the switch, the answer/no-answer ratio got a lot better . I was told by one of my tsr who had experience that YP were a lot better then most lead brokers because they were regularly updated.

      Are these telemarketers offshore?
      Nope, all is inhouse. They have a regular 8-4 job.

      Are you trying to do a one call close on mobile? That is hard to do even for experienced native callers.
      Pretty much,that's what I figured.

      but even then, even if it was another version, my guys get stuck as soon as they say it is about web design or marketing.

      I would recommend using the telemarketers to set up appointments for higher level sales people. People who can put in the time to build relationships and follow up and do some upselling etc. etc. If your telemarketers ARE cheap, then appointment setting is about as far as I would ask them to go.
      Arguably I don't pay a lot, that is because I don't have a lot of ressources. The thing is,I can't really do local because most telemarketers that have applied to the position are immigrants who do not speak the local language.

      Both seem to be really motivated at least on the surface and I think they can be of great help later on down the road for things OTHER then telemarketing. That's part of the reason why I didn't give them the boot yet after such a terrible run.

      I also come from a background where as long as you tried hard[ to improve, then you were given a chance. I made the mistake to rely almost exclusively on the numbers/dialer, with the sales skills part almost an aftertaught.
  • Profile picture of the author Jason Kanigan
    Odd how if he's using a script I offered, he never asked for my opinion on a darn thing...
  • Profile picture of the author JaceBarnett
    If I can be of any help socialentry please let me know.

    Training is something I am incredibly passionate about, and mobile is one of my most profitable niches.
  • Profile picture of the author kenmichaels
    [DELETED]
  • Profile picture of the author kenmichaels
    OK guys here is the deal.

    Nick has two inhouse trs on the phones trying to sell mobile websites.

    They are not experienced sales people.
    Neither is Nick

    Also the script was turned into a flow chart ... literally ... arrows and all.

    I suggested he goes old school and puts the script and rebuttals on paper

    I also suggested hiring a real rep with experience,
    that is NOT an option right now.

    So he now knows his only option is to learn sales himself so he
    can then teach the tsr's and grow.

    Also, the actual script itself needs work.

    Any way, he can use all the help anyone is willing to provide.
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    • Profile picture of the author John Durham
      Originally Posted by kenmichaels View Post

      OK guys here is the deal.

      Nick has two inhouse trs on the phones trying to sell mobile websites.

      They are not experienced sales people.
      Neither is Nick

      Also the script was turned into a flow chart ... literally ... arrows and all.

      I suggested he goes old school and puts the script and rebuttals on paper

      Good call. A new telemarketer has enough on his mind than to be chasing a mouse around some disorienting page while he is trying to pitch... Auto dialers are one thing but when you have arrows pointing everywhere, thats good for study but not to hand your telemarketer as a pitch.

      I also want to add what the person who trained me to manage said "Always make your scripts in 14 size font or 16, always italicize the [parts that need to be stressed, and/or bold them... and always have white space between each line the telemarketer says (double space).

      It helps them.

      And it Does.

      Good call Ken, I just figured out how to listen to your recordings BTW Nick...so after church tonight, will be offering thoughts...
  • Profile picture of the author kenmichaels
    [DELETED]
  • Profile picture of the author Jason Kanigan
    People are often taking things and chopping them up, using a bit of this and a dash of that, as if it's a chinese buffet. Or they take everything extremely literally, and have someone who doesn't understand the process try to mumble through it verbatim. Fail. Go and try SCUBA diving or fencing by reading a pamphlet about it. Fail.

    Here's the process:

    Get the prospect off of whatever they are doing and onto the call, if possible (ie. not a bad time).

    Uncover pain if it's there, and have them acknowledge it if it is.

    Monetize the problem--have the prospect figure out what it's costing them not to change.

    Figure out the investment--what are you willing to provide the solution for, as a % of the cost of not changing. IE. if the prospect says it's costing them $500,000 in new revenue not to change, I would be totally fine in saying the investment in my solution is a specific number between $5000 and $50,000 (hint: my price would be towards the $50K side).

    Determine whether your prospect can fund that investment. Hint: money can almost always be gotten, if the reason is strong enough.

    Then close.

    How I close is what my clients pay me for. But it should be awfully easy once it's set up this way. And for completeness, if it falls off the rails anywhere along the way, ie. they don't have enough pain or the cost of a solution is less than the cost of not changing, then they qualify Out. Thankfully so, because they have neither the need nor budget for our solution.

    Or you can follow a traditional selling process with features and benefits, objections and rebuttals, and all that other stuff. It's up to you. But don't mix and match.
  • Profile picture of the author henry Argueta
    good thing you prove them wrong, and now are getting help from the best of the best out there. like someone else already pointed out, listen to them and take notes you will learn a lot
  • Profile picture of the author kenmichaels
    Did you get your script and rebuttals on paper yet?

    Or at least typed out.

    BTW, i was thinking of you and your situation last night.

    With zero experience, you stepped upto the plate and just started
    swinging for home runs....

    That is friggin awesome !

    Do you realize most people never even get to the point if doing anything?
    they never even give themselves a chance to succeed or fail.

    Most are perpetually stuck in that state of "preparing"

    I hope you take some of the advice people are giving you,
    i think you are a part of the tiny group of people
    that have what it takes to be wildly successful.

    I for one will root for you each step of the way,
    and do everything i can to help you get there.

    You are a badass, and if you keep your momentum
    moving forward, i can easily see you becoming an
    inspiration to others.
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    • Profile picture of the author socialentry
      Yeah, I've written down the script and printed it out, I based it upon the one that was written by a guy that had a lot of experience in telemarketing, but quitted very early (which, in turn was based upon jasons script).

      Originally Posted by script

      Good morning/Afternoon

      Can I be trans to the person in charge of advertising please? (Director/owner/gm)
      Hello sir/maam my name is Jon Parker I’m with a web design group , how are you doing today? I’m just calling because I was admiring your website while looking for new possible clients. I did however notice it hasn’t been tailored for mobile browsing making it more easily accessible to the new generation of internet users. My job is to aid and assist established and up and coming business to adapt and update there websites for the mobile age.


      The Fact is by 2014 mobile phones users will have surpassed the number of internet users.
      We provide complete mobile exposure . Our answer is a mix of offline and online methods. I mean have you ever actually seen or noticed a website not optimized for mobile browsing? Its actually pretty annoying, especially depending on the model of device your browsing the site with. Are you around a computer by any chance? I want you to visit this site... and tell me what you think of some of the prime examples of the differences between mobile friendly and none friendly browsing. Do you browse the internet through your phone ? How about your kids? Every kid has a cell phone nowadays, this is the way of the future.

      I know your not in the business of paying ppl for nothing, In this day and age you need to use all your resources to your advantage. 8 seconds...8 seconds is how long the average person will spend searching through a companies website that is not mobile friendly before abandoning there efforts. Thats why all the major companies have already made that move(i.e NFL.com,), now its time for all the other business to do the same before they get left behind any further.




      Rebuttals:
      -My website is already mobile compatible.
      are you sure? It sure isn't loading on mine. Are you near a computer by any chance? I'd like you to see with your own eyes.
      -My wife/nephew/is doing it
      Well, is he making you any money?
      -I already have a webguy
      -Whats the name of the company?
      -What are they doing?
      -How do they plan to make you money?
      -How much are they charging?
      -I already have a website:
      -Really? Does that make you any money?
      -Since when did you update it?
      By 2014, everybody will have to be upgraded to take into account mobile phones, if your website dates from 1999, weeeell.... (trail off)

      My website is more like a billboard
      -Absolutly, and right now, a large portion of mobile users are not seeing you. What use is a billboard if no one can see you?
      We already have radio/magazines, we don't need a website
      How much are you paying for it?
      So you're willing to pay X per month, for 30 seconds/1 page/, did you know for only 800$ and 4.95$/month you could have internet advertising that is good for several years?
      I did the opposite of what I just did and just did a general outline, I told them that they could freestyle to fill in the blanks, to encourage them not to be so dependent upon the script.

      I read this thread in its entirety,http://www.warriorforum.com/offline-...specially.html

      I didn't include everything because I didn't know how the conversation would flow with tie-ins/etc and figured I would tweak the rest as I cold call and listen to my agents.

      That's what written on the script word for word. The rest I told them when they received buying signals, to go for a close and not to worry too much about the wording for now.

      I figured I would grow the script organically as I made further test with it.
  • Profile picture of the author yudwill
    do not despair bro,,. keep spirit,,. no pain no gain

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