MY TELEMARKETING EXPERIENCE! (COLD CALLING - IT WORKS)

Profile picture of the author Jon Martin by Jon Martin Posted: 07/31/2012
This is my first month here (although it seems like it's been much longer!) and I came to terms with the fact that COLD CALLING works, quite quickly. Being a teen who worked in a call center in the past myself, I knew the power (and sometimes, stress) of telemarketing.

I remember sitting there, reading a dull and incoherent calling script for a company, trying to book estimates for thermal windows and doors. It was a boring job to say the least, but I made it fun by competing. I wanted to be the best telemarketer in the building, and after a bit of practise I was.

However, I was so discontent with the fact that I wasn't able to change up the script to my own liking. Nothing crazy or drastic, just a few intelligent changes to hopefully book some more leads, be more productive, and hopefully garner some commissions.

The call center would usually average about 2 LEADS / 3 hour shift (per outbound agent). I usually did 3 or 4 per shift. I remember one day, the manager was home ill, and I was at my wits end. At that point, I didn't care about keeping the job - in fact, I wanted to quit.

I had gotten into small debates with this manager over the script in the past. It's not like I was a bad employee or anything .. in fact the manager favored me over the majority of the agents in the room, simply because as a 15 year old I was booking twice the amount of leads than some of the 40 year old's in the building.

When I noticed that the manager was not in, I decided to take it upon myself to prove a point. I wanted to prove to the manager that his script was preventing agents from making more money for the company. I was no expert marketer at the time (and I'm still far from it) but I KNEW that I could write up a script in a matter of minutes that would BLOW THE CURRENT ONE AWAY in terms of conversions and call center averages.

And so the second I noticed the manager being away, I took a piece of paper and a pencil, and I wrote my own version of the script. It took me about 6 minutes to write an opening and a number of popular rebuttals to utilize.

That day, while neglecting the company's script and using my own modification, I booked 12 leads.

The next day, I walked into work knowing that the boss would be very happy upon looking at the previous day's statistics. I also knew that he was way too egotistical to come to the conclusion that a 15 year old wrote a script in a matter of minutes of which dominated his own.

I walked into the room, and was greeted by him with a huge grin. He obviously heard about me breaking all time company records the shift prior.

"Woah, Jon! I heard you had quite the day yesterday," he stated with delight. "How'd you pull it off?"

"I used a script that is rendered to actually be effective to the prospects this company is calling. Oh, and if you don't mind I'd like to give my notice. I don't intend to continue my employment here by the end of the month."

And with that, I sat down, went through my 3 hour shift and went home; only to return a week later to collect my final paycheck.

I didn't need the job. It was part-time, and it wasn't good pay. I'm just a 16 year old, so it's not like I had bills to pay at the time. I knew that I was too good to be working for somebody of whom was ignorant to change and placed his ego before business.

As it turns out, a friend of mine who continued on working there informed me a couple months later that the manager had gone through my calls that day and actually taken the modified script I used and decided to begin enforcing it verbatim with the entire call center. He came to terms with the fact their initial calling script was far from efficient and even took the opportunity to take the one I made.

Leaving that telemarketing job was one of the best decisions I've made thus far in my marketing career. If there's any lesson to take from this true (and hopefully somewhat entertaining) story is that It's all in the pitch.

Cold calling works. Take some action and find out for yourself. :]
#cold calling #experience #telemarketing

  • Profile picture of the author sloanjim
    sloanjim
    ~Yeah great...

    BUT the big question is why do you have to keep trying to get new business every day?

    This is what gets me about "cold calling". You have to spend how many hours of each day cold calling new bizz? Why? Why not simply go for 5-10 high paying montlhy clients and then you do not have to slave away making those cold calls. And when do you actually get any work done?

    Is that the life you want? Every day...claling strangers selling to them? What happened to buisness? Passive income?

    My 2 cents and I have no doubts i am going to get flamed to death here soon. (i know who by)

    BUT if you have to keep cold calling for new biz...something is wrong with your business modul. I can understand the need to do it to start with or even every so often if clients drop out....but every day? That isn't right.

    Good luck.
  • Profile picture of the author Jon Martin
    Jon Martin
    Originally Posted by sloanjim View Post
    ~Yeah great...

    BUT the big question is why do you have to keep trying to get new business every day?

    This is what gets me about "cold calling". You have to spend how many hours of each day cold calling new bizz? Why? Why not simply go for 5-10 high paying montlhy clients and then you do not have to slave away making those cold calls. And when do you actually get any work done?

    Is that the life you want? Every day...claling strangers selling to them? What happened to buisness? Passive income?

    My 2 cents and I have no doubts i am going to get flamed to death here soon. (i know who by)

    BUT if you have to keep cold calling for new biz...something is wrong with your business modul. I can understand the need to do it to start with or even every so often if clients drop out....but every day? That isn't right.

    Good luck.
    Did I say that I cold call every day? No. Of course not. I probably do 2 sessions a week at most currently, and it's been working well thus far. I don't spend the entire day doing it either - usually just a morning or two a week.. and it's WELL worth it. I don't see an issue with spending a couple hours cold calling in order to secure a couple clients.

    By the way, you're making it seem as though cold calling only relates to small sales, and that going after monthly "high-paying" clients is a better approach. Did it ever occur to you that one's prospects do not always have to be simple everyday consumers? People cold call all types of niches, not just for smaller scale sales such as web design, etc. I know of people who make cold calls to construction companies and architect's and make $20,000+ sales at a time. Cold calling isn't at all just for small scale operations. It depends who you're calling.

    Not that there's anything wrong with these smaller scale operations, either. I'm content spending 4 hours on the phone to make a $500 sale with potential for future transactions, the sale of alternative services, and referrals. I think that's pretty good money for a teenager, and I don't see a problem with that.

    Not everybody can go straight to making 5-10 "high paying" monthly operations.. but they can probably get there via learning the ropes and cold calling.

    Cold calling is a fantastic way to reach prospects in which may be interested in one's products or services, and I feel like you're completely underestimating the resiliency and power of it in a general sense.

    I thank you for your opinion but if you do you're research you'll find a TON of success stories even just on WF from users of whom have tried their hand at cold calling and SUCCEEDED dramatically.

    Thanks,
    Jon.
  • Profile picture of the author sloanjim
    sloanjim
    My remark was more about cold calling in general than on your post. But thx for the reply.

    My point being.....if you have to keep cold calling for business maybe something is wrong with your business?
  • Profile picture of the author Rearden
    Rearden
    99% of sales people are going to have to continue prospecting their entire lives.

    I've talked to veteran insurance salesmen who run out of referrals and family members to sell to around the 7-9 year mark. There comes a point where one simply has tapped out whom they can work. Therefore, they go back to what they KNOW works -- they hit the streets, bang on doors, cold call, work a business reply direct mail system, etc.

    Unfortunately, I think a lot of the sales process has been co-opted by charlatans selling "marketing systems" that really target the "lazy factor" all of us have. Nothing sounds better than a six-figure business, where all the business calls YOU, and you don't have to go any further than your kitchen table (wearing nothing but your underwear, of course) to make it happen.
  • Profile picture of the author Jason Kanigan
    Jason Kanigan
    If you don't keep talking to new people/prospects, your business will die.

    I'm totally for using multiple marketing techniques, but nothing has ever worked for me as well as picking up the phone and having a relaxed conversation with another person.
  • Profile picture of the author Jason Kanigan
    Jason Kanigan
    Calling gives you quick feedback, a yes or a no. Marketing can result in a very slow sales cycle. I'm for using everything you can to get incoming leads, but calling in my experience gets you the quickest results.

    'Course, getting your offer out in front of a salivating marketing will work fast, too...but you have to know where is that market is.
  • Profile picture of the author rolltide
    rolltide
    Adrian,
    Can you give us some more info on the flyer system you use? All about having different lines in the water.
  • Profile picture of the author Rearden
    Rearden
    Adrian...

    My father, who sold his business for millions, had all his salesmen cold call.

    This is how he got into some of his biggest accounts.

    Fortune 500 companies... Pharmas... Software development people... all cold call.

    Targeted, direct marketing DOES work... but so does cold calling. For thousands upon thousands of successful salespeople.

    Why is that so hard to comprehend?
  • Profile picture of the author Mav91890
    Mav91890
    Are you just making this up? Because in your other thread you state that your first cold call was very recently and about selling web design.

    Here - http://www.warriorforum.com/offline-...peechless.html

    Quote 1 - When I finally made my FIRST EVER cold call, I didn't know what to expect.. but I prepared a script and off I went. I went on google and found a roofing company with a TERRIBLE website (looked like it was straight out of 1995!) and decided to make the call.

    Quote 2 - This was all from my first cold call ever - beginners luck? I am actually speechless. I'm meeting with this guy on Monday at the company headquarters and I am anxious and excited. I can't believe this.
  • Profile picture of the author JohnDavid
    JohnDavid
    So let's have a race...

    You send out a DM campaign...I'll pick up the phone...

    I'll have a new client before you even get to the post office.

    I like to do target mail also...but the phone is still the most potent, least expensive, and greatest relationship starting device on the planet. It's all in how you approach it.

    It's not worth arguing about, it all works. What doesn't work is sitting around wondering what does work.
  • Profile picture of the author mil0x
    mil0x
    Originally Posted by Adrian Browning View Post
    It seems people around here seem to lie to push the idea that cold calling works.

    Disgusting if you ask me.
    You're right, it is disgusting, all those liars.
    I guess companies that are spending multi-million dollars per month to pay their telemarketers wages get no positive ROI whatsoever. They just like to throw their money away.
    Right?
  • Profile picture of the author Mav91890
    Mav91890
    I'm sure it does, but just makes me wonder if OP is out to publish a WSO or something. LoL I remember reading his original thread on his first cold call ever and how it was a massive success. Now I am like hey, wait a minute.

    If indeed he is lying, which is what it definitely looks like, then he is just making the successful cold callers on the forum look bad.
  • Profile picture of the author bhuff85
    bhuff85
    Amazing how a thread can go from one thing to the next real fast around here...

    Look guys - EVERYTHING works if you work it. And EVERYONE has their own method to the madness and tends to stick with what works for them. If it produces great results for them, then what's the fuss?

    Think about it - Is it hurting your business or taking money out of your pocket because someone is using a method that you don't use or don't care for?

    The back and forth here is like a football player who excels at football telling a basketball player that the only way to be a "real athlete" is to play football. If the basketball player gives it a shot, he may not be good at it. I think you get my point...

    This subforum is to talk about and share strategies and ideas relating to offline marketing, not to try to debunk other people's methods. It's a complete waste of time and does nothing more than make you look silly in the end.
  • Profile picture of the author Mav91890
    Mav91890
    Wasn't trying to debunk his method. Just pointing out some inconsistencies.
  • Profile picture of the author mak25
    mak25
    Originally Posted by Adrian Browning View Post
    Blah, blah, blah, I'm spouting the same old sh*t.

    I have nothing to contribute, except to bust the b*lls of those who prospect by phone.

    Blah, blah, blah, just more condescending BS to spew.

    I'm disgusting if you ask me.
    You know Mr. Tex-ass, I've watched your MO.

    You seem to crawl out from under your rock whenever a thread about prospecting by
    phone seems to appear.

    You add nothing constructive. All you seem to do is belittle those who choose a method
    that fits them.

    If you're so successful as you claim to be, I have yet to find any thread started by you
    that educates, informs, and teaches your methods of prospecting.

    By that I don't mean a bullet list of activities you find to be more advantageous than
    phone prospecting. Any knucklehead can do that.

    I mean a meaningful, insightful, step-by-step instructive thread outlining and detailing
    the many ways you have found to be far superior than, as you call it: "crank calling".

    If you can't man-up and start such a thread to once and for all prove and educate to those
    who would greatly benefit from your self-proclaimed superiority, then may I suggest one simple act for you:

    Crawl back into your hole and beat-it punk.

    Your condescending ways may be a glimpse as to your true personality.
    And that for me, truly disgusts me.

    Peace.
  • Profile picture of the author Jason Kanigan
    Jason Kanigan
    Originally Posted by bhuff85 View Post
    Amazing how a thread can go from one thing to the next real fast around here...

    Look guys - EVERYTHING works if you work it. And EVERYONE has their own method to the madness and tends to stick with what works for them. If it produces great results for them, then what's the fuss?

    Think about it - Is it hurting your business or taking money out of your pocket because someone is using a method that you don't use or don't care for?

    The back and forth here is like a football player who excels at football telling a basketball player that the only way to be a "real athlete" is to play football. If the basketball player gives it a shot, he may not be good at it. I think you get my point...

    This subforum is to talk about and share strategies and ideas relating to offline marketing, not to try to debunk other people's methods. It's a complete waste of time and does nothing more than make you look silly in the end.
    Only a couple of individuals are trying to "debunk" other methods.

    I'm also a copywriter--and I make a whole lot more money per copywriting project than helping people sell better. And I design websites, but you don't even see me talking about that here.

    Unlike some other people, my income doesn't revolve around forum marketing. So there's no need for me to try and say something else doesn't work.
  • Profile picture of the author bhuff85
    bhuff85
    Originally Posted by Jason Kanigan View Post
    Only a couple of individuals are trying to "debunk" other methods.

    I'm also a copywriter--and I make a whole lot more money per copywriting project than helping people sell better. And I design websites, but you don't even see me talking about that here.

    Unlike some other people, my income doesn't revolve around forum marketing. So there's no need for me to try and say something else doesn't work.
    No worries Jason - wasn't singling anyone out here in particular, but just thinking out loud in general. You've posted a heck of a lot more helpful tips and contribute a lot of GREAT stuff than 95% of the people here.

    Some people, on the other hand - no so much...
  • Profile picture of the author mak25
    mak25
    Originally Posted by Jason Kanigan View Post
    Unlike some other people, my income doesn't revolve around forum marketing.
    Wow Jason, that's a low blow.

    Just curious though...if that's a fact, why is your signature bigger than a breadbox?
  • Profile picture of the author Jason Kanigan
    Jason Kanigan
    Originally Posted by mak25 View Post
    Wow Jason, that's a low blow.

    Just curious though...if that's a fact, why is your signature bigger than a breadbox?
    How is it a low blow? I'm just stating a fact.

    I have a lot of ways to help people.

    What I am NOT doing is saying there is only one true golden path to success, and talking down other methods.
  • Profile picture of the author mil0x
    mil0x
    Cold Calling only converts at a 1:100 ratio giving you a conversion rate of a mere 1%.. So this means that for every 100 phone calls you make you are only likely to close just 1 deal.. and that '1 deal' isn't even guaranteed.
    Making 100 calls a day takes about 90 minutes - that is if you manually dial.
    So that would mean 1 sale a day. 1 sale can easily be in the $1,000+ range. So what's so horrible about cold calling again :confused:

    The average warrior does not have thousands of telemarketers on their payroll.. They do not have buildings full of telemarketers who generate millions of calls per day..
    No, they don't. And that's the beauty of cold calling isn't it? One can pick up the phonebook, and start dialing with their phones. In the beginning they may only close 1 out of 200 dials. Then you'll quickly grow to the 1/100 level typically. So you spend anywhere from 90 minutes to 3 hours hitting the phones to land a $1,000+ deal. You could do this 3 times a week and work the other 2 days on getting the actual work done OR you can outsource it and make 5+ sales per week. So that's $3k-$5k per week without any startup money - according to your own theory of ''only'' 1 out of 100 converting.
    So what's so horrible about cold calling again?

    .. and how long does it take to make 100 calls? half a day? a whole day? a week?
    It takes about 90 minutes as stated above. Perhaps you should try it once?

    Look, apparentely you get good results from your direct mail/flyer campaign or whatever it is. Good for you. I just don't see why you have to bash a very established marketing method that has proven time after time to be greatly effective when you clearly have no experience actually doing it (the suggestion that 100 calls might take half or a whole day or even a week)..
    Be open is all I'm saying.

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