MY TELEMARKETING EXPERIENCE! (COLD CALLING - IT WORKS)

by 73 comments
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. :]
#offline marketing #cold calling #experience #telemarketing
  • Profile picture of the author 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
      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
    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
    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
    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
    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
    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
    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
    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
    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 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
    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 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 Mav91890
    Wasn't trying to debunk his method. Just pointing out some inconsistencies.
  • Profile picture of the author maxrezn
    Cold calling, direct mail, and SEO are tools of the DEVIL!!!! Repent fellow offliners sinners and join Browningism where we market our services at farmers markets and on milk cartons.
  • Profile picture of the author payoman
    What the hell is going on here? Since when was cold calling expensive/hard to do/low yield? Have you seen my threads? 7.4k last month from cold calling alone? >_>

    Mind = boggled
  • Profile picture of the author sloanjim
    LOL but such a big "signature box" to advertise in this forum for free.........Bit hypocrytical me thinks!

    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. Jason Kanigan | Did you miss my FREE Offline Sales Training? | I write WSO Copy that Sells
    $ SALES ON FIRE: 1-on-1 Call Gets Rid of Your Cold Calling Fears FOREVER ...
    $ Or Get the Recorded Version if you're on a budget - CLOSING AUG 11
    $ STOP GETTING HUNG UP ON with my Call Training and Script Consultation
    $ Localincomelab.com interviews me on selling | How To Get ME as your Webinar Guest
  • Profile picture of the author sloanjim
    i am not saying that. But it doe seem ro be many peope biz module. So they aren't Int marketers or product producers but phone sellers. If you spend 10 hours a day ,makjnig 100 + calls to get 1 new cusotmers. Where does that leave you any time at all to service existing clients, upsell, create new products etc?

    And isn't this simply a job then? Slave to time?

    I can fully understand say hittign the phone to get 20+ clienbts but then stop and build it up more passivley or just upsel lcurrent customers.

    If you keep selling $100 web sites.....nothing else. It's a daily grind. Not a business.

    Oh and a lot of scams are promoted via the cold calling route. So you might be guilty by "association" I knew a company in Sotuh Africa that sold bogus fake wine invesmtents to US Dr's. ($900M over 8 years they took..got closed down in 2002.) Obviously with scam it's not about word of mouth or legit advertising methods. Personally, I wouldn't touch anything made by a cold call. I might look into it....but I'd be so annoyed at the cold call taking my time up I doubt it.

    The big question, is why would you stop seeking out NEW business? Why have 10 monthly clients when you can have 100? Why have 100 when you can have 1,000?

    That makes no sense.
    • Profile picture of the author Jon Martin
      Originally Posted by sloanjim View Post

      If you spend 10 hours a day ,makjnig 100 + calls to get 1 new cusotmers. Where does that leave you any time at all to service existing clients, upsell, create new products etc?

      Please excuse me, but if it takes a person 10 HOURS to make 100 calls, they need serious assistance.
    • Profile picture of the author iAmNameLess
      Originally Posted by sloanjim View Post

      i am not saying that. But it doe seem ro be many peope biz module. So they aren't Int marketers or product producers but phone sellers. If you spend 10 hours a day ,makjnig 100 + calls to get 1 new cusotmers. Where does that leave you any time at all to service existing clients, upsell, create new products etc?

      And isn't this simply a job then? Slave to time?

      I can fully understand say hittign the phone to get 20+ clienbts but then stop and build it up more passivley or just upsel lcurrent customers.

      If you keep selling $100 web sites.....nothing else. It's a daily grind. Not a business.

      Oh and a lot of scams are promoted via the cold calling route. So you might be guilty by "association" I knew a company in Sotuh Africa that sold bogus fake wine invesmtents to US Dr's. ($900M over 8 years they took..got closed down in 2002.) Obviously with scam it's not about word of mouth or legit advertising methods. Personally, I wouldn't touch anything made by a cold call. I might look into it....but I'd be so annoyed at the cold call taking my time up I doubt it.
      Bro... there are a lot of scams going on that are done through email, craigslist, TV, direct mailing, etc. Telemarketing isn't the only route for that, you know this!

      You might be annoyed at the cold call, but when I call, I'm offering something someone needs.

      The goal isn't to just slam the phone 12 hours a day, but you can. You don't need to be the one working on the projects. I know that I work on some of the projects I sell, but I also have a full team I delegate tasks to. The majority of my time is spent on revenue generating activities.

      I don't cold calling selling $100 websites... I sell $1,000 websites all day. EVERYONE goes with $35/mo hosting/maintenance, most people I upsell more than that.

      100 calls will take me MAYBE 2 hours to make. With an average price point of $1,000 per site, and 100 calls per sale (for me I'm at about 1 per 50 calls), an 8 hour day brings you 4 sales. $4,000/day.... $20,000/wk....$80,000+/mo.

      I will NEVER be happy with what I have as passive income that just comes in monthly. I ALWAYS work to expand the brand, and get new customers as well as introducing old customers new services.

      I've been saying this for the past year, to people cold calling, and people sending DM, people using classified ads, etc. There is a difference between making sales and building a business.

      There is no point, in being satisfied where you are, because once you're happy with that, that is going to be the downfall of your business. I respect the point you're making, because passive income is definitely needed, but realistically, I know that most people who do this, will never be satisfied with a certain amount of income.

      For me... its more than the money. I have specific goals I want to meet.

      You're smart sloanjim, you already know all this but you got me rambling lol! I think everyone can appreciate your point, but you also know as well as anyone else, an entrepreneur wants to see their baby grow into a star. It's more than the money.... sometimes its even more than the goals you set. I personally have become addicted to building businesses, learning different techniques, becoming a student of my industry, and on top of that making some money to play around with.

      We all already know, the phone is amazing to get some quick sales. We know that direct mailing is a very useful tool, it works awesome and I absolutely love it. It's probably my favorite form of marketing because testing the conversions is FUN to me. PPC, we all know works if you have an optimized campaign and know what you're doing... there are SOO MANY forms of marketing that WORK. Even email marketing works... I've been boosting my sales doing a few things different with email marketing and it has been phenomenal.

      I can appreciate every form of marketing.... I just don't understand why other people want to put one form down. Why? Your personal thoughts don't change the efficiency and effectiveness of a marketing technique. I don't like have flyers stuck on my windshield, it pisses me off, but I know they convert... everything converts. That's marketing.

      I think everyone here has something they can learn from other people.

      I don't think we need to make claims in order to make people "be on our side" or back anything up. Everything works... there is no sense in trying to talk down another form of marketing.
  • Profile picture of the author sloanjim
    I am sure running dow the street naked with your web site name tatooed to your backside might get a few clients.....but you want to do it?
    • Profile picture of the author John Durham
      Originally Posted by sloanjim View Post

      I am sure running dow the street naked with your web site name tatooed to your backside might get a few clients.....but you want to do it?
      You are right, getting teenagers to walk down the street in boiling sun passing out flyers and being underpaid is much more becoming.

      Sending people mail in important "legit" looking packages, just so they can open it it in the middle of their busy day, only to find out it is a solicitation is much better.

      Never mind how many of them view it and say "God Im so tired of getting this trash in the mail" and literally throw it away, cursing under their breath at the people who keep wasting their time making them open junk mail.

      You are right, thats much more civil.

      Influencing people into thinking they need to pay you $5000 for something you outsource to the Philippines for $100 bucks- taking advantage of poor under paid talent, instead of paying them what you would an American... is much more civilized "positioning".

      I can tell you that when I outsource to another country, I pay them what I pay an American.

      Positioning, and appearances are not the same as true "worth". You confuse the two. Conversion is conversion, no matter how you position it. And the cost of making 5 sales with a telemarketer is no higher than the cost of doing it via direct mail, only you get results faster, and you actually provide a good opportunity for a person to make money with you and to develop as a business person in the process.

      And perhaps when you have thousands to spend on direct mail, and can withstand the time frame of getting a pipeline going , it is more effortless. I will give credit where it is due.

      Telling people who cant afford that, that they are scum for doing everything they can with what they have is much more humane.

      I feel you sloanjim.
  • Profile picture of the author sloanjim
    Hmmm John I was taking the P**. I wouldn't actually recommend wlaking down the street naked to advertise.

    and I never once mentioend using flyers so why are you now going on about that?

    Thx

    Originally Posted by sloanjim
    I am sure running dow the street naked with your web site name tatooed to your backside might get a few clients.....but you want to do it?
    You are right, getting teenagers to walk down the street in boiling sun passing out flyers and being underpaid is much more becoming.

    Sending people mail in important "legit" looking packages, just so they can open it it in the middle of their busy day, only to find out it is a solicitation is much better.

    Never mind how many of them view it and say "God Im so tired of getting this trash in the mail" and literally throw it away, cursing under their breath at the people who keep wasting their time making them open junk mail.

    You are right, thats much more civil.
    • Profile picture of the author John Durham
      Originally Posted by sloanjim View Post

      Hmmm John I was taking the P**. I wouldn't actually recommend wlaking down the street naked to advertise.

      and I never once mentioend using flyers so why are you now going on about that?

      Thx
      Because flyers and have been the main subject of discussion here...among cold calling naysayers... I was comparing it more to the other forms of marketing that some consider better "positioning" and killing many birds with one stone..., coupled with your feeling that cold calling is bad "positioning".
  • Profile picture of the author Jeff Burritt
    This is true of many things, but, from my experience, especially true in phone sales:

    "Anything works, nothing doesn't"

    "Ready, FIRE, Aim"

    "Much easier to steer when you're already moving"

    "How many people have you prospected today?"

    "Practicing the Basics wins ballgames"

    "Make up in Quantity what you lack in skill"

    "All skills are learnable, if we are teachable"

    "Stop organizing your desk, and pick up the phone"
    "Don't get another cup of coffee, until you pick up the phone"
    "Turn off the email, and pick up the phone"
    "Pick up the phone.....

    "Pick up the phone.....

    "Pick up the phone.....

  • Profile picture of the author rehomenetwork
    Personally, cold calling has always been the best way to gain contacts in a certain location. I always use to do col calling for insurance with a cold call software product.

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