Start Cold Calling tommorow :D

67 replies
Howdy folks. Been inspired by John Durham's posts - Im going to roll-out the 'Bower Formula 2.0' in my local area.

I have a little bit of an edge, as I come from a professional graphic design background and Im at the stage now where my Wordpress acumen is at a fairly decent level. Im confident with the techie stuff.

Built my call-list using Yelp (Home Services listed in my home town), I will call 100 businesses tommorow. I worked in call centres as a young man, so this side of it doesnt phase me either.

If anyone is interested in seeing the home-site, you can check it here: Kentbiz

Thanks for sharing your experiences everyone, I will share my own here
#calling #cold #start #tommorow
  • Profile picture of the author socialentry
    Sure, I am interested.

    Good luck....
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  • Profile picture of the author kebertt
    I checked out your site and the "Claim your website" is cut off - just a heads up before you start your cold calling
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    • Profile picture of the author SurrealPSD
      Originally Posted by kebertt View Post

      I checked out your site and the "Claim your website" is cut off - just a heads up before you start your cold calling
      Appreciate you letting me know. What browser are you using?
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  • Profile picture of the author jordan33
    Its cut off for me to - Google Chrome.
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    • Profile picture of the author SurrealPSD
      Originally Posted by jordan33 View Post

      Its cut off for me to - Google Chrome.
      Thanks, will get straight on that
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      • I like how big everything is, yet you have a lot of space.
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      • Profile picture of the author jordan33
        Originally Posted by SurrealPSD View Post

        Thanks, will get straight on that
        Love the idea though! I'm from the UK and doing the same kind of thing in Bournemouth. Got 500 business cards of vista print and gave them to business owners.. Went very successful!

        Good luck with the cold calling!
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        Make over $200 per day.
        Website + Money making method
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        • Profile picture of the author SurrealPSD
          Originally Posted by jordan33 View Post

          Love the idea though! I'm from the UK and doing the same kind of thing in Bournemouth. Got 500 business cards of vista print and gave them to business owners.. Went very successful!

          Good luck with the cold calling!
          That is EXTREMELY encouraging!

          Thanks for all the support guys, Ive re-jigged the copy and tested in my own Chrome browser - looks ok now.

          If anyone spots anything else out of wack, just let me know lol!
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          • Profile picture of the author jordan33
            Originally Posted by SurrealPSD View Post

            That is EXTREMELY encouraging!

            Thanks for all the support guys, Ive re-jigged the copy and tested in my own Chrome browser - looks ok now.

            If anyone spots anything else out of wack, just let me know lol!
            Working perfect now! Although I have noticed another thing.. The three boxes on the home page 'Free Web design' 'Online Promotion' and 'Room for Growth'....

            The free web design box appears to be longer/bigger then the other two.
            Signature
            WEBSITE FOR SALE
            Make over $200 per day.
            Website + Money making method
            NEEDS TO BE SOLD TODAY - Only $30!
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            • Profile picture of the author SurrealPSD
              Originally Posted by jordan33 View Post

              Working perfect now! Although I have noticed another thing.. The three boxes on the home page 'Free Web design' 'Online Promotion' and 'Room for Growth'....

              The free web design box appears to be longer/bigger then the other two.
              I noticed that too - another rejig of the copy should do it! Got me thinking, why can't all browsers play as nicely as Firefox? lol
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  • Profile picture of the author nextgeneration
    GOOD LUCK on the cold calls. Do you have any scripts or are you comfortable enough just winging it since you did it when you were younger?

    P.S. I know somebody already told you that it wasn't working, it isn't on firefox or safari
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    • Profile picture of the author SurrealPSD
      Originally Posted by nextgeneration View Post

      GOOD LUCK on the cold calls. Do you have any scripts or are you comfortable enough just winging it since you did it when you were younger?

      P.S. I know somebody already told you that it wasn't working, it isn't on firefox or safari
      I have a basic outline from the Durham report, however I will be winging it to a certain extent! Im just going to be honest and let them know about the service, no hard sell with this one
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  • Profile picture of the author mosthost
    I'm in Chrome too and you need to make the header about 20px higher. Other than that, the site looks great.

    I think you'll do really well cold-calling. Most people hate to do it and won't do it, so you probably will end up speaking to some interested people. Good luck with your venture.
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  • Profile picture of the author abelamorales
    Learn more buttons don't seem to work and on this page The Package | Kentbiz make sure to correct your spelling from 'udate' to 'update'.
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  • Profile picture of the author Jon Martin
    It's cut off for me too (chrome), haha - other than that, best of luck. I love your logo! Nice.
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    "Be the hero of your own movie."
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    • Profile picture of the author SurrealPSD
      Originally Posted by Jon Martin View Post

      It's cut off for me too (chrome), haha - other than that, best of luck. I love your logo! Nice.
      Ive fixed the copy now, should be displaying ok?

      Appreciate the kind words - I wanted the logo to have a universal appeal, kind of corporate, but fluffy in a friendly way haha

      Here's a link to 'Site Build' page that's hidden from the navigation, in case anyone wanted to use this model and develop ideas:

      Kentbiz Site Build Page
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  • Profile picture of the author Eddie Spangler
    Best wishes to you BUT I freaking hate this model unless you are going for mass sales
    or as a lead in for other services.

    Just seems that the low monthly price totally cheapens the product. Its a great deal for the consumer, hope it works out for you.
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    Promise Big.
    Deliver Bigger.
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  • Profile picture of the author Lulu Chil
    I like your site, but my question is are you going to make any money off the £24.99? I know Gumtree charges like £6 for the listing for the month. What value does that add to your client's business?
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    • Profile picture of the author mojo1
      All the best on your calling.

      Btw, is the site build page a wordpress plugin?
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      • Profile picture of the author SurrealPSD
        Originally Posted by mojo1 View Post

        All the best on your calling.

        Btw, is the site build page a wordpress plugin?
        Thankyou. The site is a Wordpress theme that I modified
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    • Profile picture of the author SurrealPSD
      You are right Jason, thanks for the resources - checking them out right now

      Originally Posted by Jason Kanigan View Post

      Professionals don't WING IT.
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    • Profile picture of the author John Durham
      He is referring to the free great telemarketing war report script which is an outline that is "half wing"- actually there are a couple hundred or more people who have reported getting their first sale with that one.

      It is somewhat of a script, but also leaves alot of room for winging. Have you checked it out Jason? You might agree in that case...

      I dont make a dime for saying this, I write scripts for "money", and am doing some of that today actually, so I dont have a motivation for directing people to one of my "free" ones, but I have to be honest... it has worked almost miraculously for alot of people who couldnt handle the more verbatim pitches.

      I would place a link but it would be rude and appear semi self serving for me to redirect people away from yours... if thats what they were looking for I wouldnt want to pirate your students or anything...especially when they were already on a successful track...unless someone specifically asked for the link... So I will leave it out.

      Its nothing to me either way, except a chance to see someone else succeed...but I think he's on a good track already, just my opinion.
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      • I noticed your posting yesterday.

        If you made the calls today: I respect you. you did good.

        I even want you to succeed. we all love the guy that try's and can talk the talk AND Walk the Walk'!!!!
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  • Profile picture of the author jordan33
    Let us know how the cold calling goes!
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    Make over $200 per day.
    Website + Money making method
    NEEDS TO BE SOLD TODAY - Only $30!
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    • Profile picture of the author SurrealPSD
      So.. I called my list of 100 numbers. Here's some observations on how it went.

      A lot of numbers were out of service, this could be due to old yelp listings. Everyone was polite, didn't have any rudeness - many people even wished me luck with my endeavours.

      The majority of people I spoke to were gatekeepers. Out of all the people I called I had 4 calls that are potential leads - there are still many people that need websites. I am in talks with one prospect about SEO services.

      Here's a breakdown in stats, not 100 - there were some duplicates from the info I took from yelp:


      • Gatekeepers "Send us an email with info" - 6
      • Voicemail - 30
      • Number not in service - 19
      • "Got all the business we need" - 2
      • Already have a website - 10
      • Don't want website - 6
      • No answer, no voicemail - 3
      • Engaged - 3
      • Leads, info sent by email - 4


      Even though there were no outright sales, Im just glad I picked up the phone and got through the task. I have a feeling that there may be one or two that could convert from todays efforts.


      Going forward:


      • Speak slower on answerphone messages.
      • Employ a better system for logging the leads.
      • Remember to take names.
      • Engage in a bit more conversation, ask more questions.

      With the ice 'broken' so to speak, I look forward to repeating this process for the next 4 days and seeing how it goes down
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      • Profile picture of the author PeacefulCalamity
        Originally Posted by SurrealPSD View Post

        • Gatekeepers "Send us an email with info" - 6
        • Voicemail - 30
        • Number not in service - 19
        • "Got all the business we need" - 2
        • Already have a website - 10
        • Don't want website - 6
        • No answer, no voicemail - 3
        • Engaged - 3
        • Leads, info sent by email - 4


        Even though there were no outright sales, Im just glad I picked up the phone and got through the task. I have a feeling that there may be one or two that could convert from todays efforts.


        With the ice 'broken' so to speak, I look forward to repeating this process for the next 4 days and seeing how it goes down
        Good stuff. How many appointments did you end up getting, if any? I know a lot of people would go for "sending an email with information" but I personally would never do that unless the prospect set a date and time for us to talk over the phone again. They'll just take your email and say they "didn't get it" or that "they're looking over it"

        You have to be a little aggressive following up with business owners. Don't bother him everyday, but don't be a pushover either. Just my 2 cents.
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        • Profile picture of the author moneymakersguide
          When we get a lead we usually mean a secured time for the client to call back and speak with the prospect. We find that usually e-mail leads don't work so well. You could probably use the e-mailing info as an excuse to call back and follow-up and then secure a time.
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          • Profile picture of the author SurrealPSD
            Day 2..

            Let me start by saying that this is not by any means an 'easy route' to success - cold calling is tremendously difficult at first. You need a healthy amount of grit and determination to keep going.

            I made 70 phone calls today, as I have some other design jobs to be getting on with in the evening. Here's the breakdown:

            • Voicemail (left message): 22
            • Number not in service: 11
            • "Got enough business": 3
            • "Retiring, don't need service": 3
            • No answer / no voicemail: 7
            • Already have website: 13
            • "Not interested" - hang up: 4
            • Send info, email: 3
            • Residential number: 2
            Not as good as yesterday - but still learning the ropes. I have a close friend coming round tommorow, who is an accomplished door to door salesman. We'll be talking over a joint venture, in which he receives a commission for each new subscriber he brings in.


            It's good that Ive spent these days doing the work, as Im starting to get a feel for what the sales aspect entails - however, I'd much prefer that my comrade focuses on selling, and I focus on building (what we both do best).


            I'll still chart my progress on this thread, and let you know how it pans out!
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          • Profile picture of the author SurrealPSD
            Originally Posted by moneymakersguide View Post

            You could probably use the e-mailing info as an excuse to call back and follow-up and then secure a time.
            That was my intention, follow up a few days later
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        • Profile picture of the author SurrealPSD
          Originally Posted by PeacefulCalamity View Post

          set a date and time for us to talk over the phone again.
          I took that onboard and used it for one of the prospects I spoke to today. I sent the info and will call him in 2 days
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  • Profile picture of the author jordan33
    Sounds promising! Well done for taking action.
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    Make over $200 per day.
    Website + Money making method
    NEEDS TO BE SOLD TODAY - Only $30!
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  • Profile picture of the author HostWind
    SurrealPSD, I always enjoy seeing these threads. 4 is more than none! Sounds like you are very aware of your potential as well. Stick to it and I am sure you will do fantastic!
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  • Profile picture of the author John Durham
    ooops, my bad, he's using the bower script.

    Yeah that is NOT a winging script, but you have to edit it to your own personal offer so I DO suggest if you dont have a custom one , to follow that outline, because its a specific type of selling... but also do suggest a little winging and tweaking as you see how it works with your own market and offer specifics. The principles are there though so I wouldnt stray tooo far. Its a proven million dollar approach.

    Funny enough on that one, I get pms from people who have had alot of success with it like 6 months after the fact and they have a full blown bower model going, but they dont post alot. Never could figure that out. Fear of competition or something?

    In fact someone who I recently made friends with who used to be the epitome of an "Anti John" (lol) actually told me the other day that it had worked for them and they had a good bower model going.
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  • Profile picture of the author SurrealPSD
    Thanks for the encouragement and input everyone.

    John, one thing Ive learnt today is that the sales process should be more of a 'slow dance'. Due to first day nerves, I think I was a little jittery at times and sped up the conversation too much. I'll learn from this and adapt for tommorows calls.

    I think by my 500th call I'll have a bit more finesse with my approach!
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    • Profile picture of the author John Durham
      Originally Posted by SurrealPSD View Post

      Thanks for the encouragement and input everyone.

      John, one thing Ive learnt today is that the sales process should be more of a 'slow dance'. Due to first day nerves, I think I was a little jittery at times and sped up the conversation too much. I'll learn from this and adapt for tommorows calls.

      I think by my 500th call I'll have a bit more finesse with my approach!
      Yeah, the questionnaire is kind of a cat and mouse thing, you ask a question, feel their pulse and maybe comment before the next....

      Example:

      Question: How long have you folk been in business?

      Comment: Okay great, so you folks must have a pretty good reputation there then, thats awesome, by the way

      What company colors are we going to be using for your website Bob?

      Its a dance like you said, you have to be sensitive to lead them.... not necessarily just asking the questions cut and dry. For lack of a better term you have to kind of feel them out along the way and make sure you still "have them". If not its okay, qualify them out.

      Just relax. They arent gonna bite you, but you MIGHT just make a new friend if you stay calm and just enjoy talking to them. You are right...slow it down to where you can feel it, and they can too. nobody is going anywhere and if they do its just a no out of the way.

      I bring the script, and you bring the FEEL to the script. They are real questions , so just ask them matter of factly and make it human.

      If they qualify out "Next. You werent my market. Its okay".
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  • Profile picture of the author GobBluthJD
    I'm following this, keep us updated!
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  • Profile picture of the author Jason Kanigan
    John's scripts work just fine, as a matter of fact I am reading his offline phone pitches report and seeing a lot of great things for newbies and experienced telepros alike.

    The key word here is to be a professional. John's scripts are professional, so please treat them and your career as such. When I say "Don't Wing It", this is what I mean. Professionals get great by taking it seriously.
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    • Profile picture of the author John Durham
      Originally Posted by Jason Kanigan View Post

      John's scripts work just fine, as a matter of fact I am reading his offline phone pitches report and seeing a lot of great things for newbies and experienced telepros alike.

      The key word here is to be a professional. John's scripts are professional, so please treat them and your career as such. When I say "Don't Wing It", this is what I mean. Professionals get great by taking it seriously.
      Jason your advice is as good as mine honestly, you are a straight up pro with this stuff...I just dont like to see people jumping tracks when they are on one, whatever track it is......we all have so much tendency to lose focus, and that really hurts success. most tracks around here will lead to success if a person will just stay on one.
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  • Profile picture of the author Jon Martin
    I agree - sending an e-mail is something that is requested by a ton of my clients, but if I get no response (70% of the time or more, usually) I am always sure to follow up with a call. Something like this:

    "Hi there! It's Jon giving you a call back, we spoke last week about the website. I sent you over an e-mail and I was just curious as to whether or not you've had the chance to read it, and if you have any questions".

    I can usually transform those into appointments. Best of luck!
    Signature
    "Be the hero of your own movie."
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  • Profile picture of the author HAdrian1239
    For the ones that already have a website... are you poking around to see if they're happy with it or would be interested in a re-design?
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    • Profile picture of the author SurrealPSD
      Originally Posted by HAdrian1239 View Post

      For the ones that already have a website... are you poking around to see if they're happy with it or would be interested in a re-design?
      Nope, I just want to focus my energy on those not online yet
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  • Profile picture of the author HAdrian1239
    Good luck! But, I've always found it easier to deal with people who already have a website (they know the value) and who are probably not happy with it.

    Either way, keep calling and you'll get something!
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    • Profile picture of the author SurrealPSD
      Originally Posted by HAdrian1239 View Post

      Good luck! But, I've always found it easier to deal with people who already have a website (they know the value) and who are probably not happy with it.

      Either way, keep calling and you'll get something!
      Good observation, I'll take that onboard. I'll talk this over with my buddy tommorow
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  • Profile picture of the author John Durham
    Originally Posted by SurrealPSD View Post

    Day 2..

    Let me start by saying that this is not by any means an 'easy route' to success - cold calling is tremendously difficult at first. You need a healthy amount of grit and determination to keep going.

    I made 70 phone calls today, as I have some other design jobs to be getting on with in the evening. Here's the breakdown:

    • Voicemail (left message): 22
    • Number not in service: 11
    • "Got enough business": 3
    • "Retiring, don't need service": 3
    • No answer / no voicemail: 7
    • Already have website: 13
    • "Not interested" - hang up: 4
    • Send info, email: 3
    • Residential number: 2
    Not as good as yesterday - but still learning the ropes. I have a close friend coming round tommorow, who is an accomplished door to door salesman. We'll be talking over a joint venture, in which he receives a commission for each new subscriber he brings in.


    It's good that Ive spent these days doing the work, as Im starting to get a feel for what the sales aspect entails - however, I'd much prefer that my comrade focuses on selling, and I focus on building (what we both do best).


    I'll still chart my progress on this thread, and let you know how it pans out!
    If it helps, I use to have a room with 100 telemarketers who did it all day long, averaging 2 -3 phone closes per day, but they were dialing at a rate of 70 to 100 dials per hour, 7 hours per day... averaging about 5-600 dials...

    So, if two sales per day will make you a millionaire in a years time, you have to decide if thats a good living for 5-7 hours per day?

    I would also suggest trying to let go of people faster...

    For me 6 hours lets say on the phone to make a million dollars isnt bad at all compared to most jobs...

    I know this post sounds kind of hard core, but not really sure how to say it. I was talking to ken Michaels this morning about this: "How can we teach people to do what we have done, if they think a hundred dials per day is hard?".

    Not being sarcastic whatsoever, and I applaud the effort, but no making a million dollars isnt easy, just "worth it".

    I wish I could make it easy folks- Success is achieved only by those who are willing to do what successful people do... and Surreal is an inspiration because he is taking action....However...

    I sometimes look at my daughter, and she says "Im trying my best" and I think to myself "This sint even CLOSE to what an average person does who is successful at something, so if she is trying her best then what hope is there that she will even get into the BALPARK of an average successful person...?" In her case, I just think, its alright I love her and dont have expectations like that as long as she is happy, but thats a seperate issue from her "getting it" about trying hard...

    Trying to find the right words to say something that sounds crude... "!8 year olds do this" so how can we teach grown business people to do what average 18 year olds with no experience do?


    Sure its hard for them to, but they get it, and bust through it...

    Sometimes I find myself at a loss for words... and feel like I should give up and just teach appointment setting only...lol

    Much love surreal, this isnt personal to you, just some introspection that had to come out...

    On an encouraging note David Stewart told me this morning that he hired a telemarketer to do appointment setting last year and she created so much business that he had to stop her from calling, and that he still runs his business just on the referrals he got from all the biz she wrote!

    I get alot of cool stories from people who try this stuff.

    It isnt a matter of lack of talent, its a matter of dialing till you break through the wall. Its hard to do when the average warrior dials less in a week than the people Im used to training do in a day.
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    • Profile picture of the author SurrealPSD
      I hear ya John - I really do

      I'll be hitting the process with more efficiency as time develops - first week is finding my feet (Im dialling manually on a cell phone).

      Im excited to have my buddy onboard as he is what you could define as a classic 'salesman' - so we may hit the streets as well, visiting businesses.

      Will keep you updated

      Originally Posted by John Durham View Post

      If it helps, I use to have a room with 100 telemarketers who did it all day long, averaging 2 -3 phone closes per day, but they were dialing at a rate of 70 to 100 dials per hour, 7 hours per day... averaging about 5-600 dials...

      So, if two sales per day will make you a millionaire in a years time, you have to decide if thats a good living for 5-7 hours per day?

      I would also suggest trying to let go of people faster...

      For me 6 hours lets say on the phone to make a million dollars isnt bad at all compared to most jobs...

      I know this post sounds kind of hard core, but not really sure how to say it. I was talking to ken Michaels this morning about this: "How can we teach people to do what we have done, if they think a hundred dials per day is hard?".

      Not being sarcastic whatsoever, and I applaud the effort, but no making a million dollars isnt easy, just "worth it".

      I wish I could make it easy folks- Success is achieved only by those who are willing to do what successful people do... and Surreal is an inspiration because he is taking action....However...

      I sometimes look at my daughter, and she says "Im trying my best" and I think to myself "This sint even CLOSE to what an average person does who is successful at something, so if she is trying her best then what hope is there that she will even get into the BALPARK of an average successful person...?" In her case, I just think, its alright I love her and dont have expectations like that as long as she is happy, but thats a seperate issue from her "getting it" about trying hard...

      Trying to find the right words to say something that sounds crude... "!8 year olds do this" so how can we teach grown business people to do what average 18 year olds with no experience do?


      Sure its hard for them to, but they get it, and bust through it...

      Sometimes I find myself at a loss for words... and feel like I should give up and just teach appointment setting only...lol

      Much love surreal, this isnt personal to you, just some introspection that had to come out...

      On an encouraging note David Stewart told me this morning that he hired a telemarketer to do appointment setting last year and she created so much business that he had to stop her from calling, and that he still runs his business just on the referrals he got from all the biz she wrote!

      I get alot of cool stories from people who try this stuff.

      It isnt a matter of lack of talent, its a matter of dialing till you break through the wall. Its hard to do when the average warrior dials less in a week than the people Im used to training do in a day.
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    • Profile picture of the author zimbizee
      Hi

      I'm also in the uk and was wondering where you get your lists to dial from if you don't mind sharing. Are you just going through the YP etc or have you bought a list?

      Best of luck to you.

      Z
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      • Profile picture of the author jordan33
        Originally Posted by zimbizee View Post

        Hi

        I'm also in the uk and was wondering where you get your lists to dial from if you don't mind sharing. Are you just going through the YP etc or have you bought a list?

        Best of luck to you.

        Z
        I Use checkatrade.com
        Signature
        WEBSITE FOR SALE
        Make over $200 per day.
        Website + Money making method
        NEEDS TO BE SOLD TODAY - Only $30!
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      • Profile picture of the author SurrealPSD
        Im using Yelp at the moment, but will look around because of the number of outdated listings

        Originally Posted by zimbizee View Post

        Hi

        I'm also in the uk and was wondering where you get your lists to dial from if you don't mind sharing. Are you just going through the YP etc or have you bought a list?

        Best of luck to you.

        Z
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  • Profile picture of the author John Durham
    Cool surreal. didnt mean for that to come out on this thread in particular, but thanks for bein a good sport!
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  • Profile picture of the author Trev81
    Nice to hear of someone starting out. I have been cold calling for years as my day job and I do it pretty successfully. I'll offer some tips that made me very successful over the years.

    First call I make if I dont have any details (name, email, position) I ask for this information, then call back another time. I say to the GK I want to send over some information, who should I address it to, is there an email etc.

    Always use open ended statements/questions - What methods do you use to get leads? How is business at the moment? Tell me about your marketing methods at peak times? What is your biggest challenge in business? etc etc. This opens the prospect up to talking about themselves and their business which is good for the sales process.

    Write out a list of benefits and keep them with you while making the calls. Its good to have a reference to look at and helps the conversation flow more naturally. Remember to distinguish between benefits and not tell the prospects the features of the product. People buy because of benefits not features.

    In every email I send I give a date and time that I will call the prospect back. This sets this up in their mind so when you do call, they may be more receptive to taking your call.

    Ask the prospect questions like, If I could get you x amount of leads/customers per week, what would that do for you? What would it mean to your bottom line if I could increase your customer base, etc

    During the call ask "How does that sound to you, what do you think so far, etc. It lets you gauge what the customer is thinking and keeps the conversation flowing naturally.

    Always ask for referrals at the end of the call. "Do you know anyone else that might be interested in my services?"

    Always, always call back when you say you will. This is really important and makes you look very professional.

    Thats all I can think for now. If I think of any more I will let you know.

    Oh yeah. Get a cheap CRM system. Lets you manage your leads 10x better than a list/excel sheet etc. I personally use salesforce.com as I think its the best but you can use something else. Then if you hire a sales guy and he leaves you still have all of the historical information to hand and you will have a good database of conversations, decision makers, etc. Invaluable if you wanna build something longer term.
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  • Profile picture of the author ambrking
    Cold calling can be challenging. Do not lose hope if you get negative feedback, it usually takes some time to convert leads. Best of luck to you.

    Amber
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  • Profile picture of the author lampistabcn
    Good luck , suerte
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  • Profile picture of the author SurrealPSD
    Trev, awesome comment - thanks so much.

    Yesterday I had a meeting with my friend, we discussed the offer and how he can sell direct to businesses by visiting them. There may not be any updates for a few days, Im putting together an information pack to get him up to speed (he comes from an energy sales background).
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    • Profile picture of the author Trev81
      Originally Posted by SurrealPSD View Post

      Trev, awesome comment - thanks so much.

      Yesterday I had a meeting with my friend, we discussed the offer and how he can sell direct to businesses by visiting them. There may not be any updates for a few days, Im putting together an information pack to get him up to speed (he comes from an energy sales background).
      You are welcome dude. Glad to help you out.
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  • Profile picture of the author PsycFa
    You should take care of the variables that will render them as invalid leads. Instead of wasting time calling 100 leads and getting around "10-20 maybes". I will spend one hour or two checking those leads online; their websites; social outlets etc..

    You could have easily trim this down by at least 75% focusing only on those who really need your services.

    I do cold calling a lot; and I guarantee you; working as telemarketing centre will render you bitter in the end.

    Instead of calling 100 businesses and getting all these maybes, trim them down, check out those that are active on social networks, check websites if there is problems(mobile - seo on/off page - proper layout - maps integration - social integration etc..)

    Then only you can contact them as you know what they lack and you are offering specific services. And not a general free website package...

    I prefer calling 10 leads that I am sure will be 85% into my services than 100 leads that I've got no clue about their needs..

    I guarantee you that if you follow this strategy; out of 10 leads you will be closing on a ratio of 8:10 depending on external variables such as financial restrictions etc on their behalf..
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    The aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.....

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  • Profile picture of the author Trev81
    I had a great opportunity in my last job to learn SPIN selling. Great teachings altogether. Its more about proactive sales calling nowadays than "cold calling". Calls should be less scripted, more structured and the sales guy should listen more than he speaks. Using effective questioning is the key as it allows the prospect to come up with the problem rather than the sales guy forcing it down his neck.

    I had great success with this and even if I didn't get the sale, it really allowed me to foster a good rapport with the prospect which is good for the future.

    Agree with PsycFa, do some research and ground work on the leads and you will notice an improvement in the quality of your calls.

    Rather than asking "Do you have a website?" you can say "I've noticed you don't have a website".

    Its a mind game. I actually love calling prospects. I find it great fun.
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    • Originally Posted by Trev81 View Post

      I had a great opportunity in my last job to learn SPIN selling. Great teachings altogether. Its more about proactive sales calling nowadays than "cold calling". Calls should be less scripted, more structured and the sales guy should listen more than he speaks. Using effective questioning is the key as it allows the prospect to come up with the problem rather than the sales guy forcing it down his neck.

      I had great success with this and even if I didn't get the sale, it really allowed me to foster a good rapport with the prospect which is good for the future.

      Agree with PsycFa, do some research and ground work on the leads and you will notice an improvement in the quality of your calls.

      Rather than asking "Do you have a website?" you can say "I've noticed you don't have a website".

      Its a mind game. I actually love calling prospects. I find it great fun.
      great to hear about spin selling.

      If I can ask, what has been your experience now with "objection prevention" rather than "objection handling" ?

      maybe this can help people esp. on the 1st call????
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  • Profile picture of the author Demetrius
    Wish you all the best for you cold calls and hope you will get the best result out of it.
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  • Profile picture of the author rbecklund
    Congrats on getting going on the cold calling. I don't agree with prequalifying who you are going to call. I have gotten work from people who have great sites ranking #1 for their main keyword. The work was for another site in a different niche. And many people with crappy sites don't know any better and are perfectly happy with their circa 2003 website.

    John, you make a good point about moving beyond 100 calls per day or 150 calls per day. My problem is there are other things in the business to tend to.
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  • Profile picture of the author patriciaC
    Nice and simple. Maybe change the pink and blue font.
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  • Profile picture of the author Lesley Huntley
    Any updates on this Surreal? Love to hear how you are going.
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  • Profile picture of the author RussellMax
    Can you update us on the progress?
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