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Mastering Cold Calling - criticize my script and fallow my progress

by WalterW
38 replies
Ok, so before I start a little about me -

I'm almost 20 years old, I had horrible 2012 so I have around 50$ to my name as of this moment.

I have decided the easiest way for me to get some "live off" money is by selling web development and SEO services.

I will update my progress (my script, thoughts/ideas, and general things) in this thread.

Please criticize my scripts. Also any links/resources for cold calling is welcome.



***

Hello, I do internet stuff. Do you have a minute?

[answer]

Do you have a webpage?

[NO, I DONT HAVE A WEB PAGE]

Why not? Do you not see any point in it, or maybe you haven't had the time to get it sorted?

[answer]

At this point I eliminate any doubts they might have about owning a webpage. Then I go on to say-

Like I said I do a lot of internet stuff, I can make a webpage for you and optimize it for google. It will cost you XXX$. I will make the page until you are 100% satisfied with the results.

Then I answer all the questions and explain how will it all work (how they pay me etc.)

----

[YES, I HAVE A WEBPAGE]

At the moment there are almost as many webpages as there are internet users, so its obvious that a lot of those webpages don't get any traffic.
Do you know how much traffic your page is getting? And do you know how are people finding you?
---
[NO]

Like I said, I do a lot of Internet stuff so I can install a traffic counter and make your page appear on the first site on google for specific keywords. It will cost you XXX$
---
[YES, I HAVE GOOGLE ANALYTIC INSTALLED AND I HAD SOMEONE TO DO A SEO FOR ME]

Ok, thats great, you must be getting a lot of business from your webpage, after all, everyone uses the internet.
One more question, is your page optimized for mobile phones and tablet computers? There is around 400 million of those devices in the world at the moment.

[NO, I DONT HAVE A MOBILE VERSION]

Then I can help you to optimize your page for the technology century that we live in by all 100%. I will optimize your page for XXX$.

***


So how is my script? Should I say the amount i'm charging right away?
A side note, I won't be calling in English, will do it in my native language (for now), so I translated the script here.
#calling #cold #criticize #fallow #mastering #progress #script
  • Profile picture of the author Liz Morgan
    "I do internet stuff"

    Are you serious?
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    • Profile picture of the author WalterW
      Originally Posted by Liz Morgan View Post

      "I do internet stuff"

      Are you serious?
      Thanks for your comment.
      Could you please elaborate what exactly you find bad in that?

      I want them to think of me as someone who's a nerdy guy who makes websites and can provide solution to anything they need technology/internet vise.

      How else could I describe that?

      Thanks.
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    • Profile picture of the author Kilterman
      Originally Posted by Liz Morgan View Post

      "I do internet stuff"

      Are you serious?
      Sorry, I thought this too.
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  • Profile picture of the author WalterW
    That's just four words.

    Remember, I will be calling in a different language. It might sound/come off different in my language. Idk if it will, because I don't understand what are you implying is wrong with that.
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    • Profile picture of the author misterme
      Originally Posted by WalterW View Post

      That's just four words.

      Remember, I will be calling in a different language...
      Walter, you asked for help. Don't dismiss the advice you're given by justifying reasons for doing what you did.

      Your script is combative. It's not going to help you. What did you base it on?
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  • Profile picture of the author Kilterman
    You never know till you test it . Worst case scenario you play around with the opener to you land something that works and build on it.

    I would say something different than " i come from the intrawebz"
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    • Profile picture of the author WalterW
      Originally Posted by Kilterman View Post

      You never know till you test it . Worst case scenario you play around with the opener to you land something that works and build on it.

      I would say something different than " i come from the intrawebz"
      ok thx, will try to come up with different openers and see what works. will report here.
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  • Profile picture of the author WalterW
    Ok, after thinking about it, the problem is that its a bad introduction?
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  • Profile picture of the author iAmNameLess
    Originally Posted by WalterW View Post

    I have decided the easiest way for me to get some "live off" money is by selling web development and SEO services.
    Ah, quite the decision and intuition you must have to come to that conclusion. That internet stuff sure does great, must be easy to make money from that stuff...

    My recommendation for easy live off money, is a job, and do this on the side until you start doing well.
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    • Profile picture of the author WalterW
      Originally Posted by iAmNameLess View Post

      Ah, quite the decision and intuition you must have to come to that conclusion. That internet stuff sure does great, must be easy to make money from that stuff...

      My recommendation for easy live off money, is a job, and do this on the side until you start doing well.
      Yeah I see what you meant.

      The thing is I need "live off money" to do other projects on the side.
      To succeed in those projects I will need the skills I will learn in this venture.
      A work will get my by, but thats it, no place where to grow etc. where as this one will give me confidence, skills, experience and money to live off. Thats why I consider it "easiest".


      Btw, I wrote down some other openers, and I understood that opener is one of the most important aspect of this. I need to get their attention and make them interested in talking to me.
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  • Profile picture of the author Kilterman
    Considering your calling these people, you must have their names or business name?

    Google them and say this?

    You find no website, call and say

    "I looked everywhere for you online and noticed you have zero web presence , I can change this a give you a proven reliable income source that will pay you even after you've already paid me"

    Or if they have a website always trash it like it sucks

    "while searching for your phone number I came across a really old website that was really hard to use with my iPhone , I can fix it to where EVERYONE can see you not just your current customers "


    I'm in sales so this may be "pitchy"
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  • Profile picture of the author DanielleDeHann
    Call me crazy but I like the "Internet Stuff" thing. If someone called me and said

    "Hey this is Walter and I do some internet stuff like help you turn your visitors into people who actually come to your store and buy something...ya know, that kind of thing...you got a minute to talk"

    I'd listen!

    If someone called and said..

    "Hi, this is Walter from XYZ Marketing, I search all over the internet and couldn't find your website and I'd like to know why you don't have one."

    I'd think to myself "Why do you care" and I'd hang up.

    Just my opinion from a customers standpoint.
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  • Profile picture of the author ScottStuart
    "Hey this is Walter and I do some internet stuff like help you turn your visitors into people who actually come to your store and buy something...ya know, that kind of thing...you got a minute to talk"
    I like this Danielle! The problem with most scripts is they come off like a script. That's one of the reasons why most people have an aversion to salespeople.

    Having said that, an opener is very important - this is where you'll either get the chance to have a conversation or not. I like Danielles, but make sure it works for you. Practice your 1 sentence opener until it is natural, makes sense and is interesting.

    Focus on them, not on you, and you should do ok.
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  • Profile picture of the author Jason Kanigan
    A little forum research could have shown the OP several different calling scrips and methods.

    The real factor here is whether he actually calls or not.
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  • Profile picture of the author BarbStep
    I came across an article on cold calling and found it helpful. Maybe it can help you also. Are at least you can get a few pointers... brainstorming ideas for your calling.
    Here's the link: How to Write an Effective Cold-Call Script | Small Business Marketing Sucks

    Just keep in mind that the businesses you are calling need to know what's in it for them. How is your service going to bring them more customers, more profit, more leads...

    Hope it helps
    Barb
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  • Profile picture of the author flightrisk
    WOW OP left himself open on this one. There are alot of scripts on the is forum, and others, that will get you through this.

    This past year I got 1 appt. every day on average using this script, which was pieced together from this forum:

    Hi, Im not sure to speak with maybe you could help me... im a new web deisgner in town and was just calling to let folks know of our services, does your company have a web site or have you thought about any web projects in the future?

    Is this the best script? No... but it works for who im calling. Its quick...Get the info you need and move onto the next call!

    150 calls a day will get at least 1 lead for sure
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  • Profile picture of the author WalterW
    So I have done 117 calls.

    So far 11 leads so about 10% conversation rate, but I fell like I'm getting better at convincing them that they need a webpage and generally pushing more. Also starting to understand what opener to use for certain niches.

    Out of the 11 leads no real orders so far (but only been 2 days since I started). I ask them for email and then give my portfolio (not a very good one yet) and explain how they pay me etc. then I ask them to give details on what they want in the page and also mentor that I can give some suggestions on what to put in there if they have no idea what they want. I think this might be bad, as they might start thinking that they don't really need a page if they don't know what to put in it.

    Also a problem is that I can't get their email address right, like I input what they said, listen to the conversation (I record the convos), even call them back but the email address is still wrong. I have lost around 2 leads this way.

    I'm also starting to mix in email marketing. I make a list of horrible looking pages, send them a bulk email and plain on giving a call in 3 days. Have sent 16 so far, got 1 email response already.

    How many calls did it take for you guys to get the 1st order?
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    • Profile picture of the author dlink
      Originally Posted by WalterW View Post

      Also a problem is that I can't get their email address right, like I input what they said, listen to the conversation (I record the convos), even call them back but the email address is still wrong. I have lost around 2 leads this way.
      I use to be a police dispatcher & 911 call taker and we had to spell and confirm everything using the phonetic alphabet (LAPD version, Adam, boy, charles, David, etc).

      So, now use it on my calls to verify name spellings and email addresses & whatever else I need to confirm. If you know or learn the military version (alpha, bravo, charlie, delta, etc) that should work too.

      You just need to know you're doing everything you can to get the information right, especially because simple letters can sound the same for reasons like bad phone quality or just not anunciating clearly. So I always make sure to clarify on letters like s and f, d & b, sometimes c & e, etc.

      I also like doing it because I've found it makes sure they're paying attention or at least engaged for the moment, I always say something like "let me read this back to you to make sure I have this right." When I'm clarifying 'problem letters' I ask "is that s like Sam or f like Frank?"

      So far no lost/bad emails for me *knocks on wood*, so I can be about 99.9% sure if the email address I have is wrong it's because they gave me a bad email by saying yes to my confirmation read-back to them.

      Just might be something you want to do/try if you're getting bad email addresses.
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      • Profile picture of the author iAmNameLess
        Originally Posted by WalterW View Post

        So I have done 117 calls.

        So far 11 leads so about 10% conversation rate, but I fell like I'm getting better at convincing them that they need a webpage and generally pushing more. Also starting to understand what opener to use for certain niches.
        That definitely isn't a conversion. You were just prospecting and found leads, but none of the leads have converted. You have a 0% conversion. 10% becoming leads is usually a little too high as well, how are you qualifying them to become a lead? Just because they say you can send them something in email doesn't mean they are a lead.

        Usually, I will find, 3-5 per 100 will be real leads. Of those 3-5, you will typically get 1-2 sales.
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        • Profile picture of the author WalterW
          Originally Posted by iAmNameLess View Post

          That definitely isn't a conversion. You were just prospecting and found leads, but none of the leads have converted. You have a 0% conversion. 10% becoming leads is usually a little too high as well, how are you qualifying them to become a lead? Just because they say you can send them something in email doesn't mean they are a lead.

          Usually, I will find, 3-5 per 100 will be real leads. Of those 3-5, you will typically get 1-2 sales.
          I consider them leads when they ask about price. I shut up about the benefits of having a web page when they ask about the price or portfolio. Then I explain my prices and ask for their email, I sent them an email explaining how the whole process works, how they pay me and all that. I call them to action, to write to me what they want in a page and offer to give some suggestions.

          Sometimes I don't even need to convince them, they just ask me straight away how much it costs and if they could see something I have done.

          I plain on focusing on getting good at creating leads into orders for the next few business days. I will email them the suggestions, call them up saying "you didn't get back to me, so I sent you the suggestions. Can I start the work at the page?!" or something like that.
          How does a plain like that sounds?
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          • Profile picture of the author misterme
            Originally Posted by WalterW View Post

            I consider them leads when they ask about price. I shut up about the benefits of having a web page when they ask about the price or portfolio. Then I explain my prices and ask for their email, I sent them an email explaining how the whole process works, how they pay me and all that. I call them to action, to write to me what they want in a page and offer to give some suggestions.

            Sometimes I don't even need to convince them, they just ask me straight away how much it costs and if they could see something I have done.

            I plain on focusing on getting good at creating leads into orders for the next few business days. I will email them the suggestions, call them up saying "you didn't get back to me, so I sent you the suggestions. Can I start the work at the page?!" or something like that.
            How does a plain like that sounds?
            Sounds like these people haven't become paying clients? I'd say any talk getting into price and payments is pre mature until they say they want to hire you (of course when they show that level of interest is when you get into price). I'd say you need to learn how to bypass price when they bring it up, not ignore it but bypass it, so you can build value and desire first. Bypassing price is a technique. That whole "can I start?" is being way too anxious and pushing ahead of them. I could be wrong, but I don't think so.
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    • Profile picture of the author Jimmy Rodela
      Originally Posted by WalterW View Post

      I make a list of horrible looking pages, send them a bulk email and plain on giving a call in 3 days. Have sent 16 so far, got 1 email response already.
      This is a good way of prospecting. How do you hasten the process of looking for old/crappy websites? I'd appreciate it if you'd share. Thanks!
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  • Profile picture of the author Rearden
    Keep picking up the phone -- you are 90% there already.
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  • Profile picture of the author jamesie
    i dunno man, its cheeky i will give you that but i just cant see that work
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  • Profile picture of the author WalterW
    I posted some classified ads for web services and got an order there.

    I might get one of my leads into buying an online store development from me, the thing is idk if I would be able to make it. Does anyone know if there are some good plugins, themes etc for this? Really don't want to turn that one down, would have decent $ to live off of and could sell more products, like SEO etc.
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    • Profile picture of the author John Durham
      Originally Posted by WalterW View Post

      I posted some classified ads for web services and got an order there.
      Its so interesting watching this stuff develop, when you are in the know from the beginning.

      To quote Michael Hiles:

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  • Profile picture of the author WalterW
    I think what I will do is try to stick to one niche, like make 100 calls for one niche. Get the 5-8 emails, sent them an template email WITH the suggestions already in and maybe ask them to pay 20% of the amount, calling that as "understanding if you are serious about the page".

    What concerns me in that is that the amount is rly small and they might think I'm a scamer or something. Because why would someone ask for 50$ in advance.

    Could someone post links to some techniques on converting leads into orders please
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  • Profile picture of the author iAmNameLess
    You're giving them an out. Converting a phone conversation into an email is almost always an awful way to go about it, they aren't really leads. Asking for 20% is also bad.... The lowest you should ever go is 50% down, 50% after.

    We process payments in full, with cold calls. They don't want to do that? Then see ya. It is full payment up front unless it is a very large amount then we work out the details.

    Make it stupid easy for a customer to buy from you.
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    • Profile picture of the author WalterW
      Originally Posted by iAmNameLess View Post

      You're giving them an out. Converting a phone conversation into an email is almost always an awful way to go about it, they aren't really leads. Asking for 20% is also bad.... The lowest you should ever go is 50% down, 50% after.

      We process payments in full, with cold calls. They don't want to do that? Then see ya. It is full payment up front unless it is a very large amount then we work out the details.

      Make it stupid easy for a customer to buy from you.
      Ok, so what about this-
      I ask them to get to their computer or ask a call back time when they will be at their computer. Then I ask them to go to my web page (i could get a two letter domain in my country), I could make it something like domain.com/p and put my bank details there and ask them to pay 50%.
      Will this work? What concerns me with this is the facts that I have to:
      Convince them they need a web page;
      Get them to their PC;
      Get them to pay 50% upfront to a new company to someone they just met on a phone, and they haven't even seen my portfolio.

      Am I over analyzing?

      How does your clients pay you?
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      • Profile picture of the author iAmNameLess
        Originally Posted by WalterW View Post

        Ok, so what about this-
        I ask them to get to their computer or ask a call back time when they will be at their computer. Then I ask them to go to my web page (i could get a two letter domain in my country), I could make it something like domain.com/p and put my bank details there and ask them to pay 50%.
        Will this work? What concerns me with this is the facts that I have to:
        Convince them they need a web page;
        Get them to their PC;
        Get them to pay 50% upfront to a new company to someone they just met on a phone, and they haven't even seen my portfolio.

        Am I over analyzing?

        How does your clients pay you?
        Step 1 - Find out if the person is even interested
        Step 2 - Find out if they can afford your price
        Step 3 - Collect payment

        You don't have to CONVINCE them they need a website. You don't need to reschedule a call back, you have them on the phone right then and there. Close the deal... don't wait for them to get around to enter their payment details, process the payment over the phone and THEN email them a receipt.
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  • Profile picture of the author Jon Martin
    Gotta agree with IAmNameless here. Don't try the e-mail route. I've been there before and it absolutely blows. I'd even rather you schedule appointments for real-life pitching rather than send follow up e-mails. Of course selling on the phone is the most time-efficient method, though.

    It doesn't matter how many e-mails you are collecting because you are losing HOT prospects. Don't give them the time to think about it and certainly don't give them the chance to ignore you via e-mail, because it's so very easy to do.

    Best of luck. Looking forward to reading about your results.
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    "Be the hero of your own movie."
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  • Profile picture of the author WalterW
    A little update.

    I made a huge mistake. I got an order from classified ads that I posted. Because I was so desperate for $ and didn't want to lose that order I gave full control to that person. I told them I will make the page until they like it 100% and that they only pay me then. The result was "dealing" with that order for around 5 days and only making 200$.

    The lesson I learned is that its productive to get at least 50% of the order straight away. So I'm registering a company to get the money straight away while they are on the phone with me. Creating my own page now, will rank it for certain keywords.

    Goal for the next 2 weeks is $2,000 in sales, think it should be easy.
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    • Profile picture of the author DaniMc
      Originally Posted by WalterW View Post

      A little update.

      I made a huge mistake. I got an order from classified ads that I posted. Because I was so desperate for $ and didn't want to lose that order I gave full control to that person. I told them I will make the page until they like it 100% and that they only pay me then. The result was "dealing" with that order for around 5 days and only making 200$.

      The lesson I learned is that its productive to get at least 50% of the order straight away. So I'm registering a company to get the money straight away while they are on the phone with me. Creating my own page now, will rank it for certain keywords.

      Goal for the next 2 weeks is $2,000 in sales, think it should be easy.
      I think you are missing the point of the valuable feedback you have been given in this thread.

      Don't spend your time creating these pages and ranking for keywords and all that other stuff. You have momentum right now don't get distracted.

      Keep calling these folks, and get them to pay you 50% right there on the spot. Don't add any additional steps. Don't make them go to a computer. Tell them to get out their checkbook and you can take payment directly over the phone. Search the forum for "ezcheck software" and you will find exactly how to make this happen. It's easy and you don't need any of the other stuff you mentioned.
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      Be kind, for everyone you meet is fighting a hard battle.
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      • Profile picture of the author WalterW
        Originally Posted by Dan McCoy View Post

        I think you are missing the point of the valuable feedback you have been given in this thread.

        Don't spend your time creating these pages and ranking for keywords and all that other stuff. You have momentum right now don't get distracted.

        Keep calling these folks, and get them to pay you 50% right there on the spot. Don't add any additional steps. Don't make them go to a computer. Tell them to get out their checkbook and you can take payment directly over the phone. Search the forum for "ezcheck software" and you will find exactly how to make this happen. It's easy and you don't need any of the other stuff you mentioned.
        I live in L atvia (eastern Europe), there is no check here. Only CCs and bank accounts

        The reason why I want to make this into a company is to legally (i'm in a grey area atm) charge people. Also, because I don't plain on staying here for longer than a year I don't want to just stop something profitable, so if I make it into a company I can sell it to someone. Even for pennies, its better than 0$.

        Thanks for pointing out about distraction, that's a problem I'm aware of.


        How else could I close people over the phone?
        Maybe try get appointments? I don't think it productive to do appointments.
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        • Profile picture of the author DaniMc
          Originally Posted by WalterW View Post

          I live in L atvia (eastern Europe), there is no check here. Only CCs and bank accounts

          The reason why I want to make this into a company is to legally (i'm in a grey area atm) charge people. Also, because I don't plain on staying here for longer than a year I don't want to just stop something profitable, so if I make it into a company I can sell it to someone. Even for pennies, its better than 0$.

          Thanks for pointing out about distraction, that's a problem I'm aware of.


          How else could I close people over the phone?
          Maybe try get appointments? I don't think it productive to do appointments.
          I didn't mean to imply that you should NOT form a legal company. What I mean is that so often people get in the mindset that "I have to do this before I do that then I can do the other thing and THEN I can make money."

          I am saying don't let anything distract you from making money. Make the money now. Organizing everything correctly can come later. Get some cash coming in right away and then the other things will be much easier for you.

          If you must get legal before you can take payment, then you have no choice. Perhaps there is a service like PayPal or some other way to take CC numbers so you can keep selling tomorrow?

          I'm excited for you...I want to see you selling and making profits. Making your own money from your services is something that is more satisfying than any other way to earn.
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          Be kind, for everyone you meet is fighting a hard battle.
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          • Profile picture of the author WalterW
            Originally Posted by Dan McCoy View Post

            I didn't mean to imply that you should NOT form a legal company. What I mean is that so often people get in the mindset that "I have to do this before I do that then I can do the other thing and THEN I can make money."

            I am saying don't let anything distract you from making money. Make the money now. Organizing everything correctly can come later. Get some cash coming in right away and then the other things will be much easier for you.

            If you must get legal before you can take payment, then you have no choice. Perhaps there is a service like PayPal or some other way to take CC numbers so you can keep selling tomorrow?

            I'm excited for you...I want to see you selling and making profits. Making your own money from your services is something that is more satisfying than any other way to earn.
            Yes I know what you meant. Things like contracts etc, I'm not making those atm, will get the sale and payment first, then make the contract/bill.

            Paypal is available here, but not for companies, only individuals can use it (so the owner would have to pay out of his pocket).

            I think what I can do for now is set up appointments (this could be worth the time if I sell site+SEO) or maybe send a bill by post?

            I'm very excited about this all too. Not so much about the providing a service point of view but more the selling thing. I like to chase something and there is no excuses. Like I do 50 calls a day and no sales. Nobody to blame but myself for not making at-least 100 calls. Or like its the middle of day, I'm tired and want to quit. It puts me in a "How bad do you want it" situation that we all see in motivation videos but don't actually get to such a straightforward situations. A situation like that is going to make me find the motivation in myself to do it. I'm very excited about that.
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  • Profile picture of the author Jason Kanigan
    Don't stop calling just because you have a little work.

    Now that you have a project, this is a great time to call. What have you got to lose? You already have work in your back pocket. Call at least a couple hours a day. Keep your funnel full. Otherwise, the work will run out and you will be right back where you started, with zero momentum.
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  • Profile picture of the author WalterW
    Update-

    Had my company sorted out on 1. feb.

    The calling is slow, but i'm getting good at it, no scripts just find out if they need a page and if they are looking to get it developed now.

    I took a very bad approach this past week, I called up offered a certain package (240$ per page) and tried to close on the phone or just be in the flow (they ask for email then). Very hard to close on the phone, not how it works here. The way I work now is make a contract over the phone and will bill them when the page is done.

    Next week, I will stop wasting time, calling 10 hours to get one 240$ order that takes me another 10 hours. I will adjust to what the client needs, if he wants a page but has no money, I will offer to setup very simple WordPress on sub domain to my page (3 letter domain) for something like 20$/month and close on the phone. I will find a way to find out their budget, if they can afford a 500$ page I will schedule a meeting.

    Also, I'm creating quite a good network of people to outsource my work to.

    Made 3 sales this week for around 700$ total sales.
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