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Need feedback on first cold calls please!

by Alchemist X
12 replies
Hello, warriors. I, like many other wannabe warriors, want to get into the text message marketing business.

I made my first cold calls today and I would like some feedback concerning my conversations.

Overall I got 3 callback names/times and spoke to 2 decision makers (dm's).

The dm's are what I want to talk about. Using my script it was fairly easy to navigate the conversation (thanks for Mr. Jason Kanigan for the "unsure" method.

This is the point in the conversation where I've gotten the dm on the phone and confirmed that I should be talking to them:

"Let me tell you why I am calling, and then you can decide whether we should keep taking or not. Sound fair?"

"I'm sure you are aware that repeat customers routinely spend more money than new customers. I'm a mobile agent. Basically, I enable businesses to keep in contact with their customers using text message coupons and bring in repeat customers again and again. Does that sound like something that your business could profit from?"

The last question is, of course, I already know the answer to. If they say "no," they are either lying or they really have no idea what I'm talking about.

At this point both of the dm's I spoke to told me they were not interested. After this I asked them a couple more questions about their advertising and then, staying true to my promise that I would let them decide if we should continue to talk, I ended the conversation.

Is this the proper thing to do and I simply need to find the right person, or is there a colossal mistake here? At this point I could have continued to try and convince them that my product works, but I find that disrespectful and a waste of time since they aren't interested anyway.

Have I built value? Should I take a different approach with my pitch?

I know this is only my first day of calling, but I figured I ought to post my experience here so I can get a critique as soon as possible. Thanks in advance!
#calls #cold #cold calls #feedback #mobile marketing #sales pitch #selling
  • Profile picture of the author Jason Kanigan
    Two conversations is not enough to make any sort of assessment. Keep dialing.

    Tomorrow, don't stop until you've made 50 dials.

    You are looking for people who want to talk to you.

    There are so many factors here. Such as we don't know what you sound like. You are new. Two attempts at delivery is not enough. Keep at it.

    Incidentally, I wouldn't know what you meant by "mobile agent."
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    • Profile picture of the author BrashImpact
      Originally Posted by Jason Kanigan View Post

      Two conversations is not enough to make any sort of assessment. Keep dialing.

      Tomorrow, don't stop until you've made 50 dials.

      You are looking for people who want to talk to you.

      There are so many factors here. Such as we don't know what you sound like. You are new. Two attempts at delivery is not enough. Keep at it.

      Incidentally, I wouldn't know what you meant by "mobile agent."
      I agree with Jason, what the hell is a Mobile Agent. Why? Because you're not speaking to them in their language, the conversation is not the way they understand it. A confused mine does nothing, confusion says, NO.

      I say make 200 Dials 2morrow not 50, its a Friday, People love getting called on Fridays. Look to make 20 Pitches and refine your script with a little more Power and Framing.

      Robert
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  • Profile picture of the author MrFume
    I agree with the two previous comments, 2 calls is not sufficient to tell you anything. I would adopt a friendly approach, but not over the top-talk like you are addressing a friend who is intelligent and your equal-promote yourself as a marketing specialist and you have a really effective method of improving their business, then explain what your method DOES to get more revenue coming in-avoid scripted, robotic approaches, they are transparent and people see through them and think you are trying to manipulate them...
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    • Profile picture of the author Eddie Spangler
      "I'm sure you are aware that repeat customers routinely spend more money than new customers. I'm a mobile agent. Basically, I enable businesses to keep in contact with their customers using text message coupons and bring in repeat customers again and again. Does that sound like something that your business could profit from?"

      I would not go into the whole mobile agent, use text message spill right now. They have no idea what you are talking about and if they are not looking for that exact service then you are going to get no's off the bat.

      Try something like this. (not necessarily word for word and as ALWAYS I remind folks that its HOW you say it that makes the difference. ) Talk to them like you are the
      the man.

      "I have a way to help you get your current customers
      coming back and spending more money, more often than ever before possible. Fortune 500 companies are using this method to dominate their competition but very few small businesses like yourself have discovered this method yet. Would you like to hear more?"

      If you say something like that with confidence and they are even
      REMOTELY interested in doing any marketing they WILL want to hear more.

      Now you will have to resist the temptation to tell them too much at this point. Since you are new you will be excited to hear yes and then blow your load, only to hear not interested again after you spill the beans.

      Personally I would hit them with a few qualifying type questions to see if they have any money to spend and nail down the appointment if they do.

      And I sure as heck would word that appt to let them know that I want a NO or a check when I come out there.
      None of this ,"Id like to pop in to show you this if you are not too busy, I sure hope you can see me" type attitude.

      Im sure if you search some of Claude Whitacre's posts you can learn how to handle the actual appointment better.
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      • Profile picture of the author Alchemist X
        Wow. So much good advice I don't think I can respond to all of it. Thank you all for your contributions.

        Originally Posted by Jason Kanigan View Post

        Two conversations is not enough to make any sort of assessment. Keep dialing.

        Tomorrow, don't stop until you've made 50 dials.

        You are looking for people who want to talk to you.

        There are so many factors here. Such as we don't know what you sound like. You are new. Two attempts at delivery is not enough. Keep at it.

        Incidentally, I wouldn't know what you meant by "mobile agent."
        Thank you for your feedback, Jason. I have read several of your posts/threads on this forum, apparently you are a bit of a legend here.

        I know that two conversations isn't enough. I just wanted to get this thread out here as soon as I could to make sure there wasn't some fatal weakness in my pitch. Now I will adjust my approach and try again.

        After each call I took a minute to recover (I was pretty nervous). And each call, very slowly, felt more natural and more comfortable. My goal is to be able to make 100-200 calls in a day and feel natural doing each one. It will take time and practice, but I know I can do it.

        Originally Posted by Eddie Spangler View Post

        "I'm sure you are aware that repeat customers routinely spend more money than new customers. I'm a mobile agent. Basically, I enable businesses to keep in contact with their customers using text message coupons and bring in repeat customers again and again. Does that sound like something that your business could profit from?"

        I would not go into the whole mobile agent, use text message spill right now. They have no idea what you are talking about and if they are not looking for that exact service then you are going to get no's off the bat.

        Try something like this. (not necessarily word for word and as ALWAYS I remind folks that its HOW you say it that makes the difference. ) Talk to them like you are the
        the man.

        "I have a way to help you get your current customers
        coming back and spending more money, more often than ever before possible. Fortune 500 companies are using this method to dominate their competition but very few small businesses like yourself have discovered this method yet. Would you like to hear more?"

        If you say something like that with confidence and they are even
        REMOTELY interested in doing any marketing they WILL want to hear more.
        Thank you for this example on how to add value. I tried to make my pitch sound appealing, but I knew it could be better. I will adjust it and try to make it seem irresistible.

        I believe in this product because I know it works. My goal is to transfer that belief to a prospect so they can profit from it! The only thing getting in my way is anxiety. And that goes away with practice!

        Thanks again everyone!
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  • Profile picture of the author jamesfreddyc
    Up to you to figure out how you might incorporate these but...

    Idea #1: "Mr. Prospect, are you engaging new and existing customers with sms messaging? No, why not? Take a look out at your customers (in line at your store, waiting room, whatever business it is), what are thry doing? My guess is they have their faces buried in their phones. You are missing out on an incredibly effective way to reach these people and connect with them."

    Idea #2: "Mr. Prospect, is your cell phone within reaching distance? (most likely yes). Yep and that is the same for your customers and potential new customers too. Why are you not engaging them with this media? They are tethered to their phones 24-7 and it is an incredibly low cost and effective way to connect with these people."
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  • Profile picture of the author misterme
    It's as Eddie Spangler pointed out, you're spilling the beans. That gives them information upon which they're making a quick decision, which right now isn't in your favor.

    Instead you need to build curiosity upon which they make a quick decision - the decision to find out more.

    In other words you want to script yourself to say things which creates insatiable curiosity inside them which comes to a boiling frenzy where they're forced to ask, "how do you do that?"

    "Let me tell you why I am calling, and then you can decide whether we should keep taking or not. Sound fair?"

    I'm sure you are aware that repeat customers routinely spend more money than new customers. I'm a mobile agent. Basically, I enable businesses to keep in contact with their customers using text message coupons and bring in repeat customers again and again. Does that sound like something that your business could profit from?"
    You should introduce yourself up front. And be more conversational. And don't get into all those details.

    "Mr. DM? I'm Alchemist X from ABC Company. I help businesses turn their first time customers into loyal consistently repeating customers, which as you probably know [state big benefits]. I'd like to show you what I'm doing. Is this Thursday at 11 AM a good time to meet?"

    Start there.

    Whatever they say next, "how do you do that?" "what does this entail?" "I'm not interested" - you simply need more of the right things to say.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by misterme View Post

      It's as Eddie Spangler pointed out, you're spilling the beans. That gives them information upon which they're making a quick decision, which right now isn't in your favor.
      Exactly. When actually selling, the more they know, the better. But when setting up an appointment? They are looking for a reason to say "No", so they can get back to their life. That's why you never explain what you can do for them on the phone (unless you are selling on the phone). You give them benefits to meeting with you, and an end result that they will like. I like to ask a question that they have to say "Yes" to, before I go further. Mine is "Do you have customers tell you that they found you online?". And after they say "Yes", I ask "Would you like more of them?"...and they have to say "Yes" or "How do you do that?" or I don't go on.

      Originally Posted by misterme View Post

      [B]
      In other words you want to script yourself to say things which creates insatiable curiosity inside them which comes to a boiling frenzy where they're forced to ask, "how do you do that?"
      Yup. If they press at all (by asking "how do you do that?", a common response) I say "By making sure that you are much easier to find online, and your competition is harder to find. " and then I go to ask for a time.


      Originally Posted by misterme View Post

      [B]
      You should introduce yourself up front. And be more conversational. And don't get into all those details.

      "Mr. DM? I'm Alchemist X from ABC Company. I help businesses turn their first time customers into loyal consistently repeating customers, which as you probably know [state big benefits]. I'd like to show you what I'm doing. Is this Thursday at 11 AM a good time to meet?"

      Start there.

      Whatever they say next, "how do you do that?" "what does this entail?" "I'm not interested" - you simply need more of the right things to say.
      That's really very good. I really like "I'd like to show you what I'm doing".

      To the OP; You need great responses to;
      "I already have someone doing that for me"
      "Can you just mail me something?"
      "How long will this take?"


      You're going to hear these responses a lot, so you need practiced, polished responses...that sounds like everyone that asks those questions..buys.
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      • Profile picture of the author ewenmack
        You've broken the Rule Of One.

        This rule states the mind cannot take in more than one thought
        at a time.

        One thought or no thought.

        Here's an example..

        First to the receptionist then to the decision maker....

        " Mary, who should I be talking with there about lowering the cost of
        bringing in customers please?"

        "John, I'm calling to see if I can lower the cost of bringing in your customers."

        Stick to one theme on your calls.

        Have all else reinforce this theme.

        Best,
        Ewen
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  • Profile picture of the author joecarson1
    Lots of really good info in the thread! ewenmack your post is $.
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  • Profile picture of the author jherewini
    I also use Ewens approach when I am cold calling, and when delivered with confidence I always get to speak to the DM

    Once I am speaking to the DM, I start to lead him / her towards my call objective in my case its to send them an information video and sow the seed for the follow up
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  • Profile picture of the author jamesfreddyc
    Additional ideas for mobile/SMS marketing you are wanting to get into. I guess these could be incorporated into a pitch or close, definitely could be used to overcome some objections.:

    1. I am 41 years old myself and I haven't had a home phone/land line connection since 1999 when I went cellular (why pay for both?). I've wondered just how many others there are like me. Well, nearly 1/2 of adults 45yrs old and younger do NOT have a home phone/land line. So do you want to ignore the very media that these people (your customers) are strictly using to communicate?

    2. I am sure you've attempted this before, but have you tried to call a 20-something? For me the result is universal -- I can call, call and call without any answer. Oh and forget leaving a Voice Mail, complete waste of time. But simply send a brief SMS message and you immediately get a response and attention! These are the customers that will be supporting your business now and in the future --- do you really want to ignore communicating with them via the very medium they most likely use?
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