cold calling - does it work?

34 replies
I read an interesting free report on why cold calling doesn't work. You can find it here at: https://www.nevercoldcall.com

From my own personal experience, I did some cold calling a few weeks back and called around two dozen local businesses pitching my copywriting services. Yes, everyone seemed interested, but no bites. I took names and email addresses down and used MailChimp to send out more information to my prospects who said they would love to know more.

Guess what? Out of 30 emails sent out, only 6 were opened. The rest were ignored and 2 bounced. No leads, even after a follow up.

To me, that's pants. So, I have decided to change tactics and decided as the free report suggests, to qualify people before approaching them.

Now, purists among you may well argue that I had a very low volume of calls, which is why it didn't work, and yes that's true. But the fact is, when people say they would love to learn more, what they are actually saying is 'hey, have my email address and stop interrupting my coffee break'.

Apparently, you can realistically expect around 2-3 leads per 100 calls and out of them, maybe one will bite. Waste of time don't you think?

Anyone got a better idea?
#calling #cold #work
  • Profile picture of the author chapdaddy
    If you cold called 30 businesses and got 30 people to give you their information, I would say cold calling worked great... your follow up is what isn't working.
    {{ DiscussionBoard.errors[2747303].message }}
    • Profile picture of the author RickDuris
      Hint: You're randomly making contact with business owners who don't need, value or respect your services. Try contacting folks that do. You'll get a different reaction. - Rick Duris
      Signature
      {{ DiscussionBoard.errors[2747569].message }}
    • Profile picture of the author nemock
      Originally Posted by chapdaddy View Post

      If you cold called 30 businesses and got 30 people to give you their information, I would say cold calling worked great... your follow up is what isn't working.
      that's a good point. ;-)
      {{ DiscussionBoard.errors[2787910].message }}
  • Profile picture of the author Daniel Scott
    Also... instead of sending them an email... make an appointment where you can pitch your services in person.

    Will it always work? No... but your close rate will be higher.

    -Dan
    Signature

    Always looking for badass direct-response copywriters. PM me if we don't know each other and you're looking for work.

    {{ DiscussionBoard.errors[2747731].message }}
  • Profile picture of the author wcmylife
    My friend Sean Macpheat one of the best sales trainers in the UK will tell you that cold calling works if you work it right. You got to keep tab on simple stats. For example

    You might find that instead of calling at 10 am, if you change it up and use the same script, same approach but phone in at 3 pm you will find a jump in conversions...so there's a whole lot of stuff that goes into it.

    Check the demographic and the script for starters...
    {{ DiscussionBoard.errors[2749595].message }}
  • Profile picture of the author AZ
    Cold Calling works incredible if you have the right script and action plan to commit too! Follow thru and asking for an 15 minute appointment has worked well in the past for me ! You will be surprized how well it is !
    {{ DiscussionBoard.errors[2757506].message }}
  • Profile picture of the author Not So New
    Cold calling is a numbers game. The more targeted your leads the less "no's" you will have to go through for that "yes"

    Sid
    {{ DiscussionBoard.errors[2757675].message }}
  • {{ DiscussionBoard.errors[2757741].message }}
  • Profile picture of the author paulie888
    Firstly, cold calling is a numbers game, and calling a mere 30 people is not a statistically large enough sample for you to make any viable conclusions. I'm sure we can all agree that you're not going to get very high conversion rates (I'd say you'd be doing well if you were converting at 1-2%), so cold calling 30 people is most likely not going to result in any sales.

    Furthermore, were you pre-qualifying these businesses or were you just randomly calling them? Targeting is pretty important with cold calling as you want to maximize your chances of a sale, and this would mean zeroing in on businesses that actually have a need for your services; did you do any such research prior to cold calling them?

    Paul
    Signature
    >>> Features Jason Fladlien, John S. Rhodes, Justin Brooke, Sean I. Mitchell, Reed Floren and Brad Gosse! <<<
    {{ DiscussionBoard.errors[2757776].message }}
  • Profile picture of the author John Durham
    This idea is that cold calling doesnt work is laughable. Truly.

    Yes, a better idea is to devote your self to truly learning the art of closing. Period. Not just on the phone.

    The fact that you feel sending someone a follow up email is a potential close shows a lack of urgency.

    Either close them down on the phone, set an appointment, or worse case scenario send them an email, then call them back up and say "hey did you get a chance to look at my email", an hour later.

    In any event, IM or not... these are not enough numbers to make any judgement call... even in im you cant expect to know your average conversion before at least 200 clicks.

    Even then it depends on your approach as a cold caller and how you are coming across.

    If you can get it right, it will be the most valuable skill you ever learn.
    {{ DiscussionBoard.errors[2757853].message }}
    • Profile picture of the author Jeremy Kelsall
      Cold Calling is NOT A NUMBERS GAME...IT'S A SKILL.

      The only time it is a numbers game is when you are calling as many numbers as you can, and the only time you stop is when someone gives you a "Yes"...That isn't lead generation, or closing...that's collecting lay downs.

      I can honestly say that for me, cold calling is probably the most effective sales tool in existence.
      {{ DiscussionBoard.errors[2757945].message }}
      • Profile picture of the author John Durham
        Originally Posted by Jeremy Kelsall View Post

        Cold Calling is NOT A NUMBERS GAME...IT'S A SKILL.

        The only time it is a numbers game is when you are calling as many numbers as you can, and the only time you stop is when someone gives you a "Yes"...That isn't lead generation, or closing...that's collecting lay downs.

        I can honestly say that for me, cold calling is probably the most effective sales tool in existence.
        I agree and disagree Jeremy. I agree that its a skill at best, but at the learning level its numbers until you develop skill. Until that time there is a law, and it does work.
        {{ DiscussionBoard.errors[2758183].message }}
  • Profile picture of the author Gary Pettit
    Wow. I don't think I've ever heard or read more objection to the idea that cold calling a huge waste of energy, time and motivation.

    I can't argue with chapdaddy's assessment, either.

    But I haven't made a cold call in over 10 years, and have no desire to ever make one again.
    {{ DiscussionBoard.errors[2757987].message }}
    • Profile picture of the author ccd
      I made over 1000 cold calls and didn't gain a single new copywriting client. Even so, I'm not willing to say that it doesn't work and that others shouldn't try it. I think I simply proved that I'm REALLY bad at cold calling!
      {{ DiscussionBoard.errors[2758106].message }}
  • Profile picture of the author SteveSki
    Cold Calling works great if you have an irresistible offer and you target the right people. But if you are selling copywriting why not write killer sales letters and email? It then becomes a numbers game as your silent salesman (your letter) shows off your copy writing skills and the client will close himself if your offer is irresistible.
    {{ DiscussionBoard.errors[2758727].message }}
    • Profile picture of the author wayne60618
      Cold calling will absolutely work...You have been given some good ideas that your list one of the key factors to your success. I will tell you that most small B2B businesses are probably not the greatest clients for you. Look for clients that are already mailing and advertise regularly. Also, look to partner with designers and printers. See if you can network with them as well as sell their services as a total solution.

      Lastly, if you have a script and want me to look at it, I would be happy to. I have made thousands of calls in my life...I know it works.
      {{ DiscussionBoard.errors[2759673].message }}
  • Profile picture of the author Raydal
    Cold calling is not my cup of tea. IF I had to do this
    I would starve. But I know some folks who are
    good at it. For some reason I find it intimidating.

    Interestingly enough, I prefer face-to-face selling.

    -Ray Edwards
    Signature
    The most powerful and concentrated copywriting training online today bar none! Autoresponder Writing Email SECRETS
    {{ DiscussionBoard.errors[2759802].message }}
    • Profile picture of the author arfasaira
      this is how i feel - i really don't enjoy it. I too prefer face to face instead, although this would not work with a baby in tow!
      {{ DiscussionBoard.errors[2760531].message }}
      • Profile picture of the author James Clark
        I was fresh out of college and spent some time making cold calls. Well, did they work? Honestly I don’t remember. But I can tell you this. I had a wife a mortgage and two kids. I needed some money and I needed it fast.

        Based on my experience, that is the old way to sell. I have some friends who say they still do it that way but I don’t believe they are telling the truth. Think about it. The consumers are bombarded with about 3,500 marketing message a day. And you want to interrupt them with a cold call. (Be for real)

        I started selling as young men in the office products industry. My manager saw that I was serious so he threw me a bone. What I mean by that is this. We sold mini-computers. Sometimes a company would call up and a say send a salesman out here I want to buy. We called that a “bluebird”

        The truth is I got plenty of those because I didn’t talk the customer out of making a purchase. Keep in my though, the manger wasn’t doing me a favorite because he got an override on everything that I closed.

        My advice to you would to drop those old Traditional Methods and learn how to do Content Marketing.

        Be honest with yourself. If you are online and read an article or a blog post that you find interesting and you say to yourself, that’s me. So you go to the next step. So, work on getting the prospect to move to the next step without having all the details.

        You have to know how to sell at each step in the sales funnel. The best way that I can describe this is know how to write copy to move them quickly and efficiently through your sales funnel is the key to increasing profits.
        {{ DiscussionBoard.errors[2760750].message }}
    • Profile picture of the author nemock
      Originally Posted by Raydal View Post

      Cold calling is not my cup of tea. IF I had to do this
      I would starve. But I know some folks who are
      good at it. For some reason I find it intimidating.
      -Ray Edwards
      I placed thousands of cold calls over the years for a business I was in. Eventually it becomes quite easy...but still, I'd rather stab a rusty fork through my tongue than cold call...
      {{ DiscussionBoard.errors[2787917].message }}
  • Profile picture of the author patadeperro
    Sorry, but I can't believe that in the copywriting forum you are talking about "cold calling" cold calling is one of the WORST techniques ever, yes, you may say it is because he is doing it wrong, yes, you may say he is not eager enough, etc.... but to me those are the classical brainwash you have in every MLM meeting or any "average" sales team, as long as most of the people can't qualify their prospects and cold calling is what everybody does, well that should work.... BUT NO!!! nothing more false than that.

    Have you ever gotten a phone call from your doctor saying: "Excuse me Do you need a vaccination?" or "Can I prescribe you something for your flu?, it is winter, for sure you have flu" or even better, the doctor call you at 15:00 with the same script telling you:"Do you feel know like a flu shot?", no you have never heard a doctor calling you and you never will, we need to do exactly the same the doctors do position ourselves as experts giving quality information and qualify our leads accordingly then and only then follow up with a phone call.
    {{ DiscussionBoard.errors[2759897].message }}
  • Profile picture of the author DougBarger
    I've only been a member a short time, but have found a lot of value at the telemarketing forum: The Telemarketing Forum - Index

    There's several phone pros who discuss their chops, strategies and even share
    (proven scripts) for closing there.

    Right now, they've got a training that shows how to get your own hired team
    to get on the phones and close sales for your business.

    It may be worth joining (Free) to check out what they've got going there if you're
    interested in learning more about that kind of thing or the possibility of using it for
    your business to increase sales fast and hands free.

    Hope it helps
    {{ DiscussionBoard.errors[2760080].message }}
  • Profile picture of the author wvcopywriter
    For those who hates cold calling, I find that getting to know your desired contacts through social media works good. Build a relationship then ask if they need your services.
    Signature

    Don't have the time to write emails that will get opened, read and your reader to take action then leave me a message. I will get back to you within 48 hrs.

    {{ DiscussionBoard.errors[2768049].message }}
    • Profile picture of the author WikiWarrior
      I do a lot of cold-calling but I sell Google Places listings so I know with 100% accuracy if the client needs my service. I can imagine it being a thankless task trying to get copywriting work this way.

      I probably can't afford your services Arfa but I am creating a membership site right now and will need a sales letter created and my whole ecourse evaluated, proofread etc. Maybe even a 'resident' position as an expert for the site if you are interested. Early days yet, planning to launch in 4-5 weeks but I'd be interested in seeing what sort of price this would all cost.
      {{ DiscussionBoard.errors[2769360].message }}
  • Profile picture of the author Braveheart2009
    i used to do cold calling for a gas/electricity provider switching them over and out of 50-60 calls per day I got 5-10 sign ups another guy used to get 20-30 sign up how i dont know used the same script must of been his style of talking!
    {{ DiscussionBoard.errors[2770335].message }}
  • Profile picture of the author Amsterdam
    An interesting fact I picked up on a business start up course a few years back was that the best time to cold call is between 10am and 11am on a Thursday. Apparently studies turned up that this is when people are at their most responsive (This applies to the UK - I'm not sure about anywhere else.).

    I tried it myself and, with a bit of practice, it certainly helped me to kick start my business so I wouldn't rule it out as an effective marketing tool.

    T
    {{ DiscussionBoard.errors[2770976].message }}
  • Profile picture of the author shayman
    I started my web design business from scratch cold calling. It works yes but you'll always get knocks and disappointments. You 'll also get some success too and nothing feels better than closing a cold calling deal!! ( in business that is )
    {{ DiscussionBoard.errors[2788557].message }}
  • Profile picture of the author madison_avenue
    Copywriting is a difficult service to sell on the phone it is hard to explain,the benefits are not clear and the person you are calling has no idea whether you are any good at it. The client needs to see you in a professionally successful or even socially successful context. They will also to need so mind blowing samples of you work.
    {{ DiscussionBoard.errors[2788661].message }}
  • Profile picture of the author jointaldc
    You did get e-mails, so just keep adding to your list and keep updating them, it's all about persistence
    Signature
    Jointal ---- A CPA network that operates on trust -
    {{ DiscussionBoard.errors[2789680].message }}
  • Profile picture of the author Quatrel
    Dan Kennedy as made millions with his Magnetic Marketing system, which is basically a method of prospecting with direct mail and then dealing with warm respondents.

    Personally I hate cold calling and I find that if I hit on a really nasty person, it sends me for a loop for a while, so I lose time in getting focused again. Seems my skin is not thick enough for this technique ... lol ...
    {{ DiscussionBoard.errors[2791994].message }}
    • Profile picture of the author arfasaira
      Originally Posted by Quatrel View Post

      Dan Kennedy as made millions with his Magnetic Marketing system, which is basically a method of prospecting with direct mail and then dealing with warm respondents.

      Personally I have cold calling and I find that if I hit on a really nasty person, it sends me for a loop for a while, so I lose time in getting focused again. Seems my skin is not thick enough for this technique ... lol ...

      I think this is something worth trying - Ill be honest, A lady I spoke to me was so rude and slammed the phone down on me - fair enough, not everyone appreciates a cold call, but I have to say, that really upset me for days.

      Yes, I agree, get over it - **** happens and all the rest, but when you are polite and professional and still get a nasty response, you kind of think why you bother. I would agree with you - my skin certainly isn't thick enough either!

      I am going to a networking event next month for local businesses - I shall be comparing notes as to how well I do, although I don't completely want to abandon cold calling, as the guys on this forum can vouch that it does work...with a lot of patience and persistence! (Oh and a big phone bill! )
      {{ DiscussionBoard.errors[2792105].message }}
  • Profile picture of the author shayman
    Yes, you can't afford to get upset by people being horrible to you..guess what... it actually doesn't happen as often as you think, maybe 1 in 100 but it's that one that you'll remember.
    I always try and think to myself 'it's no big deal..no one died or anything'. Just some a-hole getting a kick out of trying to make you feel bad! so what!! Just talk over them and try and make yourself laugh hehehe...
    {{ DiscussionBoard.errors[2793132].message }}

Trending Topics