How many of you Do telemarketing...The Dreaded Cold Calling?

by humbledmarket Banned
40 replies
Ok so we all know that telemarketing and cold calling results in more conversions and business.

You can simply convey more over the phone than you can through an email as well as you can immediate response settling any doubts or concerns.

However despite the knowledge how many of you actually do telemarketing and how many of you don't. I personally whenever possible try to stay with the good old emails.

It's just easier to formulate your text without any pressure adding that special sales touch than on a phone with a unhappy receiver. You also involve less emotions and frankly speaking I do tend to slur my words some what and speak quite quickly whenever I'm nervous.

Clearly as I'm just starting out trying cold calling I'll most likely end up trashing my first two calls. So do you think it's better to stick to email contact using im like skype as an alternative to Cold calling.

Finally how many of you actually do cold calling and how do you get over the nervousness and rejection?

Thanks in Advance
#calling #cold #dreaded #telemarketingthe
  • Profile picture of the author David Jackson
    Originally Posted by humbledmarket View Post

    how do you get over the nervousness and rejection?
    I no longer cold call, because I'm not actively seeking new clients. But there are two basic ways to get over the nervousness and rejection:

    1. Just pick up the phone and call. Don't think about it, just do it.

    2. When you're not successful, don't take it personally. Remember, the person on the other end of the phone doesn't know you, and can't see you.

    David Jackson
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    • Profile picture of the author aandersen
      david is on point. couldn't have said it better my self.

      also you will get better at it once you get some experience. if you have any salesman mentality in you, then it will start to feel natural pretty quick.

      my offline business was practically built on cold calls. i was like "i just sold to 2 business type in my city... now how many more business type are there in the whole country?? i got to start contacting these people"

      you will figure out what works best for you as you go along. weather it is to set an appointment on the call, call then send an email, call then send a packet in the mail, etc... but once you get your technique refined and it starts working over and over. you are on the road the success. At least that is how it worked for me.

      also once you get clients and start to form healthy relationships with them the need to cold call will decrease. its much easier to get business once you have business.
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      • Profile picture of the author humbledmarket
        Banned
        Originally Posted by David Jackson View Post

        I no longer cold call, because I'm not actively seeking new clients. But there are two basic ways to get over the nervousness and rejection:

        1. Just pick up the phone and call. Don't think about it, just do it.

        2. When you're not successful, don't take it personally. Remember, the person on the other end of the phone doesn't know you, and can't see you.

        David Jackson
        Thanks very much for the tips on cold calling. So I'm just curious do you still do your Offline Business and does the work naturally come after you've established yourself?

        Originally Posted by aandersen View Post

        david is on point. couldn't have said it better my self.

        also you will get better at it once you get some experience. if you have any salesman mentality in you, then it will start to feel natural pretty quick.

        my offline business was practically built on cold calls. i was like "i just sold to 2 business type in my city... now how many more business type are there in the whole country?? i got to start contacting these people"

        you will figure out what works best for you as you go along. weather it is to set an appointment on the call, call then send an email, call then send a packet in the mail, etc... but once you get your technique refined and it starts working over and over. you are on the road the success. At least that is how it worked for me.

        also once you get clients and start to form healthy relationships with them the need to cold call will decrease. its much easier to get business once you have business.
        Thanks,
        Looks like I better get started on the phone. Could I ask how many calls it took you before your first order?

        As well what I'm afraid of is from what I read it seems that this has become very saturated with tons of people cold calling. Thus most businesses already had receive a call or offer probably.

        It's sort of discouraging to hear this but what has been your experience?
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        • Profile picture of the author David Jackson
          Originally Posted by humbledmarket View Post

          Thanks very much for the tips on cold calling. So I'm just curious do you still do your Offline Business and does the work naturally come after you've established yourself?
          I do business both online and offline. Also, I deal strictly with high-end clients who can afford my copywriting and consulting services. As a result, much of my work comes from referrals. And because of the average dollar amount of my services, I'm able to make more money with fewer clients.

          For example, the mom and pop pizza parlor can't afford to pay me thousands of dollars to write copy - which is what I charge. But the guy who owns the chain of insurance agencies can and does pay my fee.

          He's happy with his ROI from my copy, so he tells his good friend, who just happens to be in the process of opening a high-end restaurant. He hires me, and on and on it goes. Despite the economy, and high unemployment rates, it would absolutely shock you how much money there is out there - if you know where to look!

          David Jackson
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        • Profile picture of the author John Durham
          Originally Posted by humbledmarket View Post

          Thanks very much for the tips on cold calling. So I'm just curious do you still do your Offline Business and does the work naturally come after you've established yourself?


          Thanks,
          Looks like I better get started on the phone. Could I ask how many calls it took you before your first order?

          As well what I'm afraid of is from what I read it seems that this has become very saturated with tons of people cold calling. Thus most businesses already had receive a call or offer probably.

          It's sort of discouraging to hear this but what has been your experience?
          Quit worrying about saturation... most people feel like you do now, thats why telemarketing is a swinging door.

          It's not hard, its just that 99 out of 100 people will sit and stare at a phone for an hour before picking it up, then they will put it back down after a couple of calls and it will be another half hour before they try again....

          Just pick up the phone and start sayin "I am a web developer". Thats 90% of the battle... say that enough and opportunity starts being created...

          You will trash more than two calls... thats the game.

          Thats why a high caliber telemarketer can walk into Merrill Lynch and get a $250,000 job based on their track record.

          The thing that seperates those from the ones who fail... is how much they intelectualize before making calls... how much they think about rejection between each call... it's really not personal.

          The success will make ten calls while the failure is still making grand plans for his first, and pondering how he will rebuttal.

          Throw away the script even and wing it..

          Fact: If you tie a note around a dogs neck and send him into enough businesses saying you do web work... you will get a sale.

          As far as 'hard" - The guy who does this two days a week will have his bills all paid... while the guy who waits for his "online" marketing sytem to start funneling "offline" clients to him... will be getting less than 1 sale for every 10 the telemarketer gets... which one sounds like a harder method to make profit from?
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    • Profile picture of the author MemberWing
      Originally Posted by David Jackson View Post

      I no longer cold call, because I'm not actively seeking new clients. But there are two basic ways to get over the nervousness and rejection:

      1. Just pick up the phone and call. Don't think about it, just do it.

      2. When you're not successful, don't take it personally. Remember, the person on the other end of the phone doesn't know you, and can't see you.

      David Jackson
      I think cold calling should be part of some sort of "IM extreme bootcamp training".
      I hate incoming cold calls and would never do it to people. When i receive incoming call that bypasses my usual screening - keep your balls safe.
      If you'll survive that without negative emotions - you are ready to become a master.

      Gleb
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      • Profile picture of the author Andyhenry
        Originally Posted by MemberWing View Post

        I think cold calling should be part of some sort of "IM extreme bootcamp training".
        I hate incoming cold calls and would never do it to people. When i receive incoming call that bypasses my usual screening - keep your balls safe.
        If you'll survive that without negative emotions - you are ready to become a master.

        Gleb
        The only time it's a problem is if you're hard selling cold leads.

        I've never had these problems people always refer to about calling - but then again I hate hard selling so it's never been part of my strategies.

        If you call a busy business owner and just offer to do them a favour you usually get a good response.

        If you try to sell them something you will get the 'normal' resistance.
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        • Profile picture of the author MemberWing
          Originally Posted by Andyhenry View Post

          The only time it's a problem is if you're hard selling cold leads.

          I've never had these problems people always refer to about calling - but then again I hate hard selling so it's never been part of my strategies.

          If you call a busy business owner and just offer to do them a favour you usually get a good response.

          If you try to sell them something you will get the 'normal' resistance.
          Not a single cold caller to my household was ever able to answer an [implicit] question "why should i listen to you without invitation?".
          In fact I'd love to read some wise book on that matter. It must be an art.

          Gleb
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          • Profile picture of the author Andyhenry
            Originally Posted by MemberWing View Post

            Not a single cold caller to my household was ever able to answer an [implicit] question "why should i listen to you without invitation?".
            There you go - that's a problem.... and they were probably people who would tell you calling is 'hard'.
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          • Profile picture of the author James English
            Originally Posted by MemberWing View Post

            Not a single cold caller to my household was ever able to answer an [implicit] question "why should i listen to you without invitation?".
            In fact I'd love to read some wise book on that matter. It must be an art.

            Gleb

            Coming back to this, if they can't answer that question then why are they calling you in the first place?

            To me thats just an invitation.

            "Because if you listen to what I have for you, you will realize that my offer is actually more beneficial to you than it is to me"
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          • Profile picture of the author iSoftware
            Originally Posted by MemberWing View Post

            Not a single cold caller to my household was ever able to answer an [implicit] question "why should i listen to you without invitation?".
            In fact I'd love to read some wise book on that matter. It must be an art.

            Gleb
            One thing I heard from Brian Tracy. His son asked for his advice about becoming and entrepreneur and he told him to become a door to door salesman. His soon was shocked! Well after about 2 months he was netting $900 a day and his personal confidence soared.

            I think traditional cold calling or telemarketing can really buttress one's self confidence. I can thank a few college summers of telemarketing for my social skills and ability to feel comfortable talking to a myriad of people.

            The first phase of the sales process is prospecting, second step is contacting and I think sometimes we internet entrepreneurs get used to "not dealing with people". Perhaps introverts are naturally attracted (or can deal with!) the lifestyle?

            Anyway, I think if a typical online entrepreneur could get comfortable "selling" over the phone, the sky is the limit.

            I watched some videos of Gates back in the day during the early days of Microsoft and I'm very impressed of his salesmanship at trade shows.

            One thing that has helped me is to really project the idea of you're being a problem solver and the person you are speaking with having a problem/challenge that they can really use your help on!
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            • Profile picture of the author JohnMcCabe
              Most of the cold-calling I've done was to generate leads, not sales. And it was almost all B2B.

              What helped me when the phone started to weigh 900 lbs was a shift in focus.

              I never went all the way to the 'just get it out of the way' stage, but I did change my objective for that first call.

              I went from 'gotta sell'em something' to ' should we be talking at all, and if so, with whom'...

              "Hi, my name is John McCabe. Does your company ever use XYZ (or do XYZ)?"

              "No? Okay, thanks for your time. Have a fantastic day..."

              "Yes? Excellent. Now I need your help. Who would be the best person at your company to talk to for about a minute and a half to see if we might do each other some good? Joe Bloggs? Could you connect us, please? Great, thanks for all your help..."

              Once I got Joe on the phone, success simply meant getting information - either an appointment, insight into how to approach them in the future, or whether to back-burner the company.

              Once I changed my perspective from a sales call to a fact-finding mission, that phone got a lot lighter.
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              • Profile picture of the author Jacob Anthony
                Originally Posted by JohnMcCabe View Post

                Most of the cold-calling I've done was to generate leads, not sales. And it was almost all B2B.

                What helped me when the phone started to weigh 900 lbs was a shift in focus.

                I never went all the way to the 'just get it out of the way' stage, but I did change my objective for that first call.

                I went from 'gotta sell'em something' to ' should we be talking at all, and if so, with whom'...

                "Hi, my name is John McCabe. Does your company ever use XYZ (or do XYZ)?"

                "No? Okay, thanks for your time. Have a fantastic day..."

                "Yes? Excellent. Now I need your help. Who would be the best person at your company to talk to for about a minute and a half to see if we might do each other some good? Joe Bloggs? Could you connect us, please? Great, thanks for all your help..."

                Once I got Joe on the phone, success simply meant getting information - either an appointment, insight into how to approach them in the future, or whether to back-burner the company.

                Once I changed my perspective from a sales call to a fact-finding mission, that phone got a lot lighter.
                This is exactly what I was meaning to say on another thread along the same theme as this one. cold calling should be 100% for fact finding and appointment setting.
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          • Profile picture of the author John Durham
            Originally Posted by MemberWing View Post

            Not a single cold caller to my household was ever able to answer an [implicit] question "why should i listen to you without invitation?".
            In fact I'd love to read some wise book on that matter. It must be an art.

            Gleb
            B2B calling is quite different than residential though.
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      • Profile picture of the author David Jackson
        Originally Posted by MemberWing View Post

        I think cold calling should be part of some sort of "IM extreme bootcamp training".
        I hate incoming cold calls and would never do it to people. When i receive incoming call that bypasses my usual screening - keep your balls safe.
        If you'll survive that without negative emotions - you are ready to become a master.
        I remember I cold-called this guy one time. I introduced myself, and before I could even start my pitch, he started hurling a stream of profanities at me over the telephone. He proceeded to tell me how much he hated *@&%!! salesmen, and that he was going to reach through the *@&%!! telephone, rip my head off my shoulders and stick it up my *@&%!!

        Anyway, after he had finished his little diatribe, I calmly asked him, "So will you be paying for that with Visa or Mastercard?" There was a few seconds of dead silence, and then he busted out laughing and said, "Visa, let me get my wallet!"

        The moral of the story is:

        Sometimes, a person's bark is a lot worse than their bite!

        David Jackson
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        • Profile picture of the author Brad Gile
          Originally Posted by David Jackson View Post

          I remember I cold-called this guy one time. I introduced myself, and before I could even start my pitch, he started hurling a stream of profanities at me over the phone. He proceeded to tell me how much he hated salesman, and that he was going to reach through the telephone, pull my head off my shoulders and stick it up my *@&%!!

          Anyway, after he had finished his little diatribe, I calmly asked him, "So will you be paying for that with Visa or Mastercard?" There was a few seconds of dead silence, and then he busted out laughing and said, Visa, let me get my wallet!"

          The moral of the story is:

          Sometimes, a person's bark is a lot worse than their bite!

          David Jackson
          Sometimes, a person's bark is a lot worse than their bite!
          I completely agree. I've had situations like this that have happened and they turned around to be good situations. It all depends on how you handle it. If David was to start cussing and screaming back, that would have not gone good and he would have gotten himself into a bad situation.

          Some people take delight in toying with salespeople and you have to be willing to play the game.

          Just keep in mind, no one typically enjoys the site of any kind of salesperson on the phone or in person. They are just like you. The same feeling you get when you see a salesperson walking down your neighborhood coming your direction is the same thoughts and feeling they get. Just keep that in mind. It's about your approach and how you handle situations that will turn it around.
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  • Profile picture of the author Andyhenry
    Originally Posted by humbledmarket View Post

    Finally how many of you actually do cold calling and how do you get over the nervousness and rejection?
    Those are to do with how you go about your business.

    The only reason to be nervous or worry about rejection is if you're not confident in what you're doing.

    People seem to think that cold calling means telephoning random strangers and trying to talk them into buying something you're selling.

    If that's the case - you can rightly be nervous and concerned about rejection.

    If you put some time in to finding the right people to call and are offering them something they already want in a helpful and subtle way - there's nothing to fear. Most people will thank you for calling, many will want what you have and those that don't will not feel bad that you called.

    If you're having to struggle with opposition or resistance you probably are either calling the wrong people or saying the wrong thing.

    It doesn't have to be this scary thing that will usually be negative like many people make it out to be.

    You are in control of how you do it.

    Much like dating - if you're afraid of rejection and nervous about girls - you probably won't approach many and if you do you'll probably sound stupid.

    Someone else who is confident and likes to challenge whatever the result can do the same thing, get much better results and enjoy the process.

    If you're nervous and don't like rejection - don't cold call strangers.
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    • Profile picture of the author hometutor
      I did some cold calling in the past. Great experience. Not knocking down the just pick up the phone thing but you might want to write something down first so you don't humm and hawww in the first minute.

      Even call a friend first BUT

      Go to that girl and ask her to dance. The worst she can do is say no

      Pick up the phone call the new client. The worst they can do is say no

      NOW, keep a log

      You called this person on such and such date and such and such a time and they said no because

      When I was selling house to house (with old leads) I did this, then placed them in my call in six months index on my index cards with my notes on it

      Now when you call back (by the way call back a month before you think they're ready to buy) you can reference your last conversation if you had one.

      Rick
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  • Profile picture of the author Brad Gile
    In my business work in the past I have cold called both household consumers and businesses. I was never selling anything over the phone. My job was to get myself leads to go out on and then sell someone.

    To get over nervousness, honestly...It's not easy at first. I remember just sitting and looking at the phone dreading it. Naturally, you're cold calling to make money but what I would do to break this is tell myself the first 3-5 calls are throw aways. Meaning I would just tell myself that my goal is not to make an appointment but just to get on the phone and say my message. If they said "no", it didn't bother me because I had no expectations, I was expecting to hear that response.

    After just a few no's, I was ready to go. Now that I have been rejected it wasn't so scary. Now I could focus on trying to get the lead this time.

    I did this as well with door knocking. I would just tell myself, lets just get a few people to say no or shut the door and I'm ready to go. The problem is when we do cold calling, you're looking for results and when people reject you right at the start, you get discouraged and think this isn't going to work.

    Just keep in mind that they're not rejecting you, they're rejecting the offer.

    I will say this, I have called both businesses and consumers and consumers were a lot rougher.

    Hope this helps,
    Brad
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    • Profile picture of the author David Jackson
      Originally Posted by Brad Gile View Post

      Naturally, you're cold calling to make money but what I would do to break this is tell myself the first 3-5 calls are throw aways. Meaning I would just tell myself that my goal is not to make an appointment but just to get on the phone and say my message. If they said "no", it didn't bother me because I had no expectations, I was expecting to hear that response.
      If you pick up the telephone without expectations, YOU WILL FAIL! Having the proper mindset is critical in sales. And if you approach the first few calls with a defeatist attitude, it will come through loud and clear to the person on the other end of the call. Having success on the very first call can often set the tone for the entire day. So don't discount the positive momentum that can be gained with the very first phone call.

      Try to close every call!

      David Jackson
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  • Profile picture of the author Brad Gile
    I agree, the first phone call could be a missed opportunity. But if you can't get yourself to pick of the phone because of nervousness and fear, how you going to make sales?

    I never went in with a defeatist attitude. I just wanted to get my feet wet. I found this has worked best for me and others. You don't go in with the attitude that you're not going to make it. Some people are scared to death of rejection. Why do you think there's so many courses out there on how to pick up women?

    That's why even dating gurus will recommend to just go out there and do it, after a few no's, your anxiety goes down and you realize there's nothing to fear. That's when you step up your game.

    Some people are just natural with cold calling. I did cold calling to bring myself in leads. I also had telemarketers that brought in leads for me as well. I just got paid more on my own generated leads.

    I became very good friends with a lot of these telemarketers. Some of them never got nervous, they would probably call the president if you asked them. Then there were others that were like me when they first started. They just needed to break the ice. Not everyone out there can just pick up the phone and hit the floor running without the anxiety holding them back.
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    • Profile picture of the author David Jackson
      Originally Posted by Brad Gile View Post

      I never went in with a defeatist attitude. I just wanted to get my feet wet.
      Do you think the company that hired your telemarketing firm wants to waste perfectly good leads on people who want to get their feet wet? Would you? The point is your performance - or lack of performance doesn't just affect you.

      David Jackson
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  • Profile picture of the author jbode
    traditional cold calling "the hard sell" is not a good idea and doesn't even sound like something I would ever do...

    although the friendly approach, sharing good information and talking to people who are actually interested is a great way to close more sales... you want them to show interest 1st
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  • Profile picture of the author Brad Gile
    First off, I didn't run a telemarketing firm. Also the telemarketers didn't set leads for anyone else outside the company. I worked for a security company on contract bases where I would run the leads for them. They hired telemarketers that would set leads for me and a few others.

    I got to know the telemarketers personally because I ran their leads. Trust me, I understand performance because I'm the one that went out to face-to-face customers 14 hours a day and met with their leads. Some were just crap. And those people who set crap weren't in the company more than 3 days.

    It's not about quantity, it's about quality of the leads. I would tell them I would rather run 3 of their leads then run 10 crappy pushed leads.

    You keep pushing the point of performance, and getting out there and doing it. That was the point of my post. Not to advise someone to give up or not perform but to get them to be able to pick up the phone.

    Everyone has their own way of getting out there and getting on the phone. It sounds like you didn't have a problem doing it. Obviously, there's people out there that are paralyzed from fear to pick up the phone. My tip was based for people in this situation. Again, if you can't get yourself to pick up the phone, then sales and performance doesn't matter.
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  • Profile picture of the author cpace32
    I've never done true cold calling, but I have done follow up calls for sales inquiries. Cold calling to me seems like it would have a very low return on investment, and be downright unprofitable.
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    • Profile picture of the author David Jackson
      Originally Posted by cpace32 View Post

      Cold calling to me seems like it would have a very low return on investment, and be downright unprofitable.
      It would be, if the person doing the calling isn't any good at it!

      David Jackson
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  • Profile picture of the author aandersen
    i have never called people's homes. I have always made calls as one small business owner reaching out to another small business owner (who's products/services compliment my own). By the time i get them on the phone i already know who i need to talk to and at least a little bit about their business, and i do my best to make it seem as if I hand picked their business as the one i wanted to contact. i also make sure to give them a chance to tell me something about their business as most owners get excited about what they do (and love that i sound interested). then i tell them about what i do, and how working together would turn out to be a win-win for both of us. by this time we are usually talking as if we were friends and i proceed to make an appointment, follow up, send sample, etc.. for me (most of the time) the call would either flow just like this or it would end some time prematurely. Rarely, would the outcome be anything other than one of these two.

    very far from the typical time-share salesman cold call some of you guys picture in your mind. cold calls can actually pretty warm if done right.
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  • Profile picture of the author aandersen
    This reminds me of a time, years ago, when I worked for a software reseller. This company was small (50-60 employees), but catered to a very specific (and important) demographic which gave us control of a very valuable market share. Most vendors realized this and did everything in the power to get us selling their products. Despite our success however, we were never able to sell Apple products (e.g., Final Cut Pro). For years, we tried to get a contract with Apple, but were always turned down for one reason or another.

    One day, in a meeting, our CEO was talking with our newest salesman (a young and ambious, fresh out of college type) about the situation. The conversation was something like this

    "Why can't we sell Apple"
    "It's alwasy this or that but they will never approve us"
    "that doesnt make sense, they should want our business. Who are we talking to over there?"
    "We have had a number of contacts over the years"
    "why don't we talk to steve jobs directly?"
    "hahahaha, yeah good idea...."

    Of course this wans't taken seriously by anyone. Then, about 2 hours after the meeting the saleman walks in the CEO's office and says

    "OK, we got the Apple contract."
    "WHATT!! How did you do that?"
    "I called Steve Jobs and talked to him about it."
    "You did what?"
    "Yes, I explained who I was, and why I was calling and he was very receptive. After a few mins of talking, he agreed that it was silly that we were not doing business already."

    Needless to say everyone was impressed witht the initiative (it is not even the sales department's job to talk to vendors). The most impressive part was that he didn't skip a beat and he was not nervous about it. He didn'seem to understand why everyone was so impressed by the task. He told me it just felt like the easiest way to solve the problem.

    Most people would be shaking in fear if i tried to make them "cold call" some big name like Steve Jobs. talking to this guy you wouldn't even think of it as a cold call.

    since that day, i have had a whole new persepctive on b2b cold calls. they are really nothing to be scared of.
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    • Profile picture of the author JohnMcCabe
      Originally Posted by aandersen View Post

      Most people would be shaking in fear if i tried to make them "cold call" some big name like Steve Jobs. talking to this guy you wouldn't even think of it as a cold call.

      since that day, i have had a whole new persepctive on b2b cold calls. they are really nothing to be scared of.
      Back in the day, I found that the higher up in the food chain I could reach, the easier it was to have a conversation. The ultimate was when I could talk to the head honcho directly, where his sole agenda was the overall good of his company.
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      • Profile picture of the author mrmanpower
        depends who you call. how may people you can have call x audience and of course how many of you can convert that audience.

        all the best,

        f
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  • Profile picture of the author Trucker
    Holla,

    Giving or Getting a Call, but if that is a cold call, then I possibly don't want to receive it.

    People giving cold calls just make fun sometimes by giving wrong info about the product or service offered by their enterprise. There must be some new idea to be forwarded by them so that the receiver must appreciate what actually is about to be offered.
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  • Profile picture of the author 1960Texan
    aanderson,

    Great story about the Steve Jobs phone call!

    I have to agree with what John said earlier:

    Originally Posted by JohnMcCabe View Post

    Once I changed my perspective from a sales call to a fact-finding mission, that phone got a lot lighter.
    I've always thought one of the reasons so many people are nervous about cold calling in general is that they look at what the phone call can potentially mean to them in dollars.

    Will
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  • Profile picture of the author Barbara Gathany
    Cold calling is a numbers game. You need to know how many calls it takes to get a sale, lead or whatever it is you are trying to accomplish. Let's say it's 10 calls to get a lead. You now know that if you want 10 leads you have to make 100 calls. Keep track of your calls and every time some one turns you down say "thank you" as you're now one call closer to your lead!
    Another tip: don't say "This is John Smith calling from XYZ", say "It's John from XYZ"
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    • Profile picture of the author mrmanpower
      Originally Posted by Barbara Gathany View Post

      Cold calling is a numbers game. You need to know how many calls it takes to get a sale, lead or whatever it is you are trying to accomplish. Let's say it's 10 calls to get a lead. You now know that if you want 10 leads you have to make 100 calls. Keep track of your calls and every time some one turns you down say "thank you" as you're now one call closer to your lead!
      Another tip: don't say "This is John Smith calling from XYZ", say "It's John from XYZ"
      yes. I run my own outbound sales team that generates sales for me. and it is always like this.

      x calls is equal to this sales. plus certain scripts really kill it.

      what's important to note is that this is just 'marketing over the phone'

      which alot of people miss. since they get afraid. You just need practice then you're good to go.

      practice. tweak script. check rebuttals. list rebuttals and raise/destroy it within initial script.

      rinse. repeat.

      just keep doing this.

      and there you go.
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  • Profile picture of the author Fabian Tan
    Yes, the money in telemarketing is not doing the calling yourself. You'll want to hire telemarketers to do the work for you.

    Think about it. Sending an email to a list of 110,000 subscribers takes 10 minutes. In that time, you will only be able to make what, 2 or 3 likely unsuccessful calls?

    Start small. Hire a small telemarketing salesforce and keep track of the numbers - average number of calls per telemarketer per day, average call time, average revenue per call, percentage of orders for every 100 sales calls etc.

    Fabian
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  • Profile picture of the author Peter.J
    I worked for a publishing company as a sales exec and part of the job was obtaining advertisers for various magazines under my name. If done correctly, cold calling is fantastic, I did it for 4 years and after that quit my job, travelled for a year then started working online where I am currently thanks to the various contacts I have made.

    You need to find the best approach that works for yu when cold calling, I never use to promote the magazines with new customers, simply asked the client 10 questions, by the time I reached question 6 I already closed the deal.

    By questions I mean:
    You - What does your current copier (for arguments sake) do for you?
    Client- It prints XYZ
    You - Only XYZ and not ABC as well oh I see, would you like a copier that prints ABC and XYZ for the same price?

    You get the idea, ask the client questions that makes the client question his current place of where spends his money. Its a mind game, and once you master that, the numbers game falls out the window.
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  • Profile picture of the author John Durham
    ps. In addition to the answer above... I used to fire telemarketers all the time in their secon d or 3rd day... because they werent keeping up with the rest of the crew...

    But you know something funny... even though they werent making 5-6 sales a day... they still managed to make 2 or 3 before getting let go of... just by accident.... even though their pitch sounded like crap, or like they were chewing on a cow tongue or something....

    How much is 2 or 3 sales worth to you even if you think you are a worse telemarketer than the guys who got fired?

    To them it was only worth 8 bucks an hour for 3 days... $150 bucks after taxes, maybe $180...

    What do YOU make on a sale? Probably twice that much just for ONE sale or even 10 times that much...

    Im telling you, anyone who really wants business can do this, and get sales even if they suck so bad that most call centers would fire them!

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  • Profile picture of the author Aegir
    Mistake people make with cold calling is their presentation is about them which does not excite the prospect in anyway .

    If you want to make cold calls easy then ask questions, be a problem solver not just some stranger who preaches at them.

    Uncover their concerns, motivations and dreams by knowing these you can position yourself as a solution provider, after that getting them to take action is easy.

    Roger
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    • Profile picture of the author mrmanpower
      Originally Posted by Aegir View Post

      Mistake people make with cold calling is their presentation is about them which does not excite the prospect in anyway .

      If you want to make cold calls easy then ask questions, be a problem solver not just some stranger who preaches at them.

      Uncover their concerns, motivations and dreams by knowing these you can position yourself as a solution provider, after that getting them to take action is easy.

      Roger
      Exactly, the power of telemarketing tied with internet marketing is so huge. if you hone your script, technique and setup. Imagine getting a 2% closing rate.

      say you make $50 bucks per sale. so you only made $100 for every 100 calls.

      Might be low right?

      What if you duplicate it with professional or even cheap agents taht you pay $300 a month. an average agent will call 150 calls a day. with our conversion he makes 2 sales a day (should be 3 but let's be conservative)

      you have 3 agents doing this. so 6 sales a day. $300 a day. cost for the agents in one month $900. $300x 20 working days for example, hell even if you pay $500 per agent. $6k

      nice little profit there right?

      Just so you have an idea why I run telemarketing campaigns hehe.

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  • Profile picture of the author smarks70
    Humbledmarket,

    I would highly recommend John Durhams WSO on cold calling. I was lucky enough to get a review copy and it is chock full of down to earth no non-sense tactics for picking up the phone and making the sale. There are many other reviews on the thread which you can read here http://www.warriorforum.com/warrior-...-one-year.html

    This is an unsolicited endorsement of Johns Report, I believe those of you who would like to take the proverbial "bull by the horns" would be taking a big step in the right direction by checking John's report out.

    Regards,

    Steve
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