Need advise regarding cold calling for web design

>> Executive advisory: Unstick sales, strategy & growth problems fast â†’ jasonkanigan.com

>> Selling? Then this is the FREE YouTube series you need RIGHT NOW

{{ DiscussionBoard.errors[9731557].message }}

Electrical

11 years ago

I get more calls from people looking to update my website or my Google listing than all the other services combined. So if you were to call me, what could you do to make me listen to you and hear you out? What can you do that the other hundreds of people haven't done? Sharon, my local Google specialist who calls on a daily basis has already offered me the world.

So your goal is to get small business owners like me who have been getting these calls for years to A) actually hear you out and B) be impressed or intrigued at what you can do.

Just my opinion.

Thanks
3 replies

{{ DiscussionBoard.errors[9731613].message }}

kirbymarketingconcierge 11 years ago

try not to let negatives get to you.

cold call and overcome negatives, with your good intentions (I hope)

to offer real value and real help to small business owners.

especially those that let negatives get to them - running a biz. is not easy

try and call and have a few good conversations/day,
don't treat them as a sale right now(counsultative selling)
listen 1st (from 7 habits by covey)
respect their time and frustrations
go in unassuming, unsure (Jason Kanigan's advise)

call and email - it's all just communication (from me)

the best advice - do not stop! keep calling, emailing, in the face of negatives, rejection, even dejection, because anything is better than nothing
- [ 1 ] Thanks
{{ DiscussionBoard.errors[9731641].message }}

MichaelWinicki

11 years ago

Originally Posted by Electrical

I get more calls from people looking to update my website or my Google listing than all the other services combined. So if you were to call me, what could you do to make me listen to you and hear you out? What can you do that the other hundreds of people haven't done? Sharon, my local Google specialist who calls on a daily basis has already offered me the world.

So your goal is to get small business owners like me who have been getting these calls for years to A) actually hear you out and B) be impressed or intrigued at what you can do.

Just my opinion.

Bingo!

I'd welcome a call from someone offering a marketing solution OTHER THAN website-SEO stuff.

And probably half of those calls are coming from folks outside the US (not hard to tell) and they're quite frankly awful when it comes cold-calling technique... I can't imagine what their success ratio is, but it's gotta be miserably low.

Thanks

Signature

http://www.BigNoiseMarketing.com

{{ DiscussionBoard.errors[9733322].message }}

digichik

11 years ago

Originally Posted by Electrical

I get more calls from people looking to update my website or my Google listing than all the other services combined. So if you were to call me, what could you do to make me listen to you and hear you out? What can you do that the other hundreds of people haven't done? Sharon, my local Google specialist who calls on a daily basis has already offered me the world.

So your goal is to get small business owners like me who have been getting these calls for years to A) actually hear you out and B) be impressed or intrigued at what you can do.

Just my opinion.

I've sold, by phone, to hundreds of people like you. You may not be interested today when I call, but I can call again 5 weeks later, and something will have happened in your business which causes you to pay attention to what I have to say, because I am offering a solution to the problem you have now recognized.

The other scenario is -- you are not interested and you hang up. So what? You are not my market, and you are just one more "No" that gets me closer to my next sale. So either way, I win.

Thanks
1 reply

Signature

{{ DiscussionBoard.errors[9733741].message }}

Electrical

11 years ago

Originally Posted by digichik

I've sold, by phone, to hundreds of people like you. You may not be interested today when I call, but I can call again 5 weeks later, and something will have happened in your business which causes you to pay attention to what I have to say, because I am offering a solution to the problem you have now recognized.

The other scenario is -- you are not interested and you hang up. So what? You are not my market, and you are just one more "No" that gets me closer to my next sale. So either way, I win.

It seems like you are opposing what I said in my post. If so, what part? The part where I said the market is saturated with people selling websites or the part where I said he needs to differentiate himself from the other hundreds of calls selling the same thing that small businesses like mine get? Or were you just looking to tell us how many sales you've made?

Thanks
1 reply

{{ DiscussionBoard.errors[9733975].message }}

Jason Kanigan

11 years ago

Originally Posted by Electrical

It seems like you are opposing what I said in my post. If so, what part? The part where I said the market is saturated with people selling websites or the part where I said he needs to differentiate himself from the other hundreds of calls selling the same thing that small businesses like mine get? Or were you just looking to tell us how many sales you've made?

Instead of differentiating at this point, just qualifying by SORTING who is in the headspace for looking at a website revision from who isn't at this time will be a big step.

Accomplish this first, before trying to sell, and life will be a lot less stressful.

And yes you can plant the seed and then circle back later. Something may have changed in their situation, say 3-6 months later, that now has them open to talking with you.

Thanks
1 reply

Signature

>> Executive advisory: Unstick sales, strategy & growth problems fast â†’ jasonkanigan.com

>> Selling? Then this is the FREE YouTube series you need RIGHT NOW

{{ DiscussionBoard.errors[9734515].message }}

Electrical

11 years ago

Originally Posted by Jason Kanigan

Instead of differentiating at this point, just qualifying by SORTING who is in the headspace for looking at a website revision from who isn't at this time will be a big step.

Accomplish this first, before trying to sell, and life will be a lot less stressful.

Agreed. But even those small businesses that are looking for a website or a revision have most likely already received dozens of calls from others. Most of them use the same type of spiel.

I have received calls from telemarketers who have immediately gotten me interested enough to listen to them (instead of waiting for my turn to speak so I could say no thank you), and then while listening they got me kinda curious and intrigued about it.

FWIW, none of those calls were about websites, they were for services I didn't actually need at the time, but I did take down their contact info for the future.

So my point is simply for the OP to set himself apart from all the other people selling the same thing because he has a lot of competition.

Thanks
2 replies

{{ DiscussionBoard.errors[9734626].message }}

qu4rk

11 years ago

Originally Posted by Electrical

Agreed. But even those small businesses that are looking for a website or a revision have most likely already received dozens of calls from others. Most of them use the same type of spiel.

I have received calls from telemarketers who have immediately gotten me interested enough to listen to them (instead of waiting for my turn to speak so I could say no thank you), and then while listening they got me kinda curious and intrigued about it.

FWIW, none of those calls were about websites, they were for services I didn't actually need at the time, but I did take down their contact info for the future.

So my point is simply for the OP to set himself apart from all the other people selling the same thing because he has a lot of competition.

I see from other posts that you run an electrical business.

Out of curiosity, how many calls do you get a week about web design or SEO?

If you would give us a rough number for each, that would be helpful to a lot of people.

Thanks
1 reply

{{ DiscussionBoard.errors[9735589].message }}

Electrical

11 years ago

Originally Posted by qu4rk

I see from other posts that you run an electrical business.

Out of curiosity, how many calls do you get a week about web design or SEO?

If you would give us a rough number for each, that would be helpful to a lot of people.

Atleast 2 a day. A minimum of one real call and one robocall. Could be up to 5 or 6 calls in a day.

Today I got the typical robocall as well as two calls from people. Both of them did the typical thing of trying to fool me into thinking they worked for Google. One of them was just looking for interested people so he could forward the call to "their Google rep". The other one told me they were "a Google certified company that works as Google's right hand to figure out what order to put websites on their search page".

I finally broke down and put my company on the Internet around 2 years ago. I made a website and started registering at every listing site I could find. Since then telemarketing calls have steadily been coming in at an increasing rate. SEO and websites are the majority, but it get everything else from paper sales to business loans. Electrical suppliers, lead companies, sales companies, etc. etc.

Thanks

{{ DiscussionBoard.errors[9735691].message }}

bizgrower

11 years ago

Originally Posted by Electrical

Agreed. But even those small businesses that are looking for a website or a revision have most likely already received dozens of calls from others. Most of them use the same type of spiel.

I have received calls from telemarketers who have immediately gotten me interested enough to listen to them (instead of waiting for my turn to speak so I could say no thank you), and then while listening they got me kinda curious and intrigued about it.

FWIW, none of those calls were about websites, they were for services I didn't actually need at the time, but I did take down their contact info for the future.

So my point is simply for the OP to set himself apart from all the other people selling the same thing because he has a lot of competition.

So what would get you to listen to a seller of web design or other internet marketing services?

Thanks
2 replies

Signature

"If you think you're the smartest person in the room, then you're probably in the wrong room."

{{ DiscussionBoard.errors[9736848].message }}

Electrical

11 years ago

Originally Posted by bizgrower

So what would get you to listen to a seller of web design or other internet marketing services?

I don't know, I'm not creative enough to figure something like that out myself and I never got one about webdesign or SEO to quote for you.

One of the calls I got that I listened to and took down his number for future use went something like this:

Hi, right now I am being a telemarketer and I am sure you are just waiting until a good time to hang up on me, and if you do, you will never hear from me again. But that's the opposite of what will happen to someone who owes you money if you use my service. I'm a pit bull and your money is the bone I am after...

That was the beginning and got me listening and he went on to explain his service and what he will do for me.

I politely told him that I have no one who owes me right now but I will keep his contact info for the future and if he wanted to he could mail or e-mail me more info.

Although I haven't used him, I may in the future and I may also give out his info to other contractors who tell me they are owed money.

[ 1 ] Thanks

{{ DiscussionBoard.errors[9736859].message }}

kirbymarketingconcierge

11 years ago

Originally Posted by bizgrower

So what would get you to listen to a seller of web design or other internet marketing services?

take what Electrical says to heart.
he gets 10 calls a day.

then, balance it out with how you are different from the competition.

why your web design and not someone else?
what are your strengths???

what would get Electrical to listen??? maybe nothing.

cold calling is a "process of elimination", don't "pitch" - IMO

I could be wrong, I'm not a guru like Jason, Thet, bizgrower,or Iamnameless

happy friday to all, and to all, a happy friday!!!

[ 1 ] Thanks
2 replies

{{ DiscussionBoard.errors[9736869].message }}

iAmNameLess 11 years ago

Originally Posted by kirbymarketingconcierge

I could be wrong, I'm not a guru like Jason, Thet, bizgrower,or Iamnameless

happy friday to all, and to all, a happy friday!!!

LOL... I'm not a cold calling guru. In fact, the experts on the subject go so much in depth that I lose interest. I'm just a guy that's done it, that's all lol.

I agree with you, it is process of elimination.. but if there's someone I really want then I do approach the call differently. I will say something like, I own a web design and marketing company, and I'm SURE you get a lot of calls from people like me every day but if you have a minute to spare, I'd like to show you how you can get more business quickly, without even paying for my services or someone elses. Fair enough?

Yeah of course that's fair... so I will tell them exactly what I would do. The value I provide knocks down their wall that separates them from wanting to do business with a telemarketer. Now it's a matter of can they afford it?
- [ 1 ] Thanks
Signature

The Best Damn Marketing and Local SEO Blog
Ultimate Blueprint To Start Your Own Agency | Get Clients Without Cold Calling
{{ DiscussionBoard.errors[9737175].message }}

bizgrower

11 years ago

Originally Posted by kirbymarketingconcierge

take what Electrical says to heart.
he gets 10 calls a day.

then, balance it out with how you are different from the competition.

why your web design and not someone else?
what are your strengths???

what would get Electrical to listen??? maybe nothing.

cold calling is a "process of elimination", don't "pitch" - IMO

I could be wrong, I'm not a guru like Jason, Thet, bizgrower,or Iamnameless

happy friday to all, and to all, a happy friday!!!

Closest thing to guru is that I own a Subaru. They kind of rhyme. LOL

[ 2 ] Thanks

Signature

"If you think you're the smartest person in the room, then you're probably in the wrong room."

{{ DiscussionBoard.errors[9737223].message }}

iAmNameLess

11 years ago

If you really want to use cold calling as a prospecting method, then just call... say Hey, I'm a web designer looking for a few more projects, would you be interested in discussing further?

Seriously, cold calling can be as simple or as complex as you want it to be. The best way to learn is by doing, not reading theory or trying to predict what will happen.

I think you would be doing a disservice to yourself if you try to learn more complex things before you're ready.

Keep it simple...

[ 4 ] Thanks
2 replies

Signature

The Best Damn Marketing and Local SEO Blog

Ultimate Blueprint To Start Your Own Agency | Get Clients Without Cold Calling

{{ DiscussionBoard.errors[9732584].message }}

shadow92

11 years ago

Originally Posted by iAmNameLess

If you really want to use cold calling as a prospecting method, then just call... say Hey, I'm a web designer looking for a few more projects, would you be interested in discussing further?

Seriously, cold calling can be as simple or as complex as you want it to be. The best way to learn is by doing, not reading theory or trying to predict what will happen.

I think you would be doing a disservice to yourself if you try to learn more complex things before you're ready.

Keep it simple...

It's funny...

The more and more I read your posts, the more I'm able to pretty much predict what you're going to say as soon as I see your name.

We view many things alike, including this.

@OP...

When I was first getting on my feet with this, I was in the same shoes as you. Wondering how I should open, what questions to ask, how to respond to gatekeepers, how to talk like a professional without sounding like a salesman, etc. I had probably 5 different scripts, all of them using different "tactics" to get past the gatekeeper, tricking them into thinking I was someone important etc. I would get discouraged on the daily because nothing was working how it was supposed to. And I was getting more and more confused by the second.

One day I woke up and said screw this.I'm wasting way too much time beating around the bush...trying to come up with a magical fool proof system....know what I did?

I pick the phone up that day and dialed for 6 hours straight. My script?

"Hi I'm Bob, I apologize if I'm interrupting you. I'm a freelance web designer looking for some work. Perhaps you're thinking about a website update?

If not that's ok, I'm just trying to grow my little business. "

At the end of each call I made sure I asked them direct, if they knew anyone that i MIGHT be able to help. You'd be surprised how many contacts I got.

That day I sold 1 website for $850 and $39/mo "maintenance plan" - followed up with the 2 warm leads and ended up closing one of them as well on a logo design. AND she referred me to her sister which just so happen to be a business owner as well. I forget how much I made but it was literally a life changing moment for me. I was poor my entire life, so for me to make over $1k in a couple days...I almost didn't believe it was happening.

Needless to say it changed the way I thought about things and turned my ambition way up.

K.I.S.S is one of the best terms to live by in a business setting. The key to success is not how much of a genius you are, how well you present yourself, or HOW you sell your services.

The key to success is being persistent with a system. Work it until it works, then work it some more. Build on it. Develop it.

Typically when someone is executing a "complex system" It's because they have started it in it's simplest form, and built it around a foundation. Cold calling is no different. If you try to use all of this information on this form at once, you're GOING to overload and short out. I promise.

Do exactly as nameless and I have suggested. Literally call them up and politely ask them for their business. I assure you....100% that you'll get a much better reaction from people than if you call them up and try all of these dodgy tactics. Want to be different than all of the other callers they hear each day? This is your chance, take my advice.

[ 3 ] Thanks
1 reply

{{ DiscussionBoard.errors[9732765].message }}

thet

11 years ago

Originally Posted by shadow92

It's funny...

The more and more I read your posts, the more I'm able to pretty much predict what you're going to say as soon as I see your name.

We view many things alike, including this.

@OP...

When I was first getting on my feet with this, I was in the same shoes as you. Wondering how I should open, what questions to ask, how to respond to gatekeepers, how to talk like a professional without sounding like a salesman, etc. I had probably 5 different scripts, all of them using different "tactics" to get past the gatekeeper, tricking them into thinking I was someone important etc. I would get discouraged on the daily because nothing was working how it was supposed to. And I was getting more and more confused by the second.

One day I woke up and said screw this.I'm wasting way too much time beating around the bush...trying to come up with a magical fool proof system....know what I did?

I pick the phone up that day and dialed for 6 hours straight. My script?

"Hi I'm Bob, I apologize if I'm interrupting you. I'm a freelance web designer looking for some work. Perhaps you're thinking about a website update?

If not that's ok, I'm just trying to grow my little business. "

At the end of each call I made sure I asked them direct, if they knew anyone that i MIGHT be able to help. You'd be surprised how many contacts I got.

That day I sold 1 website for $850 and $39/mo "maintenance plan" - followed up with the 2 warm leads and ended up closing one of them as well on a logo design. AND she referred me to her sister which just so happen to be a business owner as well. I forget how much I made but it was literally a life changing moment for me. I was poor my entire life, so for me to make over $1k in a couple days...I almost didn't believe it was happening.

Needless to say it changed the way I thought about things and turned my ambition way up.

K.I.S.S is one of the best terms to live by in a business setting. The key to success is not how much of a genius you are, how well you present yourself, or HOW you sell your services.

The key to success is being persistent with a system. Work it until it works, then work it some more. Build on it. Develop it.

Typically when someone is executing a "complex system" It's because they have started it in it's simplest form, and built it around a foundation. Cold calling is no different. If you try to use all of this information on this form at once, you're GOING to overload and short out. I promise.

Do exactly as nameless and I have suggested. Literally call them up and politely ask them for their business. I assure you....100% that you'll get a much better reaction from people than if you call them up and try all of these dodgy tactics. Want to be different than all of the other callers they hear each day? This is your chance, take my advice.

Your post and from Iam is so good. And strikes home. KISS is amazing!

Thanks

Signature

Recognize reality even when you don't like it - especially when you don't like it.
â€” Charlie Munger

{{ DiscussionBoard.errors[9736415].message }}

John Durham

11 years ago

Originally Posted by iAmNameLess

If you really want to use cold calling as a prospecting method, then just call... say Hey, I'm a web designer looking for a few more projects, would you be interested in discussing further? ...

It is very simple. If you call enough people and say exactly what it says above. Don't overcomplicate it, the rest will come. You don't need to become a telemarketing expert... Just do what is said above, even verbatim.

With enough dials you will eventually run into someone who says "Yes, Im glad you called".

Really that simple.

[ 1 ] Thanks
2 replies

{{ DiscussionBoard.errors[9744448].message }}

mak25 11 years ago

Hey John.....hopefully you're doing well.
- [ 1 ] Thanks
{{ DiscussionBoard.errors[9744464].message }}

iAmNameLess

11 years ago

Originally Posted by John Durham

It is very simple. If you call enough people and say exactly what it says above. Don't overcomplicate it, the rest will come. You don't need to become a telemarketing expert... Just do what is said above, even verbatim.

With enough dials you will eventually run into someone who says "Yes, Im glad you called".

Really that simple.

You call enough people, you're going to find some that are actively researching the second you call. One of my sales people sold to someone who said they were Googling companies about 5 minutes before she called. It's happened a few times.

[ 1 ] Thanks

Signature

The Best Damn Marketing and Local SEO Blog

Ultimate Blueprint To Start Your Own Agency | Get Clients Without Cold Calling

{{ DiscussionBoard.errors[9744518].message }}

Corey Taylor

11 years ago

Split test.

I used something like this a year ago:

- Hey what's up. This is a sales call. Do you wanna hang up on me?

I know it seems weird but out of my surprise it worked really well.
It shows respect and the potential customer can feel this, plus they become curious about it.

Then offer them something for fre by making an appointment.
It's easier to sell something when you look someone in their eyes.

Now just visit him/her and make the sale

P.S: I am not saying my way is right, it just worked for ME and for my NICHE. Experiment

[ 1 ] Thanks

{{ DiscussionBoard.errors[9732602].message }}

thet

11 years ago

LoL. I am no guru.

I do know consistency is key. Don't keep changing your strategy. You need some sample size to really understands what works and what not.

What works for me is keeping it short and simple and go in with a "next!" approach.

Introduce myself, ask qualifying question, ask for meeting, tackle objections in the form of further qualification.

You will get guys like electrical on the phone who don't understand business and will try to spew their negativity on you because there is a difference between what they feel life should be instead of how business life really works. However, i perhaps have one or two slighty irritated prospects on the phone a week. Show competence, show you are a business man and you mean business.

Thanks
1 reply

Signature

Recognize reality even when you don't like it - especially when you don't like it.
â€” Charlie Munger

{{ DiscussionBoard.errors[9739614].message }}

Electrical

11 years ago

Originally Posted by thet

You will get guys like electrical on the phone who don't understand business and will try to spew their negativity on you because there is a difference between what they feel life should be instead of how business life really works.

Oh wow. lol..

Sorry for trying to give the OP advice on what would sway me... My suggestions were really bad, huh? You got me.

I also find it amusing how you say I don't understand business considering the fact that I run a profitable business with 5 full time employees.

Originally Posted by thet

LoL. I am no guru.

You sure? You've been doing this for what, 5 months now? That's like 50 years in WarriorForum years, where the average SEO Pro started learning SEO last weekend. You must be a guru if you have the audacity to tell others what they know about business.

Thanks

{{ DiscussionBoard.errors[9739653].message }}

LGCalab

11 years ago

Originally Posted by pinkstudio

I'd love to approach companies which already have websites- however they could do with an update if you know what I mean. However I have no idea how to go about it?

Should I ring them first and discuss (getting the dm name isn't an issue)? If so how should I approach the subject without offending them and making them want to hear more?

Or should I send them an email first introducing myself etc?

If so how should I word them? I don't want to come along being all like your website is crap and needs an update ha! Should I create some samples?

Any suggestions are welcome!

Thanks

Pinkstudio, this will be silly, but hear me out. Some will look at this as my first post and dismiss me. To me, I picked you to be my first post! It's really all about perspective.

When you look at someone's website, and as you say, you don't want to say their site is crap (good idea!), write down everything that you think can improve it. Always remember that people with websites have already invested their a) money in having one built, or b) their time because they did it themselves. Either way, they are invested in it!

One other thing I want to mention is branding. I see this everyday and perhaps you can relate? Even the folks out there that have invested in every avenue for their business, website, social media, SEO, and so on, MOST don't understand how to bring it all together. More importantly, they do not understand branding.

Take a look at the good things they have done as well as the improvements that you can make. Talk to them about how using those good things and adding improvements can "brand" them as the "go to" business.

What was said in the above posts is exactly right. And as Iamnameless mentioned, cold calling doesn't have to be difficult. It's the "cold calling" term that makes a person tense up! Be human. It's harder to hang up on someone you know than it is to hang up on a stranger.

LG

Thanks

{{ DiscussionBoard.errors[9739742].message }}

Chownc

11 years ago

Some good ideas raised here. I read this article recently which seemed to answer a few questions around the topic

Thanks
1 reply

{{ DiscussionBoard.errors[9740581].message }}

savidge4 11 years ago

what I have done in the past, and currently still employ is contacting my competition. I don't just contact them, i lay out the concept and basically in some cases force the meet to close me.

No, its not a cold call, but it gives you an idea of what you are marketing against. By doing this I have heard so much BS its really not even funny.

I believe that Honesty is the most important factor in any sales pitch be it cold calling or a actual set appointment. Be up front with what you are able to offer, and back that right up with the benefit of doing so with you.

The first part "what you are able to offer" is the pre-qualification portion of the conversation. I can do this and this, they either want to hear more, or they say not interested. Not interested? they do not qualify. simple really.

If they ARE interested, then you back the service provided with the benefits. Not the benefits of getting this done, but getting it done with you. This is the portion that you separate yourself from your competition. I will admit it is not always an easy thing to do, but it is just short of required.
- [ 1 ] Thanks
Signature

Success is an ACT not an idea
{{ DiscussionBoard.errors[9740607].message }}

Electrical

11 years ago

The OP hasn't been back since he made the thread. I think we have yet another victim of The Evil Telemarketing Illuminati®...

Thanks
2 replies

{{ DiscussionBoard.errors[9740987].message }}

kirbymarketingconcierge 11 years ago

Originally Posted by Electrical

The OP hasn't been back since he made the thread. I think we have yet another victim of The Evil Telemarketing Illuminati®...

good morning to you to!

I think you and thet are giving me pronoia.
- Thanks
{{ DiscussionBoard.errors[9741098].message }}
him77 11 years ago

Originally Posted by Electrical

The OP hasn't been back since he made the thread. I think we have yet another victim of The Evil Telemarketing Illuminati®...

This...SMH.... WSO coming soon....
- Thanks
{{ DiscussionBoard.errors[9747751].message }}