13 {{ upvoteCount | shortNum }}
13 {{ upvoteCount | shortNum }}

Tips For Cold Callers

by Luke Dennison
10 replies
This only applies to people selling a service from there home or office. If you work in a call centre, just keep plowing down the list till you get a sale lol.

But if you're a business owner, here are a few tips to make your cold calling more successful.

Research Your Leads
This is important for the next stage, which is having a good hook. If you're calling say 10 local businesses a day, then don't waste the call. Find out as much as you can about the person or company before picking up the phone. Save relevant information in your CRM or even in a word document, and also have this with you when you're on the phone.

It helps show that you have taken time to research what that particular person needs, and wants.

Have A Good Hook
A hook is basically your reason for calling. This is where research can come into play.

"Hi Mr Blobby.....The reason I'm calling is because I spotted something interesting on your company blog. You mentioned you where looking to expand into surrounding areas, and I have something I think can help you achieve your goals sooner than you think..."

This will spark interest, because you have demonstrated that you already know what they want or need, and you might be able to help them.

Don't Try To Close On The Phone
With B2B sales, you should always to try to meet up in person. Explain that you'd like to meet up to discuss what they need. Once you talk to them in person, and take notes etc, you can identify the needs and wants of the person or company, and then you can go back to your office, and draw up a proposal.

This lets you tailor your pitch to the customer, and you can close them far easier now that you know exactly what it is they are after.

Hope this helps some small business owners out there.
#callers #cold #tips
  • Profile picture of the author kirbymarketingconcierge
    what do you mean?

    maybe "tips for people that want to do F2F selling"
    {{ DiscussionBoard.errors[9834051].message }}
  • Profile picture of the author kenmichaels
    Originally Posted by Luke Dennison View Post

    Don't Try To Close On The Phone
    With B2B sales, you should always to try to meet up in person.

    Explain that you'd like to meet up to discuss what they need. Once you talk to them in person, and take notes etc, you can identify the needs and wants of the person or company, and then you can go back to your office, and draw up a proposal.

    This lets you tailor your pitch to the customer, and you can close them far easier now that you know exactly what it is they are after.

    Hope this helps some small business owners out there.
    Just because you state things as facts, doesn't make it so.

    Are you attempting to become an authority on face to face sales?
    That's how your post came across to me.
    Signature

    Selling Ain't for Sissies!
    {{ DiscussionBoard.errors[9834059].message }}
    • Profile picture of the author kirbymarketingconcierge
      Originally Posted by Luke Dennison View Post

      This only applies to people selling a service from there home or office. If you work in a call centre, just keep plowing down the list till you get a sale lol.

      But if you're a business owner, here are a few tips to make your cold calling more successful.

      Research Your Leads
      This is important for the next stage, which is having a good hook. If you're calling say 10 local businesses a day, then don't waste the call. Find out as much as you can about the person or company before picking up the phone. Save relevant information in your CRM or even in a word document, and also have this with you when you're on the phone.

      It helps show that you have taken time to research what that particular person needs, and wants.

      Have A Good Hook
      A hook is basically your reason for calling. This is where research can come into play.

      "Hi Mr Blobby.....The reason I'm calling is because I spotted something interesting on your company blog. You mentioned you where looking to expand into surrounding areas, and I have something I think can help you achieve your goals sooner than you think..."

      This will spark interest, because you have demonstrated that you already know what they want or need, and you might be able to help them.

      Don't Try To Close On The Phone
      With B2B sales, you should always to try to meet up in person. Explain that you'd like to meet up to discuss what they need. Once you talk to them in person, and take notes etc, you can identify the needs and wants of the person or company, and then you can go back to your office, and draw up a proposal.

      This lets you tailor your pitch to the customer, and you can close them far easier now that you know exactly what it is they are after.

      Hope this helps some small business owners out there.
      you had me at the beginning, then lost me the last half.

      but, I guess we can't do this though the internet or on the phone.

      can you fly to portland oregon for a F2F, just calculate your costs and time getting here, I will take your quote and look to undercut your pricing.

      Perhaps, you have some proven marketing data that we can't talk on the phone, use email, to an online video chat,...

      If you find this post from another member too much, let me know and I will delete it.

      I get so frustrated with a sales and marketing forum

      not focused on data to back up assertions.
      {{ DiscussionBoard.errors[9834064].message }}
    • Profile picture of the author sandalwood
      Luke:

      You wrote:

      Research Your Leads
      This is important for the next stage, which is having a good hook. If you're calling say 10 local businesses a day, then don't waste the call. Find out as much as you can about the person or company before picking up the phone. Save relevant information in your CRM or even in a word document, and also have this with you when you're on the phone.

      It helps show that you have taken time to research what that particular person needs, and wants.

      end---

      This is good advice whether you are cold calling, warm calling, being referred or just plain lucky. A lot of sales people just start calling without knowing a thing about the niche they are calling. Maybe your remarks will give them a clue.
      Signature
      Get 30% or More Retirement Income If you are serious about your retirement, you'll love this product.

      The Money Ferret Finance Article Directory
      {{ DiscussionBoard.errors[9834070].message }}
      • Profile picture of the author kirbymarketingconcierge
        Luke,

        I like this part :

        "Hi Mr Blobby.....The reason I'm calling is because I spotted something interesting on your ________-, or________, or________ (whatever a caller wants to communicate)


        good job.
        {{ DiscussionBoard.errors[9834083].message }}
        • Profile picture of the author thet
          Originally Posted by kirbymarketingconcierge View Post

          Luke,

          I like this part :

          "Hi Mr Blobby.....The reason I'm calling is because I spotted something interesting on your ________-, or________, or________ (whatever a caller wants to communicate)


          good job.
          Pick the word "linkedin".

          "Mr Blobby, the reason I'm calling is because I saw something interesting on your Linkedin. See, what my company does is X and a lot of people I talk with are the same as you, they Y.

          Let's meet buddy." Otherwise you are simply not consistent with the group you 'belong to'

          The beauty is, most of the time there is something on their Linkedin you can use.
          Signature

          Recognize reality even when you don't like it - especially when you don't like it.
          — Charlie Munger

          {{ DiscussionBoard.errors[9834522].message }}
  • Profile picture of the author Joe Stewart
    Originally Posted by Luke Dennison View Post

    This only applies to people selling a service from there home or office. If you work in a call centre, just keep plowing down the list till you get a sale lol.

    But if you're a business owner, here are a few tips to make your cold calling more successful.

    Research Your Leads
    This is important for the next stage, which is having a good hook. If you're calling say 10 local businesses a day, then don't waste the call. Find out as much as you can about the person or company before picking up the phone. Save relevant information in your CRM or even in a word document, and also have this with you when you're on the phone.

    It helps show that you have taken time to research what that particular person needs, and wants.

    Have A Good Hook
    A hook is basically your reason for calling. This is where research can come into play.

    "Hi Mr Blobby.....The reason I'm calling is because I spotted something interesting on your company blog. You mentioned you where looking to expand into surrounding areas, and I have something I think can help you achieve your goals sooner than you think..."

    This will spark interest, because you have demonstrated that you already know what they want or need, and you might be able to help them.

    Don't Try To Close On The Phone
    With B2B sales, you should always to try to meet up in person. Explain that you'd like to meet up to discuss what they need. Once you talk to them in person, and take notes etc, you can identify the needs and wants of the person or company, and then you can go back to your office, and draw up a proposal.

    This lets you tailor your pitch to the customer, and you can close them far easier now that you know exactly what it is they are after.

    Hope this helps some small business owners out there.

    Luke,

    Thanks for your input. However, I know that there are several experienced offline marketers here that have a system that works well for closing clients/customers by phone - many times on the first call. Sometimes it's simply a matter of being in the right place at the right time.

    My main mission is to sell cold leads on the first call. With the exception of a 5 year break, I've been doing it since 1993 and have NEVER met any of my customers face to face. Nada. Zero.

    What you're referring to regarding meeting face to face might be necessary if you're selling high ticket products or services. I'd have to think that would depend on several factors, as well.

    Still, I wouldn't say that it's the "norm" in any way. There's definitely more than one way to skin a cat. :-)

    Joe
    Signature

    My New "Share All" Blog Is Coming Soon! Online & Offline Marketing, More!

    http://www.UnCENTSored.com

    {{ DiscussionBoard.errors[9834987].message }}
    • Profile picture of the author kirbymarketingconcierge
      Luke's OP - This only applies to people selling a service from there home or office. If you work in a call centre, just keep plowing down the list till you get a sale lol.

      why start with a LOL???
      come on back Luke.

      your post wasn't the best writing and advice.

      no one's perfect.

      I think of members that have to use the phone.

      or want to use the phone

      starting out, trying to improve their lives, in a bind, working on a new marketing, etc..,

      not to rain on their parade.

      come on back Luke,

      we can learn and make our dreams happen - Use the Force.
      {{ DiscussionBoard.errors[9835974].message }}
      • Profile picture of the author savidge4
        I think if for a moment you look over Luke's post and read it for what it is and don't interject your own personal cold calling experience it stands to be a solid piece of information.

        Cold Calling has many faces. Yes you can close over the phone. Yes you can set phone conference appointments, and yes you can set F2F appointments. If you read Luke's post at face value it is CLEAR that he is using the phone as a method of pre-selling to a LOCAL market where F2F appointments can take place.

        I personally have used similar methods in my local markets for years and found the post to be very informative. As it stands in my own experience NOW, I am cold calling and closing over the phone in locations OTHER than my LOCAL market.

        Even with my current circumstance there is a hidden nugget that can be pulled from the OP. Taking the time to identify the wants and needs of the client is that nugget. there is a great thread on this concept: http://www.warriorforum.com/offline-...scription.html that explains the importance of having THAT conversation.

        On the phone or in person taking the time to diagnose, vs offering what you have is what many times will separate YOU from your competition.

        GREAT post Luke.
        Signature
        Success is an ACT not an idea
        {{ DiscussionBoard.errors[9836385].message }}

Trending Topics