My cold call stats for two weeks 1606 calls. Any advice to improve?

9 years ago

I hope you get some good replies man. Seriously, you deserve it. Good for you for taking action.

I wish I could give you good advice on this but it's not my strong subject. There are several here however that are very good at this and I really hope they take the time and chime in.

You've obviously invested time in this and even went to the trouble to provide recordings. I'm pretty impressed. You're the kind of person that makes it in this industry.

Your script needs some serious work. I don't have time to look into this any further right now but I'll try to listen in on the calls later tonight.

There's some major holes I'm seeing here as far as your stats go as well. Are you using a dialer of any sort?

Good luck, keep on chugging bro

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4webguru 9 years ago

Thank-you for your reply. I'm glad you liked my adding the calls. Hadn't seen any call recordings on here and was hopeful they could add some value.
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- James_w 9 years ago
  
  Your telemarketer seems shy and unsure of themselves also as others have said
  
  The telemarketer needs to qualify the lead?
  Hi this is so and so from web4guru do you currently have a website?
  
  No
  
  Would you be interested in an affordable website solution for your company?
  
  No
  
  Ok can I give you my details in case you change you mind in the future?
  
  Human curiosity, they will still check out your site most times and it may still turn into a good lead.
  
  Yes, set the appointment
  
  Great we can do a basic 5 page website for $XXX does that sound fair to you?
  
  __________________________________________________ __________________________
  
  K.I.S.S
  
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  BigFrank Banned 9 years ago
  
  Originally Posted by James_w
  
  Great we can do a basic 5 page website for does that sound fair to you?
  
  I can't think of a weaker question that you could ever ask a prospective client.
  
  Cheers. - Frank
  
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  James_w 9 years ago
  
  Originally Posted by BigFrank
  
  I can't think of a weaker question that you could ever ask a prospective client.
  
  Cheers. - Frank
  
  Works for me and has for many years on many different projects..
  
  This is what the OP was asking for how to improve the script. if someone rang me with the script his telemarketer is using I would hang up in a few minutes..
  
  To long drawn out and most business owners who do not already have a website will have no idea what the heck your talking about. Wordpress what is that?
  
  Of course this isn't my whole script and I sell to many Australian business owners fair enough is widely used...
  
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kemdev

9 years ago

The number of appointments generated is pretty low. Also, you should have landed at least one sale out of those appointments, but the appointments generated are really weak. I wouldn't even consider them appointments after listening to the first recording.

A couple things a noticed after listening to the first recording:

1) foreign telemarketer - has good English but this will diminish the amount of people willing to listen, generally

2) intro is extremely weak - he basically comes out and says we build great websites with this and this, yada yada. He should be asking questions, qualifying. Ie. Do you have a website currently? Can you handle additional free estimate requests? What would you want your website to do for you?

3) The 'appointment' set is extremely weak. Prospect has shown ZERO interest. Setting up a call back like this really only works if there's some interest shown and the prospect has been qualified as a potential candidate. Asking for the email doesn't really help, either. They don't have any skin in the game and can just as easily reject your call when the time comes.

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bob ross

9 years ago

I didn't listen to the recordings but I gotta say... around 200 calls in an 8 hour period of time means someone is seriously slacking.

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sandalwood 9 years ago

Originally Posted by bob ross

I didn't listen to the recordings but I gotta say... around 200 calls in an 8 hour period of time means someone is seriously slacking.

Yeah, serious slacking. That's 25 calls per hour. Our TMer did that number in a 5 hour period and that was on a slow day. Maybe standards have changed.
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- harro1 9 years ago
  
  Originally Posted by sandalwood
  
  Yeah, serious slacking. That's 25 calls per hour. Our TMer did that number in a 5 hour period and that was on a slow day. Maybe standards have changed.
  
  Just wondering how much you guys pay to telemarketers?
  
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Ckventure 9 years ago

Originally Posted by bob ross

I didn't listen to the recordings but I gotta say... around 200 calls in an 8 hour period of time means someone is seriously slacking.

It is not 200 calls in 8 hours.

Day had 14 where caller spoke to someone and 7 of those hung up.

Sounds like he has 20 other business running in parallel - unless I misread.
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4webguru

9 years ago

So I need to be seeing twice as many calls some where around 300. Is that correct.

Script sucks...ok.... Have him ask more questions. Questions that come to mind are

Tell me about your business?
What kind of online marketing experience have you had?
How many monthly customers can you handle?
Do you have any experience building a website?
Budget for building a website?

Am I on the right question track.

I am paying $6/hr for the telemarketing.

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iAmNameLess

9 years ago

Actually, you're a little under 1% in lead conversions which is fairly typical for those that are inexperienced.

I know there's a lot of hype on this forum about cold calling, but the truth is most people will only generate 1 solid lead per 100 calls.

Good for you tracking the stats.... but you're missing out on some important information. What are you selling? What is your script?

You have a LOT of unanswered calls... only 119 people were NOT interested in what you had to offer. That's too low. Out of 1,600 calls you should have at least 300 people not interested. Why am I focusing on not interested? Because it puts you closer to a sale and shows the quality of the lead list you're using.

My recommendation... don't do anything different EXCEPT giving your telemarketer a break and YOU DO THE TELEMARKETING, for 2 weeks or 1,600 calls and come back and report YOUR results. I guarantee they will be better.

Are voicemails being left?

Another recommendation based on an assumption I'm making... when someone is unavailable and the gatekeeper says call back, don't call back, just leave a message and if they're interested they will call you. There are too many leads out there to continue trying to talk to people that are never available.

ANNNNND... another thing... the industries you mentioned you were targeting are some of the worst for telemarketing.

"*Automotive
*Aerospace
*Agriculture
*Banking
*Healthcare"

Healthcare is a nightmare for outbound, they're very busy and not for beginners. This industry is for seasoned vets. Same with banking.

Automotive, if you're talking about mechanics, even dealerships, these people are incredibly busy and always getting hammered.

I'd recommend targeting less common industries.

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4webguru

9 years ago

If I don't use a telemarketer I can't scale my business beyond a one man show. I know I can sell website design but I would rather spend my time on website design and development rather than sales so I was hoping to generate 2 customers per month from outsourced cold calling starting out.

I posted a link to my script in my first post and information about what I'm selling is on my website. Don't know if posting my packages here would be of benifit. Thank you for your response.

Thanks
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harro1

9 years ago

Originally Posted by 4webguru

If I don't use a telemarketer I can't scale my business beyond a one man show. I know I can sell website design but I would rather spend my time on website design and development rather than sales so I was hoping to generate 2 customers per month from outsourced cold calling starting out.

I posted a link to my script in my first post and information about what I'm selling is on my website. Don't know if posting my packages here would be of benifit. Thank you for your response.

Even with 2 sales a month you will not be able to generate any profits since large part of that will go to your telecaller. So i am not really sure where this is heading...

Thanks
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Matthew Payne 9 years ago

I am not real familiar with cold calling outside of this forum....however, several points. The foreign cold callers were a turn off to me. Also, the calls sounded scripted....that's never good...calls should sound natural. Seriously, do the calls yourself for two weeks and see what happens.

More likely to get a higher response rate if you have an American calling. I stutter (like for real) and my results are better than your results.

I also agree you should target better industries.... I've had the best luck with niche within niche industries.
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4webguru

9 years ago

Originally Posted by harro1

Even with 2 sales a month you will not be able to generate any profits since large part of that will go to your telecaller. So i am not really sure where this is heading...

I pay 960 a month for telemarketing. I make on average 2000 net on two sells. So starting out its a 50% margin. That is where this is going. 50% is lower than I want long term but that's worth chasing for a little bit. I don't get what's wrong with making a grand plus host residual just starting out trying to grow. Seriously I can make the calls but I'm trying to make an expandable business. If I can't train a sells team than I can't expand my business.

Thanks
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iAmNameLess 9 years ago

Originally Posted by 4webguru

If I can't train a sells team than I can't expand my business.

That is exactly why I recommend you doing it for 2 weeks. If you're just starting out, what's the problem?

If you can make the calls and be successful then why would you not want to spend time generating revenue and outsourcing the design?
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qu4rk 9 years ago

Originally Posted by Mav91890

Are you outsourcing in India or somewhere to cold call in the U.S.? Bad move.

Originally Posted by Mav91890

Yeah, how can you train someone to do something you yourself have no idea how to carry out.

OP, both of these quotes are spot on. Everyone is giving you great feedback. It's up to you to actually listen to them & use the information.

Originally Posted by 4webguru

I pay 960 a month for telemarketing. I make on average 2000 net on two sells. So starting out its a 50% margin.

Is this in theory or is this what you have experienced so far?
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iAmNameLess

9 years ago

Originally Posted by 4webguru

If I don't use a telemarketer I can't scale my business beyond a one man show. I know I can sell website design but I would rather spend my time on website design and development rather than sales so I was hoping to generate 2 customers per month from outsourced cold calling starting out.

I posted a link to my script in my first post and information about what I'm selling is on my website. Don't know if posting my packages here would be of benifit. Thank you for your response.

If you don't first do it yourself you're not going to know what to look for in a telemarketer and have reasonable expectations...

Your outlook is all wrong... your time should not be spent on the actual grunt work of fulfilling orders but on growing your business and you can't do that without sales.

You're much more likely to successfully outsource design and development instead of outsourcing telemarketing.

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savidge4

9 years ago

Originally Posted by 4webguru

If I don't use a telemarketer I can't scale my business beyond a one man show. I know I can sell website design but I would rather spend my time on website design and development rather than sales so I was hoping to generate 2 customers per month from outsourced cold calling starting out.

I posted a link to my script in my first post and information about what I'm selling is on my website. Don't know if posting my packages here would be of benifit. Thank you for your response.

The absolute truth in all of this is a catch 22. if you use the current telemarketer you will not scale your business. If you do the calling yourself you can not scale your business. So what are you to do?

You are actually in one of the HARDEST markets in the States for ranking website design and SEO locally. Knoxville is the home of some of the best minds in Search engine manipulation. So you can in some ways strike that as an idea. If you start to compete on a national level, well your site is simply not suited for that either.

Here is what caught my eye about your site. you have 2 "Random" testimonials. a male and and a female - good call there. But, BOTH are self admitted internet inexperienced. Both were starting new business' and in EITHER case do they mention their company name OR their domain URL. In fact this information is not even provided in the text

The next thing that caught my eye.. as eluded to above. There is no "portfolio" of work. In fact in your page design overall... well there is a lack of imagery all together with the exception of a slider filled with other peoples pages - that is muted out. There are the 3 navigation images, but to be honest, not so professional looking, and the hosting link goes off to your hosting provider like some bad affiliate link would.

Next would be your pricing. I am way all for an ala carte pricing structure. But I think yours is tooo ala carte. a per page price would be a hard sell. setting a price and including 5 pages "Home" "About" "Contact" "Filler 1" and "Filler 2".

The method of pricing you are currently using... a potential client would say "How much is a website?" you would say "Depends on how many pages." the potential client then says "I need 5 pages" you then say "that would be $1000" the potential client says " I want my home page with a slider and this and that." and then you say "Slider? that's an additional $100" The potential client then says "ok.. I need to integrate my mail program and I want my site to have this feature than that feature." You return with "Oh, that will be an additional $10 each per plugin..." and with a look of Hyena about to make the fatal blow.. you ask "Is there more you would like to add?" You are, if you have not already crossed the line from potential client to lost client.

So getting back to the catch 22. You kind of have 2 options. you can bleed $1000 a month and get no return, OR you can pick up the phone. I would suggest the 2 week method to start.. then would walk it back to either 1 day a week, or 2 hours a day every day.

Your website testimonials would indicate that there is more than one of you working this operation. If you would have the both of you sit down and do this every day 2 hours a day, you will have more work than you will know what to do with. I personally have a staff of 4 developers and we sit down together for an amount of time each month, and the office becomes a call center until we reach our goal.

I personally prefer this method for 1 reason. everyone that is making the calls is educated in what they are selling. They know the product inside and out. With a guided nudge on my part, they know what is important to the client, and how to communicate that. The client through the entire process has a consistent point of contact. From sales to delivery. It may not work for others...but it simply works for me.

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Mav91890

9 years ago

Originally Posted by savidge4

Here is what caught my eye about your site. you have 2 "Random" testimonials. a male and and a female - good call there. But, BOTH are self admitted internet inexperienced. Both were starting new business' and in EITHER case do they mention their company name OR their domain URL. In fact this information is not even provided in the text.

That's because the testimonials are all fake, which I'd advise he changes.

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XponentSYS

9 years ago

Originally Posted by 4webguru

know I can sell website design but I would rather spend my time on website design and development rather than sales so I was hoping to generate 2 customers per month from outsourced cold calling starting out.

^^^ THIS....... Is a "business acumen issue" right here.

I respect you for taking action. You seem like you've got the balls to carry you through. BUT.....

I get what you're saying enough that I know it's not a sound way for you to scale your business. If you WANT a scale able business than you need to set it up to be that way.

As the owner of your company..... you don't want to set yourself up to be working IN it. If you're working IN your business (like actually doing the client work) then you can't work ON it to make it GROW.

As the owner..... the ONLY thing you should be doing is hustling and selling your business. You don't spend any time doing client work - because you have a system and employee(s) in place to handle that.

It frees you up to spend all your time SELLING and keeping that funnel full.

Fire the TMer, use the money saved to hire a web developer to do the work and YOU sell, sell, sell..... every day. If you need to hone your sales skills, that's cool. Just start and you'll be a rock star sooner than later.

I have 6,000 clients and the above is how I run it. I haven't done a "lick" of client work in years. My staff does. All I do is sales, implement growth strategies (and taxes).

Trust me. I didn't get that many clients by working IN my business. They were aquired by my working ON my business.

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Rus Sells

9 years ago

Your right to a certain point.

Every one starts somewhere and while the OP says he has a desire to just do the design and have others do the sales, I do see that as a little flawed from a "being in business" perspective.

Even Lori Greiner stated that she had to learn EVERY aspect of her business and not only learn it she had to DO it ALL when she started out, now she's the QVC queen, working on her business not in it.

So in the beginning we almost always find ourselves not only working in, but also having to work on our business and the challenge is knowing when it's time to stop working IN the business and move to only working ON the business.

Originally Posted by XponentSYS

^^^ THIS....... Is a "business acumen issue" right here.

I respect you for taking action. You seem like you've got the balls to carry you through. BUT.....

I get what you're saying enough that I know it's not a sound way for you to scale your business. If you WANT a scale able business than you need to set it up to be that way.

As the owner of your company..... you don't want to set yourself up to be working IN it. If you're working IN your business (like actually doing the client work) then you can't work ON it to make it GROW.

As the owner..... the ONLY thing you should be doing is hustling and selling your business. You don't spend any time doing client work - because you have a system and employee(s) in place to handle that.

It frees you up to spend all your time SELLING and keeping that funnel full.

Fire the TMer, use the money saved to hire a web developer to do the work and YOU sell, sell, sell..... every day. If you need to hone your sales skills, that's cool. Just start and you'll be a rock star sooner than later.

I have 6,000 clients and the above is how I run it. I haven't done a "lick" of client work in years. My staff does. All I do is sales, implement growth strategies (and taxes).

Trust me. I didn't get that many clients by working IN my business. They were aquired by my working ON my business.

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Matt Lee

9 years ago

Originally Posted by iAmNameLess

ANNNNND... another thing... the industries you mentioned you were targeting are some of the worst for telemarketing.

"*Automotive
*Aerospace
*Agriculture
*Banking
*Healthcare"

Healthcare is a nightmare for outbound, they're very busy and not for beginners. This industry is for seasoned vets. Same with banking.

Automotive, if you're talking about mechanics, even dealerships, these people are incredibly busy and always getting hammered.

I'd recommend targeting less common industries.

I just want to chime in and seriously commend you for doing 2 solid weeks of cold calling. I agree with Nathan 100% in regards to your industries. That's going to be your biggest problem. Another thing is to consider is how you are positioning yourself when you reach out to them. Are you giving them reason to stay on the phone by providing value? Or are you just pitching them?

As fast paced as cold calling is - you must develop a relationship to some degree with the person on the other end. They've got to like you right away, which will eventually lead to trusting you if you nurture the lead. It can take 5-10 followups sometimes so don't count yourself out right away. A no is a no until it's a yes (or take me off your contact list) right?

Cold calling isn't easy or everyone would be doing it. If you can stick with it for 2 weeks, you can stick with it longer and with some tweaks and a little practice you should do fine.

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Mav91890

9 years ago

Are you outsourcing in India or somewhere to cold call in the U.S.? Bad move.

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DWaters

9 years ago

My suggestion is to visit Cold Calling: Cold Calling Tips and Advice

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Mav91890

9 years ago

Hey man, I'm not trying to rag on you, I'm trying to help. Are the testimonials on your site fake? That's just the vibe I get when I watched them. What do you all think?

If they're legit, pay this no mind. I'm an idiot.

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iAmNameLess

9 years ago

Originally Posted by Mav91890

Hey man, I'm not trying to rag on you, I'm trying to help. Are the testimonials on your site fake? That's just the vibe I get when I watched them. What do you all think?

If they're legit, pay this no mind. I'm an idiot.

They're 100% legit via Fiverr lol.

I actually think the cold caller was decent for being foreign. I just believe instead of asking us what we think, he should do it himself for a little while and see HIS results to use as a benchmark.

You're just starting out... why not invest 2 weeks into the long term growth of your business?

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RealCasher

9 years ago

I tried cold calling (having phillippines telemarketers and 1 american) and guess what 0 sales, and stopped it after 1 week.

If you can't do the calls yourself or (someone native that you trust and he knows you personally) then find another marketing route.

And ask your telemarketer to be more friendly and natural, he kinda forgot your company's name everytime.

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iAmNameLess

9 years ago

Originally Posted by RealCasher

And ask your telemarketer to be more friendly and natural, he kinda forgot your company's name everytime.

I agree, but I give him props because that was going to be a dead prospect but he kept going and at the very least got an email out of the deal. Though, the reason the prospect gave his email is because it was an easy way to end the conversation.

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RealCasher

9 years ago

Originally Posted by iAmNameLess

I agree, but I give him props because that was going to be a dead prospect but he kept going and at the very least got an email out of the deal. Though, the reason the prospect gave his email is because it was an easy way to end the conversation.

I listened to the first 2 recordings, they were not leads, they were not even listening, they were not interested, the only reason they didn't hang up is because they were kinda shy.. and the first gave his email and was like, here's it just leave me alone annoying telemarketer.

Also I want to add that your telemarketer/script has a lot of repetition, he repeated that the project manager will calls on friday, and he will send info by emails soo many times ...

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Mav91890

9 years ago

Exactly what I was thinking! lol

Anyways, yes, the foreign cold caller did much better than I would have imagined.

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Mav91890

9 years ago

Yeah, how can you train someone to do something you yourself have no idea how to carry out.

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Mav91890

9 years ago

LMAO - Here's the Fiverr testimonial - http://goo.gl/h33lzK

Are you kidding me? It's the exact same guy probably using the same script as he does for everyone else. This took me a total of 30 seconds to find......

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Freebiequeen1999

9 years ago

Originally Posted by Mav91890

LMAO - Here's the Fiverr testimonial - http://goo.gl/h33lzK

Are you kidding me? It's the exact same guy probably using the same script as he does for everyone else. This took me a total of 30 seconds to find......

LOL.... yes it looks very scripted

I also agree that you should make calls yourself and that way YOU can tweak your script and find what works.
Before you hire people, make sure YOU can sell your packages yourself.

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RiTu

9 years ago

I've listened to your attached first recording.

The script is real bad and generic. It has no questions, no foreplay and has keywords like "seo" and "wordpress" which is no good either. People get a ton of that every day, you're no different.

The telemarketer is better than a regular Indian/Filipino, but is still cringeworthy. He's $300/mo-salary kind of bad.

Be honest here, would you actually be interested if somebody overseas called you and pitched a site like that? I wouldn't be interested in the slightest, and I'm not even a native English speakers, let alone living in USA.

In my opinion you should never outsurce outbound sales overseas, it just doesn't work well. You can outsource support and inbound calls.

Just because there are a lot of leads, it doesn't mean you should be playing a cruel numbers game and hope for a couple of sales a month, at the same time making the leads game worse for the future callers.

So what should you do? Listen to iAmNameLess and start calling yourself, only then you can learn what works and teach other telemarketers to scale up further.

How to start?

Look up posts by Jason Kanigan, personally I think he's the most knowledgeable person here when it comes to cold calling.

Start with How to Start Your Calls: Prospecting Success Tip and Be a little unsure method.

Good luck & come back with new data.

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TheLondonPromoter

9 years ago

I'll be honest, I agree with most of the advice given. Cold calling is as hard as hell however with time like everything else in life it gets easier. Like Iamnameless says pick up the phone and do it yourself for a couple of weeks rather than paying a chap that has no skin in the game. He probably doesn't give a stuff, he gets his monthly wage.
The two things that helped me was (1) Cold calling for chickens (2) A WSO by Jason Kannigan. Sales on fire.
Defiantly look into the later if not both.

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chaotic squid

9 years ago

WOW! A lot is wrong with what you're doing. Outsourcing telemarketing (without having any knowledge yourself ), fake video testimonials, not focusing on a specific niche, and your site looks like crap just to name a few.

Your hurting the industry and yourself. If this is something that you really want to do, then please take the time to learn everything yourself, learn web design, build meaningful relationships with business owners, and be AUTHENTIC

[ 1 ] Thanks

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RealCasher

9 years ago

Guys don't be so harsh about the fake testimonial videos, most business owners will find them legit as they have no idea of such fake services like fiverr's exist.

The real problem is his own website design is very bad for someone who sells good looking websites, and the cold calling isn't a good marketing approach.

Thanks
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chaotic squid

9 years ago

Originally Posted by RealCasher

Guys don't be so harsh about the fake testimonial videos, most business owners will find them legit as they have no idea of such fake services like fiverr's exist.

Don't underestimate business owners, some are very savvy and if they don't catch it, maybe one of their managers or staff members may catch it. If they do, you'll instantly lose any credibility.

The members here caught it right away. Not because we know more about the Fiverr videos, but that also those reviews stick out like a sore thumb on his site, there's no context for the reviews. No portfolio or case studies to back them up.

Also, the point isn't about the business owner finding out. It's about integrity. To me a fake video testimonial is flat out deceptive! As a business owner you have the responsibility to be honest to your clients, set a good example, and accurately portray your work.

Thanks

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John Durham

9 years ago

Originally Posted by RealCasher

Guys don't be so harsh about the fake testimonial videos, most business owners will find them legit as they have no idea of such fake services like fiverr's exist.
.

Right. A lot of IMr's don't really get that offline people aren't privy to all of these internet marketing resources. A lot of the things they consider to be issues are things that offline biz people are oblivious to, and they aren't issues at all.

Originally Posted by iAmNameLess

If you can make the calls and be successful then why would you not want to spend time generating revenue and outsourcing the design?

Indeed. The whole idea of trying to outsource sales, outside of an affiliate program sort of thing has inherent flaws that should be pretty obvious. That's why outsourcers are generally lead generators, and you hear some success stories there with internet marketers, but you don't hear many people talking about success in outsourcing actual SALES... That's a fantasy world.

If you want SALES you need your own telemarketers, a proven system and training...or else just have someone just generate leads and "TO" the closes to you.

Thanks

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Sokute

9 years ago

Why is that your "OVERALL CALLS" by days vary so much? And what is the background of the telemarketer? You are using really poor quality leads for cold calling, I'd go to certain places and acquire something more relevant to your vertical.

Thanks

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Matthew North

9 years ago

Originally Posted by 4webguru

Hi I've browsed this site for awhile and am trying to put some of the information here into action and was hopeful that if I shared what I am trying and my complete stats someone might have some constructive criticism or maybe even advice.

Anyways the information will be up so people can see how this is working out for me and I will try to update the results of any suggestions given until the campaign is successful or flops.

I'm trying to sell website B2B using cold calling to generate clients hopefully today while I work on building up my online marketing.

I'm using a script I found on this forum. I have a telemarketer performing the cold calls for me and setting follow up calls with me where I try and sell them a package for there business.

My telemarketer call for 8 hours a day 5 days a week. We are currently using the yellow pages, manta, and BBB to find leads and are calling pretty much everyone.

Ok here are the raw stats for the past two weeks:

Day 1
OVERALL CALLS : 104
Hang ups : 7
Voicemails: 25
Disconnected / Not in service: 17
For call back: 6
Not Interested : 1
Wrong number:1
No Answer: 45
Busy: 2
0 appointments

Day 2
OVERALL CALLS : 337
Not interested: 36
hung Up : 15
voicemail - 110
call back 36
no answer: 97
wrong no: 4
disconnected : 38
0 appointments

Niches called:
*Automotive
*Aerospace
*Agriculture
*Banking
*Healthcare

Day 3

OVERALL CALLS : 347
Not Interested: 20
Hung up: 30
Voicemail: 109
call back: 48
No Answer: 74
Disconnected: 18
Not Qualified 1
DNC- 10
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 37
0 appointments

Day 4:
OVERALL CALLS : 167
Call back: 20
No Answer: 58
Voicemail: 69
Not interested : 8
Do not call: 6
Wrong number: 2
Disconnected: 4
0 appointments

Day 5:
OVERALL CALLS- 153
Appointment: 0
Voice Mail: 64
Not Interested: 7
No Answer: 26
Invalid Number/Disconnected:19
Callback (Not available):5
Hung up: 30
bust tone:2
0 appointments

Day 6
OVERALL CALLS - 138
Voice Mail: 38
Not Interested (hang up, send email): 26
No Answer (fax tone, busy tone): 17
Do Not Call ( 1300, mobile #, call head Office): 0
Not qualified: 3
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 29
Callback (Not available): 28
APPOINTMENT: 5

Day 7:
OVERALL CALLS : 175
Appointment: 2
Voice Mail: 56
Not Interested (hang up, send email): 18
No Answer (fax tone, busy tone): 29
Do Not Call ( 1300, mobile #, call head Office): 0
Not qualified: 0
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 43
Callback (Not available): 25

Day 8:
OVERALL CALLS : 185
Appointment: 7
Voice Mail: 62
Not Interested (hang up, send email): 23
No Answer (fax tone, busy tone): 33
Do Not Call ( 1300, mobile #, call head Office): 0
Not qualified: 0
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 34
Callback (Not available): 26

We were unable to make call two days do to personnel and weather issues.

So a rough summary for the two weeks.

OVERALL CALLS : 1606
Voice Mail: 533
Not Interested: 119
No answer: 379
Call Backs: 194
Appointment: 14
Sold: 0

Ok so that is how the first two weeks have gone so far. Not the conversion rate I was hoping for, but they are my stats.

I attached three phone calls if anyone wants the here a sample. I had to up load them individually as a zip file. Only way the forum would let me attach them. I have plenty more and I chose these at random and they may or may not be the best calls but they should represent the calls.

My website is my user name dot com if anyone wants to see it. Not posting a link as this is my fist post.

Hey man,

I came across this post kind of by accident. I don't post much these days, but still lurk the forums occasionally.

To be honest, I cringed a little when I read where I was at with sales a few years ago. So much has changed in my style and conceptual strategy. It's like looking at a child's drawing.

I'm proud to say that script sucks, bad. Don't use it. Infact delete the script and block the page from your history.

It worked for me because I did not use it as a literal magical tool to make sales. It was more of an organizing structure that led me to discovering if they were likely buyers, or not.

I made money with it because it became dynamic and responsive to who I was speaking with. I started to ask more questions upfront and giving up on the nowhere prospects, which were many.

My whole approach with cold calling now is to simply find the easy sales, not to convince everyone. I don't answer more than two stalls or objections. I don't persuade and I don't sell to anyone.

I get to the point. and ask if they'd be interested in my offer, or not.

In cold calling, you find sales, not make sales.

You look for people who are looking to buy whatever you are selling already.

Then you explore their budget, and make an appointment.

If you are using outsourcers it's not a good idea to make anything complicated.

Make it a simple offer to describe what you do for your customers, and ask if they'd be interested.

Dumb it down as much as you can, in four sentences or less.

When you call the prospects back, they will feel like they are in the process of buying, instead of being sold to.

Think about it like this: If you were really dehydrated and a salesman pushing a cart full of bottled water came and said hello, how would you interpret the situation?

The salesman wouldn't need to give a spiel of the top ten amazing benefits of fresh water because you are thirsty, and can see the connection between the product and what you want already.

The situation then becomes 'Yes I want it, and how much?' Instead of: 'You have thirty seconds, convince me.'

These are the kind of prospects you want to spend time finding, and with enough of them you will have a business.

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mojo1

8 years ago

Originally Posted by Matthew North

Hey man,

I came across this post kind of by accident. I don't post much these days, but still lurk the forums occasionally.

To be honest, I cringed a little when I read where I was at with sales a few years ago. So much has changed in my style and conceptual strategy. It's like looking at a child's drawing.

I'm proud to say that script sucks, bad. Don't use it. Infact delete the script and block the page from your history.

It worked for me because I did not use it as a literal magical tool to make sales. It was more of an organizing structure that led me to discovering if they were likely buyers, or not.

I made money with it because it became dynamic and responsive to who I was speaking with. I started to ask more questions upfront and giving up on the nowhere prospects, which were many.

My whole approach with cold calling now is to simply find the easy sales, not to convince everyone. I don't answer more than two stalls or objections. I don't persuade and I don't sell to anyone.

I get to the point. and ask if they'd be interested in my offer, or not.

In cold calling, you find sales, not make sales.

You look for people who are looking to buy whatever you are selling already.

Then you explore their budget, and make an appointment.

If you are using outsourcers it's not a good idea to make anything complicated.

Make it a simple offer to describe what you do for your customers, and ask if they'd be interested.

Dumb it down as much as you can, in four sentences or less.

When you call the prospects back, they will feel like they are in the process of buying, instead of being sold to.

Think about it like this: If you were really dehydrated and a salesman pushing a cart full of bottled water came and said hello, how would you interpret the situation?

The salesman wouldn't need to give a spiel of the top ten amazing benefits of fresh water because you are thirsty, and can see the connection between the product and what you want already.

The situation then becomes 'Yes I want it, and how much?' Instead of: 'You have thirty seconds, convince me.'

These are the kind of prospects you want to spend time finding, and with enough of them you will have a business.

Wow you have changed, lol. Life and experience does tend to do that

Thanks

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Affiliatebuddy

9 years ago

1. Change your web design
2. Make sure your tele marketer is professional to make such calls.
3. Raise your targets. 2 in a month? Target at 2 daily. It is possible.
4. You can do it.

Thanks

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SEOexpertSEO

9 years ago

1. Create a list of 150 phone numbers. Focus on businesses that are actively doing something to drum up business. Large yellow page ads, craigslist, and so on. That way you are calling business that are active. You'll have a list of real businesses this way.

2. If they don't answer within 5 rings, hang up and call the next number.

3. If they hang up or tell you no, either your delivery or pitch sucks. If you have a great delivery and pitch, the people who hang up or say no are doing you a favor by not wasting your time. You want to tell them your pitch and ask for the sale. Don't get stuck in a long conversation, ask for the sale. Send them the email and move on.

2. Don't bother leaving messages, unless it's with a gatekeeper (secretary, ect). Have an email prepared (with good copy) and set it as your signature in your email. Make sure your email yourfirstinitialyourlastname@yourwebsite.com

3. INTRO: Start with:
Hi, did I catch you at a bad time?

4. Practice reading out loud. Back when I was making $80K a year cold calling and selling SEO and Advertising: I practice my delivery by reading old billy graham sermons. Any public speech would do, but try to find something that isn't over 100 years old. Try finding an Obama speech or something and practice reading it out loud and record yourself. Are you delivering a convincing speech? If not, you probably sound like crap on the phone.

Thanks

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Michael Nguyen

9 years ago

Its a really bad script.

If the aim of the calls is to set appointments for you to speak to them then your telemarketer guys job is to qualify them first.

Remove the "How are you today". This screams of telemarketer!

Your guy's first question would be first to locate a decision maker if you don't have it. It needs to be precise instead of saying "You're the owner or manager right?", he will naturally say yes regardless.

Your question might be "How should I speak to regarding website build decisions" and you would keep probing until you get that right.

When you get them on the line, then you start qualifying a need for your product / services.

There's a lot of work to do and not enough time to put it all here.

I suggest you consult with a expert in this area so they can help you write a script.

Thanks

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Joe Stewart

9 years ago

Originally Posted by 4webguru

Hi I've browsed this site for awhile and am trying to put some of the information here into action and was hopeful that if I shared what I am trying and my complete stats someone might have some constructive criticism or maybe even advice.

Anyways the information will be up so people can see how this is working out for me and I will try to update the results of any suggestions given until the campaign is successful or flops.

I'm trying to sell website B2B using cold calling to generate clients hopefully today while I work on building up my online marketing.

I'm using a script I found on this forum. I have a telemarketer performing the cold calls for me and setting follow up calls with me where I try and sell them a package for there business.

My telemarketer call for 8 hours a day 5 days a week. We are currently using the yellow pages, manta, and BBB to find leads and are calling pretty much everyone.

Ok here are the raw stats for the past two weeks:

Day 1
OVERALL CALLS : 104
Hang ups : 7
Voicemails: 25
Disconnected / Not in service: 17
For call back: 6
Not Interested : 1
Wrong number:1
No Answer: 45
Busy: 2
0 appointments

Day 2
OVERALL CALLS : 337
Not interested: 36
hung Up : 15
voicemail - 110
call back 36
no answer: 97
wrong no: 4
disconnected : 38
0 appointments

Niches called:
*Automotive
*Aerospace
*Agriculture
*Banking
*Healthcare

Day 3

OVERALL CALLS : 347
Not Interested: 20
Hung up: 30
Voicemail: 109
call back: 48
No Answer: 74
Disconnected: 18
Not Qualified 1
DNC- 10
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 37
0 appointments

Day 4:
OVERALL CALLS : 167
Call back: 20
No Answer: 58
Voicemail: 69
Not interested : 8
Do not call: 6
Wrong number: 2
Disconnected: 4
0 appointments

Day 5:
OVERALL CALLS- 153
Appointment: 0
Voice Mail: 64
Not Interested: 7
No Answer: 26
Invalid Number/Disconnected:19
Callback (Not available):5
Hung up: 30
bust tone:2
0 appointments

Day 6
OVERALL CALLS - 138
Voice Mail: 38
Not Interested (hang up, send email): 26
No Answer (fax tone, busy tone): 17
Do Not Call ( 1300, mobile #, call head Office): 0
Not qualified: 3
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 29
Callback (Not available): 28
APPOINTMENT: 5

Day 7:
OVERALL CALLS : 175
Appointment: 2
Voice Mail: 56
Not Interested (hang up, send email): 18
No Answer (fax tone, busy tone): 29
Do Not Call ( 1300, mobile #, call head Office): 0
Not qualified: 0
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 43
Callback (Not available): 25

Day 8:
OVERALL CALLS : 185
Appointment: 7
Voice Mail: 62
Not Interested (hang up, send email): 23
No Answer (fax tone, busy tone): 33
Do Not Call ( 1300, mobile #, call head Office): 0
Not qualified: 0
Invalid Number/Disconnected (not in service, wrong number,not
working,language barrier): 34
Callback (Not available): 26

We were unable to make call two days do to personnel and weather issues.

So a rough summary for the two weeks.

OVERALL CALLS : 1606
Voice Mail: 533
Not Interested: 119
No answer: 379
Call Backs: 194
Appointment: 14
Sold: 0

Ok so that is how the first two weeks have gone so far. Not the conversion rate I was hoping for, but they are my stats.

I attached three phone calls if anyone wants the here a sample. I had to up load them individually as a zip file. Only way the forum would let me attach them. I have plenty more and I chose these at random and they may or may not be the best calls but they should represent the calls.

My website is my user name dot com if anyone wants to see it. Not posting a link as this is my fist post.

This is what I got from the first call.

1. Wasted way too much time at the beginning of the call.

2. You should tell them exactly who you are at the beginning of the call. You may be a telemarketer, but that's okay. You SOUND like one though, and that's a big turnoff.

3. You never asked him if he's the decision maker. The owner, manager and decision maker may be totally different people.

4. You never even asked if they already had a website.

Thanks

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daniyal100

9 years ago

This place is not for honest people like you who are hoping to get something good from here.. As a sales man you should not be that dumb bro..I know people who are guru's here and never sell a thing in their lives except wso's

I don't think you can get something good from here. I know you don't wanna consider this thing now. It will take sometime but eventually you'll get it.
Peace V

Thanks
1 reply

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Joe Stewart

9 years ago

Originally Posted by daniyal100

This place is not for honest people like you who are hoping to get something good from here.. As a sales man you should not be that dumb bro..I know people who are guru's here and never sell a thing in their lives except wso's

I don't think you can get something good from here. I know you don't wanna consider this thing now. It will take sometime but eventually you'll get it.
Peace V

Actually, there are several people here that make their living telemarketing, though it may be different in the way that some people are selling services and others, like me, sell physical products. I'm currently in a transition phase to offering services myself.

There's a lot of sound critiques here that should be taken seriously. I offered a bit of advice, Nathan, Matthew North and others have been doing this for years and so have I.

The general consensus is that he should get on the phone for 2 weeks, learn what's working, close some deals, get some cash and then train his phone guy to do what he KNOWS is working.

Just to be clear, I've never done a WSO, but Nathan offers one that's great information. Jason Kanigan's name was brought up as a solid resource. I've never bought any of Jason's products, but those here that have rave about how good they are.

I just don't see any reason to drop negative comments in a thread when you have no idea what you're talking about. People here are trying to HELP this guy for FREE.

Thanks
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daniyal100 9 years ago

Actually i am trying to help op and you know that too.. and btw i have no offense with people who giving free advice but I never understand why people making 100k monthly also selling cheap wso's and spending tons of their time writing countless 1000+ words posts everyday.
i just don't understand it may be i am dumb, am i?
- [ 1 ] Thanks
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basicweb

9 years ago

Op, I recently read the book from "never cold call" and there is alot of really good advice in that. Provided you are paid based on amount of sales you do, the book will rock your world.

Thanks

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socialentry

Banned 9 years ago

I'd say spend some time thinking about what you actually want in a lead.

Not just so that the TM can develop rapport, but also to better your odds of closing. In any industries, if the prospect has XYZ characteristics, the odds are better that he or she buys.

Even in one call closing, you're going to save massive amount of time qualifying hard because you will actually present to the right people. If you're closing face to face, the time saved will be exponential (ugh.... traffic).

Thanks

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John Durham

9 years ago

"Does that sound fair enough to you?" is an EXCELLENT question, depending on whether you built the value SKY HIGH, and then asked a price that is clearly way beneath the perceived value that you have built up.

That's the reason why this question has been used as a standard closing question for fifty years in many a million dollar sales organization.

Why is it a great question?

Because most people don't want to look like idiots, or be viewed as UNFAIR... , and if you have built your value waaay high, and you ask a price that is ridiculously low compared to the value you presented, then the only answer that wont make them look and feel like a total SCHMUCK is "Yes, that sounds fair enough..."

However , often it is also followed by a "But..." , then another objection comes out, because you clearly beat the fairness of price one.

That's another story, another objection, and another rebuttal... but, in short; as long as you have followed the process above, then "yes", that is a great question to ask at closing, and it is a classic one that has worked for decades in a million pitches.

It's a great question, but you have to set it up for the punch.

[ 1 ] Thanks
1 reply

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BigFrank

Banned 9 years ago

Originally Posted by John Durham

That's another story, another objection, and another rebuttal... but, in short; as long as you have followed the process above, then "yes", that is a great question to ask at closing, and it is a classic one that has worked for decades in a million pitches.

Ive been buying and selling for 50 years. I have never asked that question of anyone, nor have I ever had it asked of me.

If someone asked me that question my only response would be a blank stare. They would never sell me anything.

Cheers. - Frank

Thanks

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John Durham

9 years ago

Originally Posted by BigFrank

Ive been buying and selling for 50 years. I have never asked that question of anyone, nor have I ever had it asked of me.

If someone asked me that question my only response would be a blank stare. They would never sell me anything.

Cheers. - Frank

Frank, if someone presented something to you, and the price was clearly way below your perceived value of it, and they asked you if the price sounded fair enough, would you be that rare person who said "No"?

Thanks
1 reply

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BigFrank

Banned 9 years ago

Originally Posted by John Durham

Frank, if someone presented something to you, and the price was clearly way below your perceived value of it, and they asked you if the price sounded fair enough, would you be that rare person who said "No"?

Well, your basing your question on the buyer knowing the perceived value of the product. That's not always the case. If I knew the value and it seemed low, I'd be hesitant and dubious. If I had no idea, I'd say I have no idea and I'd need to do some research.

All I know is, I would never pose that question to anyone. There is no power in that question.

Just my opinion. You won't change it. lol

Cheers. - Frank

Thanks

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John Durham

9 years ago

Okay. You are strong willed... Claude couldn't even sell you a vacuum cleaner I'd bet. lol.

Ps. The power of the question is that it engages their inward dialogue, and gets them to ask it themselves in their own head, and be forced agree with you, on their own terms, that the price is indeed fair... but again; you aren't going to change your mind. Just thought I'd elaborate on the power of the question.

[ 1 ] Thanks
1 reply

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BigFrank Banned 9 years ago

Originally Posted by John Durham

Okay. You are strong willed... Claude couldn't even sell you a vacuum cleaner I'd bet. lol.

You'd be correct.

Ps. The power of the question is that it engages their inward dialogue, and gets them to ask it themselves in their own head, and be forced agree with you, on their own terms,

People do that? Or just sheep. :-)

that the price is indeed fair...

If you TELL me it's fair - that's powerful. In my mind I'm not likely to challenge you. If you ASK me if it's fair, you are planting a seed of doubt - that's incredibly weak.

but again; you aren't going to change your mind. Just thought I'd elaborate on the power of the question.

Well, we're all wired differently. That's why you can't always make the sale, no matter which 'million-dollar' sales tactic you employ.

Cheers. - Frank
- Thanks
- 1 reply
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- John Durham 9 years ago
  
  Originally Posted by BigFrank
  
  Well, we're all wired differently. That's why you can't always make the sale, no matter which 'million-dollar' sales tactic you employ.
  
  Cheers. - Frank
  
  True. 100 sales people in the same room don't all sell or appeal to the same type of clients... some prospects respond to a gentle demeanor, and others respond to a harsh authoritative one... However, anyone who makes consistent sales calls will come across the ones who respond to their style.
  
  Whoever you are, there is a type of person who responds to your type of sales style, and those are the only ones you will close.
  
  Still, "fair enough?" isn't a classic sales question for no reason.
  
  Thanks
  
  1 reply
  
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  BigFrank Banned 9 years ago
  
  Originally Posted by John Durham
  
  Still, "fair enough?" isn't a classic sales question for no reason.
  
  I can only come back to my initial point. I have never used it and I have never heard it. I hope that never changes.
  
  Cheers. - Frank
  
  [ 1 ] Thanks
  
  1 reply
  
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  James_w 9 years ago
  
  Aussie Slang fair enough – alright; acceptable
  
  Glossary of Australian Slang
  
  Fair Enough
  
  Thanks
  
  1 reply
  
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  John Durham 9 years ago
  
  Originally Posted by James_w
  
  Aussie Slang fair enough – alright; acceptable
  
  Glossary of Australian Slang
  
  Fair Enough
  
  It's not even a contest. This is a classic sales question that has worked for generations. The reason why is clear. It is a highly effective question and that has been proven a million times. I don't know why I even bother defending it, other than to say "No you aren't wrong for asking that".
  
  [ 1 ] Thanks
  
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John Durham

9 years ago

Fair enough.

Thanks

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iAmNameLess

9 years ago

I personally love using the "fair enough" when it comes to negotiations, not necessarily in the initial sales pitch, but when negotiating it is very effective.

[ 1 ] Thanks
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BigFrank

Banned 9 years ago

Originally Posted by iAmNameLess

I personally love using the "fair enough" when it comes to negotiations, not necessarily in the initial sales pitch, but when negotiating it is very effective.

Agreed, but that's a whole different aspect of the use of the term. By then you have established some semblance of a relationship where the buyer can usually ascertain if up to that point they feel as if they are being treated fairly. Before that point, it's presumptuous and meaningless.

Cheers. - Frank

Thanks

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SalesGod

8 years ago

I didn't read all this comments but I listened to the sample calls and I have to say they are really bad. Your script needs to be completely redone. I guarantee you this telemarketer could be producing 5 times the results he's currently getting with the right script and some basic training.

Thanks

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Michael Nguyen

8 years ago

Since starting my cold calling last year in April, when I had to dig deep, the April to April income figures have averaged out $830pm

It could've been more but here are the reasons why it was low:

Was slacking and did not call every day
Could have charged higher amounts
Let other "work" get in the way
Did not consistently block my cold calling times daily
Rested on my laurels (so easy to celebrate a win and slow down)
Had mentally quit the business a few times

This is the start of my new stats. April 16 - April 17 to double / triple that figure.

Thanks

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My cold call stats for two weeks 1606 calls. Any advice to improve?

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