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How to process these names when cold-calling

by stanigator
6 replies
This Warrior Forum discussion has inspired me to resume cold-calling my target market again, even if it's to improve my marketing strategy on them.

http://www.warriorforum.com/offline-...results-4.html

As I've been cold-calling (in some cases, an assistant), as expected, most of the time, I can't connect with the business owner. I either left a voicemail or message with the office manager/receptionist. Do you even bother to go back to those names to try again? How would you make this decision? How often would you call back?

Thanks in advance for your feedback. Hope this is enough context.
#coldcalling #names #process
  • Profile picture of the author shadow92
    It varies industry to industry. Obviously it's going to be harder to get a contractor in the office than an accountant. There are many methods, and scripts out there helping one to get in front of a dm. But what it boils down to in the end, is numbers. Early morning and evening (closing time or after) is the best time to call in my experience.

    There's nothing wrong with leaving a message. There's mixed opinions on weather to leave a message or not but I've always figured if you've already spent the time on the phone, might as well take another 10 seconds to leave a message.

    "This is ____ calling, I just had a couple of questions for you when you get a minute please call me back at (xxx) xxx-xxxx."

    Don't worry much about calling the same prospects. If you have a decent list, just start on the top and work your way down. Only marking off numbers who purchased, or requested more info. If they request more info, we set them up in an autoresponder series of emails that offers case studies, educational material, testimonials, etc, and follow up with them regularly.

    Back in the day when I didn't have lists the size I do now, I would call a list of 2-5k phone numbers and pitch them on a service. Once I was done I would go right to the top and do it again. Changed my phone name and never once had someone even remember me.

    Don't get wrapped up in the details.
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    • Profile picture of the author stanigator
      Originally Posted by shadow92 View Post

      It varies industry to industry. Obviously it's going to be harder to get a contractor in the office than an accountant. There are many methods, and scripts out there helping one to get in front of a dm. But what it boils down to in the end, is numbers. Early morning and evening (closing time or after) is the best time to call in my experience.

      There's nothing wrong with leaving a message. There's mixed opinions on weather to leave a message or not but I've always figured if you've already spent the time on the phone, might as well take another 10 seconds to leave a message.

      "This is ____ calling, I just had a couple of questions for you when you get a minute please call me back at (xxx) xxx-xxxx."

      Don't worry much about calling the same prospects. If you have a decent list, just start on the top and work your way down. Only marking off numbers who purchased, or requested more info. If they request more info, we set them up in an autoresponder series of emails that offers case studies, educational material, testimonials, etc, and follow up with them regularly.

      Back in the day when I didn't have lists the size I do now, I would call a list of 2-5k phone numbers and pitch them on a service. Once I was done I would go right to the top and do it again. Changed my phone name and never once had someone even remember me.

      Don't get wrapped up in the details.
      I think working through the entire list would be a good strategy. I've got a list of literally several thousands. I'm using it to get feedback quickly and improve my intelligence, while I work on PPC campaigns in the meantime.
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    • Profile picture of the author John Durham
      Originally Posted by shadow92 View Post


      Don't worry much about calling the same prospects. If you have a decent list, just start on the top and work your way down. Only marking off numbers who purchased, or requested more info. If they request more info, we set them up in an autoresponder series of emails that offers case studies, educational material, testimonials, etc, and follow up with them regularly.

      Back in the day when I didn't have lists the size I do now, I would call a list of 2-5k phone numbers and pitch them on a service. Once I was done I would go right to the top and do it again. Changed my phone name and never once had someone even remember me.

      Don't get wrapped up in the details.

      Excellent advice.

      Don't think about it, just dial and pitch whoever will listen. Move on down the line. You have a better chance of the next guy answering than you do calling back the guy who didn't answer. Unless someone specifically asks you to call back at a certain time, don't look back up your list. Keep drilling down till you get through it. One number is as good as the next. The best advice is to keep drilling down and dialing. Don't get hung up on ANYTHING.


      You are looking for your prospect and he IS absolutely in that list somewhere. You just have to uncover him.


      Keep dialing down till you hear somebody say "Yeah! I'm glad you called. I was just thinking about this the other day!". He's there. Trust me.


      It's easy to spend half of your session intellectualizing about your list and getting hung up. That is not the way to your sale. The best thing to do is forget it, don't give it a second thought, and dial the next number.
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  • Profile picture of the author savidge4
    Originally Posted by stanigator View Post

    As I've been cold-calling (in some cases, an assistant), as expected, most of the time, I can't connect with the business owner. I either left a voicemail or message with the office manager/receptionist. Do you even bother to go back to those names to try again? How would you make this decision? How often would you call back?
    My question is this.. why would you not call them back? My calling patterns are different than most, but until have a check next to "Spoken to" I keep calling.

    I would say if you are calling on a daily basis, I would interject each of those names probably once a week, and I would change up the day of contact. So if you called Monday and left a message, I would call next Tuesday ,and the following Wednesday etc.

    That being said some additional questions. Does the list you have include the name of the owner? If it doesn't.. and you get thrown to voicemail, don't you usually have the name by then? The next time you call, you are not asking for the "Owner" you are asking for "Bill" and that does change things in many cases.
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  • Profile picture of the author internetmarketer1
    As long as you haven't spoken to the owner just yet, just continue to call them back. And besides, usually you can get passed the gatekeeper quicker when you let them know that you're looking for the decision maker since you have called once or twice before.
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  • Profile picture of the author Matthew North
    Originally Posted by stanigator View Post

    This Warrior Forum discussion has inspired me to resume cold-calling my target market again, even if it's to improve my marketing strategy on them.

    http://www.warriorforum.com/offline-...results-4.html

    As I've been cold-calling (in some cases, an assistant), as expected, most of the time, I can't connect with the business owner. I either left a voicemail or message with the office manager/receptionist. Do you even bother to go back to those names to try again? How would you make this decision? How often would you call back?

    Thanks in advance for your feedback. Hope this is enough context.
    If you are calling a list, go down the page 3 times until moving on, which means trying to contact the person three times before marking them off. This is a symptom the problem you are experiencing that you mentioned in the first paragraph, that you can't get connected to the decision maker.

    You need to know who that person is, and ideally have a way of pre-qualifying their interest, for example sending a short, introductory cold email that explains what you want and who is the best person to speak with. I talk about these topics in my book.
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