Cold Walkin intro. Help me make it better

I've done cold walk-in's before & I'm not going to give you my exact routine (because it works really well), I will give you an idea.

Also, one of Claude's books ($3 each) talks about cold calling just to set the appt. This is a huge time saver. But, if you must continue to cold walk-in then here's an idea.

What works best for me is to make it seem important & remain mysterious until you whip it out on them. Then, you need to seem absolutely certain ("I know for a fact that this is costing you $x per month because I work with ____'s before"). As you show them something on paper. "Not only is this losing you money, but look at this opportunity here."

Oh by the way, I'm Kevin & this is what I do for a living.

Starting out with, "Hi, I'm Kevin & I..." sounds like Charlie Browns parents to people.

Think about it, you're interrupting someone's day (literally) & if you start out that way, they've already access...I'm too busy, tell him to come back.

In person is about body language, if you don't know how to read it or control yours to non-verbally communicate things then they will be able to read you (and your insecurities if you have them).

Cold walking works. Don't let anyone tell you differently. If you just use a tested approach that gets results...sometimes, you'll be there are exactly the right time.

If you already know that they have an Adwords campaign, lead with that.

"I'd like to talk to the owner about your Adwords campaign".If they ask what you mean, say "Do you get people calling, and buying from you because they saw your ads online?" ."Yeah, why?"
"Would you like more of them?"

The single most profitable way I've ever prospected was calling for a short introduction, not an appointment. And once I was there, just talk to the owner and present what I had. It's nearly impossible to say "No", because I'm not asking for an appointment. but once I'm there, I quickly switch to sales mode. It's best to use this method by calling businesses that are close together. You can use the same method in walk ins, although I used it in phone prospecting.

That's decades of cold calling, finding the most profitable way for me. I found the core of the idea in the 7th edition of Cold Calling Techniques (That Really Work!)

Here's the (I swear to God!) non affiliate link to Amazon.

http://www.amazon.com/Cold-Calling-Techniques-That...
The version I use myself, is in my Sales Prospecting book. But you should read one or the other. Very eye opening.

Please test it against Warm Walk in's where your info is not generic but you took 5 minutes before hand to uncover if they do adwords and ideally 2-3 mistakes they are currently actually making and how much it's costing them roughly. Cold calling works. But 2 appointments in 2 weeks obviously is not good enough if you own the business, and can and should be improved, as you know yourself. An essential variable that can and should be tested with pitch is Warm Vs Cold.

I know the objection you can call on 30 people in that time so it's waste. But there is scientific proof and response/conversion rates across email, direct mail, purl postcards, calls that will boost your appointment rate from 2 to 30 times higher just by the being a revolutionary and calling on them having done some quick research and having some important, personalized custom info they absolutely need to see. Take a day to do the research and you won't have to waste 8 out of 10 days toiling for nothing, with the other 2 days getting you one appointment. You'll most likely book double the appointments in a day, and do that everyday.

If someone came into my business and said they had some info on how I can increase my revenue 50% on adwords, I'd be interested. I'd assume you had something relevant to my business if you walked in and said that. When I saw an article that was just a generic bit of information that may or may not apply to me, I'd dismiss it. Like most busy people I'd have bigger things to deal with then phone someone or agree to an appointment on something that hasn't hooked and seized my attention, called on me to take time of my day but failed to provide real value for doing that, or is not relevant so as to able to make an immediate impact on important priorities I currently have.

You'll just delivering something to them they've probably seen online on a few blogs anyway and have heard claims of anyway when it's generic.


Yes, mass spray and pray marketing works, but it's the hardest, lowest return. The people advocating it are still thinking like they did when employed by companies to go and do it and didn't have to worry about ROI and whether hiring teams was profitable enough to be worthwhile, like the people employing them did.

I'll be getting someone doing business to business calls. And like any business owner hiring someone I'm interested in the ROI. It's my responsibility to make sure someone I sent out is a pro and is going after my ideal clients and that I've personally done some pre-call research to get some facts that will grab them, or hire someone to do that. You can have a set template but just add in some facts particular to them you can jot down in a two minute audit.

Taking that extra day of research and going out to 100 pre-targeted business who have fit my ideal customer profile, creating a pitch they be'd very hard-pressed not to have to find out more because it's high relevant, timely, and based on real, existent problems and trigger points, should be non-negotiable, Compared to hiring a skilled sales guy/gal but sending them out to waste their time for 80% of their working week? No way.


And intelligent sales person, I know for sure, would rather work for a company who supplied them with only prospects who already fit their idea buyer profile, are proven buyers, were at trigger point where your services would immediate gain attention and interest, and with a highly relevant pitch. So every call they made was already at least twice as likely to be successful.

Many have had to work for businesses who didn't do that and just hired in bulk and sent them out to just knock every door or dial every number. It works. But it's not the best way to do things, by a long stretch. Particular in the age of the internet. It's just seen as laziness and half-arsed, as just another sales pitch by prospects in most cases, which doesn't go down all that well.

Face to face works...

JMO....you might try dropping the "internet consultant" in the intro

When he returned he had an offer that n the face of it was more expensive but if payment was mad on time there was a discount plus the ongoing rate was fixed for three years with no exit fees on the contract.

In my area the BASE electricity price is Govt fixed until 30 June this year so there are plenty of people selling long term contracts..

Unfortunately for the sales guy I was well versed on the neighbouring States deregulated rates so I will wait until 1 July and then negotiate if I need to.

The authority angle (badge and lanyard) was powerful from a positioning point of view and that is why I shared the suggestion.

...anyone can make a similar device and create authority at will...

"Chris Gable"... Executive Actuary at Chris Gable Enterprises INC" Business Cost Saver Expert"....

You get my drift...