First day of 'focused' cold calling - need input!

20 replies
Today, for the first time I will be cold calling for an entire day.. calling restaurant after restaurant.

I live in Quebec, but I am from near Ottawa, and no I can't speak french.. I can only speak English.

My goal for today is to call at least 300 businesses, and I am hoping to reach an hourly call volume of 40.

I'll be selling ISO- and WQA-endorsed water systems that not only produce extremely health water, but also other types of waters that can emulsify oil-based chemicals off produce (pesticides/herbicides are oil-based so rain won't wash them off, and regular tap water can't emulsify water as we all know), plus the water is better for cooking and drawing out the flavors of foods, and other water for cleaning surfaces etc. Hence, the product I am selling as enormous benefits for restaurants of all kinds.

For the last 8 hours I have been reading thread after thread about cold calling on this forum, and I am extremely driven to pick up the phone, in my case an iPhone, and begin making calls. I'm not sure which city to begin calling first, but I'll have to begin with a city in the EST time zone since it will soon be opening hours.

Anyways, I have 2 years' experience in customer service Canada's largest mobile carrier, Rogers Wireless, and during this experience I had to upsell customers via inbound calls on many calls to try to sell another line at the end of the call even though they didn't mention anything about it. This was only a $12 per hour job, and I made a new line activation every 30-40 bridges (my supervisor referred bridges to the script for upselling) so in one day I would make 1-2 sales since I would take on average 80-90 calls a day.

Although it required determination to push that upsell to almost all customer who called in, with 95%+ of them saying no, it will require even more determination to pick up the phone and call outbound. However, with these products I am extremely confident I can make multiple times the amount I did before. Even if I only make 1 sale out of 300-400 calls I would be happy, since it would be a commission of $500-$1,000~+ in one day's work... rather than a measly $100 working at the inbound call center (well, I worked from home). I had to deal with a lot of angry customers, including a lot of swearing and cussing so I'm thinking that may help with me being able to handle rejection.

After reading about 20 threads - probably 50,000 - 75,000 words' worth of content -, many of which were started by well-known contributors and authors including Claud Whitacre and others, I've come to conclude that to succeed in cold calling, one must follow these principles: Do not give up only after making even 50-100 calls. Call a few thousand, and learn how to improve from rejection by learning how to handle objections. No matter how much time you spend on researching for potential prospects, building a list, perfecting your speach, and other 'activities', you won't be getting anywhere until you pick up that phone and begin dialing. Be focused not on your company, your products, or your services, focus more on communicating the benefits that what you are offering has to the business owner. One of the main reasons as to why most people fail in telemarketing/cold calling is because of the fear of rejection and hearing the answer 'no'; since it is impossible for everyone to buy your product, or to be interested, rejection is inevitible... but what is also inevitable is that there will always be a buyer, whether it be after 200 or 500 calls, as long as you are communicating WIIFT (What's In It For THEM, this is a major thing I learnt from studying business at college for 3 years). Take each 'no' as if you are getting closer to that 'yes' which will turn into hundreds or even thousands of dollars in revenue for your business.

Anyways, I have a few questions to ask even though I have spent a ton of time reading threads on here about cold calling.

- Say if I begin cold calling to US-based businesses (restaurants, health businesses etc), will it be difficult since I am not from the USA, and from Canada? The company I am a distributor does have about 8 offices in the US, 2 in Canada and about 10+ in other countries.

- Since I won't be able to meet them face-to-face for an interview, would it be difficult to close the sale over the phone? From this concern, I was thinking that it might be better to first focus on local areas in which the company has offices in.

- What is the best way to stay focused, motivated and dedicated to continue to make calls throughout the day in order to reach the daily call volume quota? I will be using an iPhone to make the calls, so I don't think it's possible to use an auto dialer.

- Since I have never really dedicated an entire day to cold calling - the most I've called in a day was about 10-15 business but most were calls straight to voicemail, 1 was to a owner who said he wasn't interested, and another 7 the call answerer said the owner wasn't in -, I have to ask, what is the best way to block against the fear of rejection?

Anyways, throughout the day I will be posting my results... since it'll be my first time I'm not going to be setting too high of expectations. Even if I get zero leads, zero interest and zero sales I will be happy since it'll be a major stepping stone, and since it has been proven time and time again that dedication, perseverance, and consistency works well with cold calling.

Chow!
#calling #cold #day #focused #input
  • Profile picture of the author Michael Nguyen
    Let me get this straight... So you're selling a water system and you can't really do face to face which means you're expecting to close them over the phone? Have I missed something?
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    • Profile picture of the author themoney222
      Originally Posted by Michael Nguyen View Post

      Let me get this straight... So you're selling a water system and you can't really do face to face which means you're expecting to close them over the phone? Have I missed something?
      Yes I know it may sound difficult, but our company has a plethora of already-available marketing material available including videos (presentations and demonstrations), infographics, powerpoint layouts, etc.

      Although not being able to go meet them face-to-face may lower my conversion rate, I do believe that it possible for me to make sales remotely.
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      • Profile picture of the author Michael Nguyen
        Originally Posted by themoney222 View Post

        Yes I know it may sound difficult, but our company has a plethora of already-available marketing material available including videos (presentations and demonstrations), infographics, powerpoint layouts, etc.

        Although not being able to go meet them face-to-face may lower my conversion rate, I do believe that it possible for me to make sales remotely.
        Yes it does sound difficult, but I think you can do it. Ensure you have a great opening, know how to work with the gatekeeper and lock down the prospect to a meeting / online presentations etc.

        Update us on your first cold calling campaign! I have just managed to move my lead into proposal - Bloody took ages.
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        • Profile picture of the author themoney222
          Originally Posted by Michael Nguyen View Post

          Yes it does sound difficult, but I think you can do it. Ensure you have a great opening, know how to work with the gatekeeper and lock down the prospect to a meeting / online presentations etc.

          Update us on your first cold calling campaign! I have just managed to move my lead into proposal - Bloody took ages.
          Thanks for the advice, for the last 2 days I haven't made any calls because of the fear of rejection.

          @IAmNameLess: Yes it will require education because not many people are aware of the type of water the units I sell produce, and this type of water has a ton of benefits for restaurants and other businesses that promote health also. And since the products cost between $1,500 to $4,000 plus tax, it'll likely take 5+ follow ups to make the sale.

          ___

          Working at Rogers Wireless for 2 years has gotten me used to receiving calls automatically. So I'm sort of used to communicating with clients on an 'automatic' basis.

          For the past year that I've been seriously considering telemarketing to business to sell my product.. and for quite some time something has been telling me to use an auto dialer, because all I have to do upload the list, and then start the dialer.

          I did some research on what auto dialer to use, and I found a free one that is for the iPhone, called Moon Dialer. What I did is upload the list, designate each field as Name/Phone etc so the app knows what to enter into the contacts, and then I simply start the dialer. And it connects to main iPhone calling app where I normally make calls. Then after each call I enter the disposition and notes. BTW I'm not associated with the app or trying to promote them.

          For tomorrow I'll have a list of at least 300 numbers to call, with this app I should be able to make 40-50 calls an hour easily, so 300 numbers will only be about 5-6 hours max.

          ..
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          • Profile picture of the author aapma
            Dude,
            Your complicating this.
            I have used the exact same process of selling on the phone for the past 20 years. You might find it helpful.

            1. Study Product
            2. List Benefits
            3. Ask myself, "What would I want if I was selling this product to me?"
            4. Write down my thoughts.... turn those thoughts into questions to ask potential customers.
            5. Get on the phone and start dialing.
            6. Potential Customers will guide you along the way IF YOU ARE LISTENING....
            A 60 -90 minute process MAX.

            Hope it helps...... "JUST DO IT"
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            • Profile picture of the author themoney222
              Originally Posted by aapma View Post

              Dude,
              Your complicating this.
              I have used the exact same process of selling on the phone for the past 20 years. You might find it helpful.

              1. Study Product
              2. List Benefits
              3. Ask myself, "What would I want if I was selling this product to me?"
              4. Write down my thoughts.... turn those thoughts into questions to ask potential customers.
              5. Get on the phone and start dialing.
              6. Potential Customers will guide you along the way IF YOU ARE LISTENING....
              A 60 -90 minute process MAX.

              Hope it helps...... "JUST DO IT"
              Thanks for the tips. I found number 3 quite insightful because it reminded me of my confidence in the product and the benefits it has for the types of businesses I will be calling.

              As for the listening part, as long as I avoid anxiety and fear while cold calling it shouldn't be an issue from the experience I have in customer service.



              ____

              So within 4 or 5 hours I'll be beginning cold calling with the auto dialer.

              I'm going to work as if I was working as at Rogers like before, where I only had between 10 - 15 seconds between calls, on average, all throughout the day. Except with me working as an independent distributor, rather than being limited as a $11 an hour min wager, I'll have an unlimited income potential.

              I'm not sure what the call-to-sale convertion ratio will be for my products, as the company I sell as an independent distributor for sells 6 unit models ranging from $1,500 to $5,000, but even if I can one sale for every 300 businesses I call I should be selling a minimum of 1 water system a day. This would equal a daily commission of an average of $400 to $1,200+ per day depending what ranking I at with the company.

              I know I may seem like I'm dreaming talking about this kind of income, but with the value my products have, being ISO-, FDA-, and WQA- (Water Quality Association) endorsed, and the benefits it has for restaurants (makes water that can emulsify and remove grime, grease, and oil from most surfaces and that emulsifies pesticides off of produce -prolonging freshness and improving taste- (no other water can do this because pesticides/herbicides are mixed with oil before sprayed on crops so rain can't wash them off), makes a water that's very acidic which can disinfect bacteria including E. coli, salmonella and many others, produces water that heats 30% faster than regular water and that more effectively draws out the natural flavours of foods AND increases the flavour and smoothness of coffee and tea when used for brewing.

              As you may tell I'm passionate with what I'm selling, so I'm sure this will helps with selling.

              I'll do my best on each call, who knows I might sell 1 or more units a day, but even if I sold a couple a week (making 1,500 to 2,000 weekly calls) I'd be much further financially than I was working minimum wage.
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  • Profile picture of the author Freebiequeen1999
    Just a thought.....does your company normally sell these over the phone or do they have someone come in on an appointment to close?

    What is the "sales process"?

    If it is a one size fits all, not a lot of options, with some sort of "easy entry" you should be able to sell it on the phone - (by easy entry I mean credit card system in place for full amount or some thing like pay the down payment and easy monthly payments)

    IF it has a lot of variables, then it really will be more of an appointment setting proposition - you find interest, set appointment and you or another rep goes in to show the product, determine what size they need, how to install etc and closes

    From what I see here a lot of people don't really have a "sales process" in place when they decide to cold call....since you are ? a distributor? for this company...do they have a system, a process,sales aids etc?

    If someone wants to "see" the product....do you have a good website in place - either your affiliate site or a specific site/page for them to see as a cold call customer? (You dont' want them at a generic company site, they may come back later and you get no commission)

    do you have a video or a powerpoint presentation? do you have some sort of sales letter, fact sheet, pictures to quickly email them?

    Getting your stuff in order will be a prime consideration.....will you be able to "mail a package" to them if they wish ...and will that package be tracked to YOUR sales by the company?

    There are many variables and that is why I think you should start where you live....

    I do feel your pain about the language barrier LOL>>> I seldom look for business in Miami, since I do not speak Spanish, but I recently landed a nice client in Miami Beach (a Britsh ex pat haha)

    There will be businesses near you who speak English I am sure and if you have a compelling opening line some who prefer speaking French will speak English.
    (years ago I did cold call Miami area and I found lots of people would Hola but then speak English when I sounded excited, happy and had a good opening line)
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    • Profile picture of the author themoney222
      Originally Posted by Freebiequeen1999 View Post

      Just a thought.....does your company normally sell these over the phone or do they have someone come in on an appointment to close?

      What is the "sales process"?

      If it is a one size fits all, not a lot of options, with some sort of "easy entry" you should be able to sell it on the phone - (by easy entry I mean credit card system in place for full amount or some thing like pay the down payment and easy monthly payments)

      IF it has a lot of variables, then it really will be more of an appointment setting proposition - you find interest, set appointment and you or another rep goes in to show the product, determine what size they need, how to install etc and closes

      From what I see here a lot of people don't really have a "sales process" in place when they decide to cold call....since you are ? a distributor? for this company...do they have a system, a process,sales aids etc?

      If someone wants to "see" the product....do you have a good website in place - either your affiliate site or a specific site/page for them to see as a cold call customer? (You dont' want them at a generic company site, they may come back later and you get no commission)

      do you have a video or a powerpoint presentation? do you have some sort of sales letter, fact sheet, pictures to quickly email them?

      Getting your stuff in order will be a prime consideration.....will you be able to "mail a package" to them if they wish ...and will that package be tracked to YOUR sales by the company?

      There are many variables and that is why I think you should start where you live....

      I do feel your pain about the language barrier LOL>>> I seldom look for business in Miami, since I do not speak Spanish, but I recently landed a nice client in Miami Beach (a Britsh ex pat haha)

      There will be businesses near you who speak English I am sure and if you have a compelling opening line some who prefer speaking French will speak English.
      (years ago I did cold call Miami area and I found lots of people would Hola but then speak English when I sounded excited, happy and had a good opening line)
      Yep our company has multiple payment options, including one-time credit card/cheque payments, and even has a in-house financing option with a 25% deposit which has a high approval rate.

      Also, since our company is multiple decades old, and is getting very popular especially in the USA, there are many videos made including demos, presentations and even videos focus on the benefits the products have for health/fitness/medical-related businesses and for restaurants.

      I'll have to gather some marketing material available (fact sheets, competition comparison charts, benefits sheets, and so on) so I can send them as soon as I find an interested prospect, which should only take about 30 minutes.

      I think I will begin with calling in Toronto and surrounding cities since our company does have an office in Mississuaga, where they see the technology with their own eyes and even try the waters the machines produce.
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  • Profile picture of the author iAmNameLess
    Sounds to me that this is something that the prospective customer would need to be educated on, which would also require a lot of lead nurturing. By nature, that would suggest a longer sales cycle so don't count on making sales within a day lol.
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  • Profile picture of the author jamesfreddyc

    makes a water that's very acidic which can disinfect bacteria including E. coli, salmonella and many others,
    I'd just focus on restaurant owners and managers. If you are on an autodialer then you'd probably want to add in a fast qualifier to determine if they'd even be open to listening to you at all. Think about the environments you are calling into, a fast-paced restaurant where the manager is likely focused on keeping things running for that lunch/dinner rather than interested in talking about a water filtration system.

    You have to get thru to them quickly, present a picture that they can rapidly process (read Oren Klaff's ideas on the Crocodile brain). At the point of your contact they cannot process the information in the same way you want to deliver it (lots of features and benefits) --- it's just not going to get thru their defensive thought process they are going thru at that moment.

    To break thru and grab attention while presenting something that leads to a longer conversation where you can THEN discuss features and benefits will likely be a better way.... Something like,

    "John, I help managers concerned about the spread of sickness from their restaurants. Not sure if you've ever worried about an e. coli or salmonella outbreak from your establishment before, but maybe you'd like to have a quick conversation with me about this?"

    If you get an agreement to discuss a bit more, then I'd come up with a 30 second paragraph that is succinct but conveys a bit more information about the solutions to the problems you specified in your opening.

    Again -- go search on posts here by Jason Kanigan, you will find just about everything you need to get a good start.
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  • Profile picture of the author Luke Dennison
    I didn't read all of your post because it was too long, but I got up until the point where you where going to use your iPhone.

    Wow I would not do that they are a bit laggy? I'd use a traditional phone or a SIP phone.
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  • Profile picture of the author lolCashlol
    This sounds like a thread I would make, lol.

    I hope you actually do it, and not just talk about doing it like me lol.
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  • Profile picture of the author ueed
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  • Profile picture of the author Barry Unruh
    Mr. TheMoney222, Did you ever get started?

    Have you considered partnering with sales people in the cities you intend to call? You can do the lead generation and phone sales, let them to do the face-to-face sales meetings.

    It will cut your commissions, but increase your closing percentage.
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    • Profile picture of the author themoney222
      Originally Posted by Barry Unruh View Post

      Mr. TheMoney222, Did you ever get started?

      Have you considered partnering with sales people in the cities you intend to call? You can do the lead generation and phone sales, let them to do the face-to-face sales meetings.

      It will cut your commissions, but increase your closing percentage.

      Yep, as a matter of fact on the 29th (a few days ago) I made my first calls.

      I called about 30 restaurants within 2-3 hours of time, but I'm about to begin again today and will be aiming at making about 30 calls an hour.

      With these calls, 2 restaurant owners were interested. One asked for my website url, as he didn't use email, and the other asked me to send him an email with more information about my product. However, I asked if I could call back at another time and they said they'd call back if interested... not sure if they will so I may call within a few days to see what they thought about the products.

      Today I will be using a different approach. I'm first going to introduce myself and my company within about 10 seconds to see if they have any genuine interest, and if so I will say my 1 minute script which explains almost all of the benefits that our products have. At the end of that script, I simply ask them if they could schedule a 5-10 minute phone consultation so I can explain everything, such as our company, certifications, how our technology works etc.



      The reason why I didn't make any calls after starting the thread is because I still allowed the fear to prevent me from getting started. After making these calls, I found that there is absolutely NO reason to fear.

      If the owner isn't interested, it's not because of me, it's because they don't understand the value that our products have to offer.

      All my job is to find those who have a genuine interest, say my pitch, and schedule a 5-10 minute phone consultation.

      Right now it's about 2 PM EST, and I plan on calling for at least 6 hours, so hopefully I'll make at least 150-200 calls.


      Originally Posted by kal321eaal View Post

      That's a hard work really but patience is very needed and important. You have to go on with some basic plan and it's possible to win your race. Best of luck
      Yes it certainly can be hard work but I believe it has a lot of potential to not only help restaurants but to also earn a nice income.



      Originally Posted by jamesfreddyc View Post

      I'd just focus on restaurant owners and managers. If you are on an autodialer then you'd probably want to add in a fast qualifier to determine if they'd even be open to listening to you at all. Think about the environments you are calling into, a fast-paced restaurant where the manager is likely focused on keeping things running for that lunch/dinner rather than interested in talking about a water filtration system.

      You have to get thru to them quickly, present a picture that they can rapidly process (read Oren Klaff's ideas on the Crocodile brain). At the point of your contact they cannot process the information in the same way you want to deliver it (lots of features and benefits) --- it's just not going to get thru their defensive thought process they are going thru at that moment.

      To break thru and grab attention while presenting something that leads to a longer conversation where you can THEN discuss features and benefits will likely be a better way.... Something like,

      "John, I help managers concerned about the spread of sickness from their restaurants. Not sure if you've ever worried about an e. coli or salmonella outbreak from your establishment before, but maybe you'd like to have a quick conversation with me about this?"

      If you get an agreement to discuss a bit more, then I'd come up with a 30 second paragraph that is succinct but conveys a bit more information about the solutions to the problems you specified in your opening.

      Again -- go search on posts here by Jason Kanigan, you will find just about everything you need to get a good start.
      Thanks a lot for the valuable tips! Recently I wrote a short 10 second prequalifying script to see if they are interested in improving the flavor of their foods and saving money, and if they are then I'll ask them if they have 1 minute so I can explain all of the benefits, and if they are still interested I'll ask them if they can schedule a 5-10 minute phone consultation so I can mostly everything that is needed to know.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by themoney222 View Post

        Yep, as a matter of fact on the 29th (a few days ago) I made my first calls.

        I called about 30 restaurants within 2-3 hours of time, but I'm about to begin again today and will be aiming at making about 30 calls an hour.

        With these calls, 2 restaurant owners were interested. One asked for my website url, as he didn't use email, and the other asked me to send him an email with more information about my product. However, I asked if I could call back at another time and they said they'd call back if interested... not sure if they will so I may call within a few days to see what they thought about the products.

        Today I will be using a different approach. I'm first going to introduce myself and my company within about 10 seconds to see if they have any genuine interest, and if so I will say my 1 minute script which explains almost all of the benefits that our products have. At the end of that script, I simply ask them if they could schedule a 5-10 minute phone consultation so I can explain everything, such as our company, certifications, how our technology works etc.



        The reason why I didn't make any calls after starting the thread is because I still allowed the fear to prevent me from getting started. After making these calls, I found that there is absolutely NO reason to fear.

        If the owner isn't interested, it's not because of me, it's because they don't understand the value that our products have to offer.

        All my job is to find those who have a genuine interest, say my pitch, and schedule a 5-10 minute phone consultation.

        Right now it's about 2 PM EST, and I plan on calling for at least 6 hours, so hopefully I'll make at least 150-200 calls.




        Yes it certainly can be hard work but I believe it has a lot of potential to not only help restaurants but to also earn a nice income.





        Thanks a lot for the valuable tips! Recently I wrote a short 10 second prequalifying script to see if they are interested in improving the flavor of their foods and saving money, and if they are then I'll ask them if they have 1 minute so I can explain all of the benefits, and if they are still interested I'll ask them if they can schedule a 5-10 minute phone consultation so I can mostly everything that is needed to know.
        If they admitted they're interested in improving the flavor of their foods and saving money, book the appointment. Give more now and you'll be tempted to "spill your candy in the lobby", gush out all the goodies you have, and have nothing left for later.

        Filter with as little emotional involvement as possible.

        I don't get excited about anything, no matter how pumped up the prospect sounds, until I have done my job of qualifying.
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        • Profile picture of the author themoney222
          Originally Posted by Jason Kanigan View Post

          If they admitted they're interested in improving the flavor of their foods and saving money, book the appointment. Give more now and you'll be tempted to "spill your candy in the lobby", gush out all the goodies you have, and have nothing left for later.

          Filter with as little emotional involvement as possible.

          I don't get excited about anything, no matter how pumped up the prospect sounds, until I have done my job of qualifying.
          Thanks a lot for the advice, what I'm thinking of doing is saying a quick 10-15 second opening script and then asking if it would be possible to schedule a phone appointment when they aren't busy, since restaurants are usually busy.
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        • Profile picture of the author sandalwood
          Originally Posted by Jason Kanigan View Post

          If they admitted they're interested in improving the flavor of their foods and saving money, book the appointment. Give more now and you'll be tempted to "spill your candy in the lobby", gush out all the goodies you have, and have nothing left for later.

          Filter with as little emotional involvement as possible.

          I don't get excited about anything, no matter how pumped up the prospect sounds, until I have done my job of qualifying.
          Jason,

          I know I'm butting in and stealing your thunder while doing it but here goes anyway. Since I changed my cold calling script I always use this line as an opener when the owner answers:

          Is this a bad time to talk?

          It is Jason's line. He gave it up in another post and wowee zowee it works. This morning for example I had only one person say yes it is but then goes on to ask, what have you got? I then went into my 1 minute product script. All of the other people said it is not a bad time to talk so I immediately went into my product script.

          What Jason has developed with that one line is FM - F****** MAGIC! I have gone from a 3 or 4 sentence opening gambit to one sentence. 6 magic words that work because instead of saying is this a good time to talk you reversed the psychology and asked if it was a bad time. Funny how the brain works.

          Mind you I still got 2 no's but that's to be expected. The others booked appointments. I sell cost remediation services in case you are wondering. Try selling that over the phone. I bet you go back to selling SEO, mobile websites and facebook advertising -.

          I sell CR because I don't know a thing about techie doodads and gizmos. But I do know a hell of a lot about CR. And, the money is always at least 4 figures on my side of the deal. Believe me, I am not bragging. I am adding in a piece of advice. You will probably sell best what you know best. And, if you know best, your phone demeanor shouts it to the prospect. AND, if you have a great opening line, you will ALWAYS get the chance to tell your story.

          I'll tell you in another post what I say when the gate keeper answers. For now, dear OP, read everything Jason writes. Of course if you read Claude, Iamnameless and John Durham you won't go wrong either. I know I've left out some other powerful callers so forgive me but this forum has so much info it should be banned. It can make a sales person dangerous.
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          • Profile picture of the author Jason Kanigan
            Originally Posted by sandalwood View Post

            Jason,

            I know I'm butting in and stealing your thunder while doing it but here goes anyway. Since I changed my cold calling script I always use this line as an opener when the owner answers:

            Is this a bad time to talk?

            It is Jason's line. He gave it up in another post and wowee zowee it works. This morning for example I had only one person say yes it is but then goes on to ask, what have you got? I then went into my 1 minute product script. All of the other people said it is not a bad time to talk so I immediately went into my product script.

            What Jason has developed with that one line is FM - F****** MAGIC! I have gone from a 3 or 4 sentence opening gambit to one sentence. 6 magic words that work because instead of saying is this a good time to talk you reversed the psychology and asked if it was a bad time. Funny how the brain works.

            Mind you I still got 2 no's but that's to be expected. The others booked appointments. I sell cost remediation services in case you are wondering. Try selling that over the phone. I bet you go back to selling SEO, mobile websites and facebook advertising -.

            I sell CR because I don't know a thing about techie doodads and gizmos. But I do know a hell of a lot about CR. And, the money is always at least 4 figures on my side of the deal. Believe me, I am not bragging. I am adding in a piece of advice. You will probably sell best what you know best. And, if you know best, your phone demeanor shouts it to the prospect. AND, if you have a great opening line, you will ALWAYS get the chance to tell your story.

            I'll tell you in another post what I say when the gate keeper answers. For now, dear OP, read everything Jason writes. Of course if you read Claude, Iamnameless and John Durham you won't go wrong either. I know I've left out some other powerful callers so forgive me but this forum has so much info it should be banned. It can make a sales person dangerous.
            It's cool, that's a consultative selling line and it works because you mean it. I use it in everyday life because you have no idea what the other person was doing right before you called.

            Hard to believe I first shared it over three years ago.

            I'm glad you and many other people have picked it up and used it. A lot of people have whined and questioned over the years; the secret to prospecting is to stop questioning the techniques and DO THE BEHAVIORS.
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  • Profile picture of the author kal321eaal
    That's a hard work really but patience is very needed and important. You have to go on with some basic plan and it's possible to win your race. Best of luck
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  • Profile picture of the author MarcParkinson
    With the product like yours, I think you can't expect sales to come in from day 1, but this definitely sounds doable, if you already have taken action, let us know how you did
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