Some thoughts for cold callers...

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Two hours per day on the phone is insignificant, but two sales per week is pretty significant.


Remember , you may have heard yourself pitch 50 times in a row, but this is the first time that the next guy you call has ever heard it. Give him your best and treat every call like it was your first of the day.


Go easy on people, and go easy on yourself. There is no need to worry, just dial the numbers and be nice, the absolute laws will bring you sales.


"I will first learn the law of numbers, Then I will learn to bend it to my bend to my good" - Og Mandino


Go easy on yourself, telemarketing works if you work it. Stay on the phone. It's only two hours. Don't panic. The law of numbers is absolute. Learn it by experiencing it for yourself, and then learn to bend it to your will. You CANNOT fail.


-JD
#offline marketing #callers #cold #thoughts
  • John,

    I expect you will hear from the anti cold call crowd but for those of us who actually cold call both in person and on the phone, what you wrote is pure gold.

    You cannot escape the law of numbers. The next guy has no idea you've talked with 20 other people or what you said. I've said this before but what the hell I'll say it again. I used the phone book to cold call people when I was a stock broker. That should get some loud laughs. Went from 0 clients to 333 saying the same thing over and over and over. It took me one year but the income - this was in the 80s - was what some people use today to entice people to buy their WSOs.

    Funny how that works if you work it.
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    • It's the call center owners who make a million dollars per year for twenty years straight, by saying the same thing over and over who laugh last.


      Millions of dollars can be made solely based upon a single proper turn of phrase. I'm glad you shared this. Thank you. Hopefully someone will reread your post about 3-4 times and "get" it.


      It doesn't have to be complicated. Find something to say that works, and then just say nothing but that.


      As American Muscle TA pointed out, "it's easier to find a new audience than to make a new speech". There are plenty of numbers. No shortage.


      As you go along, you will learn to make the law of numbers bend to your will. In the interim it will get you sales.

  • This reminds me of what Dan Kennedy said, "It's easier to find a new audience than write a new speech."
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    • what a Master phrase! Dan Kennedy... one of the best!
  • I think you have to have a certain personality for cold calling. I absolutely hate it so no matter how effective I know it is, I won't do it. I use PPC (adwords,bing,facebook) both mobile and desktop along with some targeted emailing to get prospects to call me.
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    • Hmmm....I don't like paying for ppc....

      although I can manage a ppc campaign for others, I don't like it

      so maybe I should put a link in my sig to some cold call report I can sell and then I can go troll around the ppc forums and let them know I don't like ppc and oh take a looky looky at my sig?

      hahaha
    • I can empathize with your point.

      The only problem is how many small business owners abhor wasting time online.

      They want the benefits of getting new business, or finding new services, but mechanics, dentists, liquor store owners, beauticians, and many other business owners rarely check email, do not like searching for services, and prefer the personal touch.

      I'm not a fan of cold calling, either...But it does work.
  • This is a great lesson for not just cold calling and that is the true value of this post.

    #1 Law of Numbers is Supreme
    #2 Consistency

    These 2 principles can be applied in anything you do that is an effective action to accomplishing a goal you have. Understand that with the law of numbers you will eventually start piling up sales/ leads etc. as long as you are consistent and stick to it.

    The hardest part regarding seeing the benefit of the law of numbers is staying consistent. I have done it myself, making a commitment only to let negative thoughts of doubt stop me thinking it just wasn't working.

    Being able to do something even when you are not in the mood to do it is critical to building that action/process into a consistent habit. -> This is what I am currently working on mastering =-D
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    • The hard part around here seems to be people who jump and run for any new "plan" promising them instant riches haha

      Old Japanese saying = something like "fall down 10 times get up 11"

      People don't stick to what they know and some of them don't seem to know much

      They run from "system" to system and "niche" to niche etc...and don't give it a chance
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  • Hi John if you could help me in recommending outbound sales remuneration strucutre I would really appreciate http://www.warriorforum.com/offline-...structure.html
  • Hi John,

    First I just want to thank you, I discovered this forum while searching for ways to make money fast when you're pressed for time. As I get ready to make the phone calls, one thing I realize I'm most afraid of is not feeling confident about what I'm offering. I have no experience in creating websites, seo, graphic design and such but I do understand the concept of selling a service and outsourcing it.

    I guess I'm just curious about what happens when a possible client wants to see my previous work and I have none to show. I imagine some clients want to see previous work before writing a check because there are so many scams out there.

    Also in your report you said something that really stood out to me, you said "At any given time I have 7 different directions I can go if I need to earn some quick cash. After awhile opportunity begins to come easily and frequently, if you practice “Action”. It stood out to me because I also want to know that at any given time I have a abundance of options if push ever came to shove.

    If you don't mind sharing some other ways for people are aren't as tech savvy as others ways to bring in a income.

    Thanks again! You are awesome
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    • You have identified the true problem with most would be cold callers. I learned this long ago. They arent afraid of the people who say "Not interested", they are more afraid of someone saying they are interested, and then not knowing how to react or conversate.

      In the case you described it may be better to sell for someone else who has a solid offer that you feel confident in. Almost any web designer on this forum will JV with you, if you want to make some money selling for them.
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  • Nikki,
    What report are you referring to?
    John, do you have some training I could access?
    Thanks!
    Sdingram
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    • Hey it's titled
      " The Great Offline Telemarketing Report:
      "How you can make $500 - $1,500. , or more This Week in 'Offline Cash' starting NOW"!

      You can find it on one of the threads here or by googling it! It's pretty awesome!
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    • yeah the the great telemarketing report JD is giving away will help you a lot. and is free
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  • When calling potential clients, a reason they could say "no" is because the message did not resonate with them - or worse yet - it is not effective enough.

    So, with the law of numbers, the idea is that a message (whether effective or not) should resonate with ~somebody~??

    Just trying to understand at what point do "you just tweak the message" vs just plodding away with the same one? How do you know if the reason you are getting turned down is because you need to do more "tweaking" vs just continuing to plod along in the hope that ~someone~ will like it?
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    • Great question

      You simply test.

      Here are the other factors that can affect the message:

      Is your energy up
      Is your question engaging and does it it a financial/health implication
      Have you stopped them in their tracks and gained the full attention?
      Did you handle their objection?

      The above may seem difficult if you don't even know what to took for so the last resort as many have said is sheer volume of calls which will let you know if the message is good.
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  • Hi, Does anyone know where I can get a good script for selling web design packages?
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    • Hey sugaryshane I actually design scripts and sales material for company's on a daily basis. I produced a script for home solar that is currently making a company 6 million a month in New sales. I wouldn't mind helping out.
  • Yezzir, I'm terrible on the phone but learned very early on that just putting the numbers in and being a normal conversational person with a good offer gets consistent results.

    Even though I try to avoid the phone as much as possible, I have no doubt that if I went out of business tomorrow, I could buy a list of numbers and make some sales.

    Also all of the versions of the great telemarketing report are very good reads.
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  • John,

    I just read your report in one sitting and I must say that it's fantastic. I've been in this "game" for many years, too, but have been suffering from burnout recently and gradually trying to change direction.

    The way you lay out the simple script is very similar to what I used to do myself when cold calling, but somehow I got away from that. I recall my old boss who used to say "if you ever start to struggle or hit a slump, go back to the original script and use it for a few days. You'll soon realize where you veered off course."

    Once again, excellent report! The link to it is below for anyone else who'd like to read it.

    Regards,

    Joe


    http://www.warriorforum.com/offline-...ml#post5084540
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  • Two sales in a week is a joke for many businesses. Most will barely make a living doing that. There's a free case study from Jason Kanigan with a client who helped to make over 200 sales in week through automating the process of selling.

    People here might not have their own list of 50,000 people to whittle down to the top 2000 odd ideal prospects, but anyone who can make two sales a week by phone could certainly set up some deals that gives them access to someone else's list and greatly leverage their results with a similar launch funnel, with the right creativity and offer.

    One to one selling and hoping for 1 or 2 sales after a week of serious calling is a ridiculous return.
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    • WOW really.. people that come here in general DONT have a LIST.. they DONT have any JV leverage what so ever.. 2 sales in a week is AWESOME!!

      Its all about perspective man PERSPECTIVE
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  • Jesus Christ. I don't know what it is with you Paul.

    How you get so carried away on emotion and proving some academic point and make a load of ******* noise, spouting of with such certainty and bombast you no doubt convince a lot of people about this kind of nonsense. I know you MO enough to know that first you have some massive, emotive over-reaction to some point, and then will go to the ends of the earth thinking of far far fetched reasons to prove why you are right. Which is all pointless speculation and always arguing against proven things.

    None of them has creativity or a good offer/proposition and don't have the brains or the real world smarts to create a solid product or service if you reckon they are hopeless cases who couldn't get at least two people sold on their strategic alliance. Without that then stick to breaking your back and just scalping a few sales here and there to get by.

    But this premise here stands: If you have something that you can convince someone to buy, you sure as hell can convince someone else that's it's worth sharing that with their list in exchange for a good proposition that genuience benefits them.

    A good proposition here we're talking about. That means a great funnel, a solid product that gets results or there is a market for, and good relationship building and educational content that is trust worthy and legit and the people you contact can feel comfortable recommending to their list.

    This is the growth hacker mindset. Those businesses who use very little but their ingenuity and skill to get massive traction and growth.

    I guess it's rare.

    You're certainly advocating people to think small, be easily held back by unnecessary, self-imposed barriers, and to sell shit, and you can't imagine ways to gain leverage from standing start so try to convince everyone else here not to bother. That's only your own limitation Paul and lack of insight.


    The method I gave to prove the concept of seo, is a good one. A guy called Kotton Grammer who got his SEO firm up to $150,000 had something similar using web 2.0's and social accounts to rank.

    My whole point was to think smarter and find better ways.

    Phone 500 people and try to sell them some service and you might get one of two sales. Do the same thing but selling your JV idea and get two people interested, then you're greatly expediting your success. It's absolutely proven, the product launch thing.

    You're just waffling on based on some assumption it's easy to sell some junk product you have no experience with than it is to sell a couple of influencers on the idea of free service or something they want in exchange for introducing you to their circle if they like what you do.

    Just stop Paul for god sake. You pick arguments for some wild reason and go full pelt. It's pointless.
  • If you somehow work out a way to find a service you know nothing about and sell a few of those in a week, then you have sales skills.

    If you have sales skills, you'll know how to create a sellable concept and what's needed for people to be sold (know, like, trust, hot-buttons, common problems, etc).

    Since you know how to create a sellable concept, you much better of approaching and selling people who agree to introduce you and your product/services to hundreds, even thousands of people over night.

    It's that simple. The reason their are so many failures here is because of the terrible advice and mindset that is most often taught to people here.

    Nearly every top-tier method meets fierce resistance here.
  • I'm not interested in flowery BS or rhetoric that sounds good.


    This is the real world. You're going on faulty premise and logical fallacies.

    Start 2 people from scratch. One selling on a one to one basis, the other selling on the premise they'll find influencers with lists and approach them with a solid proposition.

    Both have to prove their services and fulfil the contract and do the work. The one who does that for two people who can open up doors is much better set to gain the traction he needs to set up long term success.

    Let's assume it takes just the same to sell 2 people on the idea of introducing you to their list than it is to sell people on buying your service outright. Who's better of at the end of the week?

    The person who has put themselves in a position for further, massive promotion, or the one who has made two sales.


    You're whole argument is based on the assumption that it will be far easier to sell a stranger to buy outright than it is to get a couple of people to buy your idea of further promotion once you've proved yourself.

    You have no evidence for that at all.

    Most people should be taught right from the very beginning how essential it is to use their time and resources in the best possible way. That they aren't here doesn't mean anything other than even the experts and pretenders don't have a clue for the most part.
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    • How can you say that? Jason Kanigan. he uses his methods he gets results... Kotton Grammer.. for the love of God man.. he had the #1 position for "Tokyo SEO" just because he could..

      The very examples you are providing are the proof and evidence. If they sucked you wouldn't even mention them.

      So lets go a step further.. my current project.. I have an interest in a business that sells medical services to Doctors. My part of the deal is to develop and implement online marketing. I have at this point with the assistance of another partner developed a linkedIn campaign that is reaching out to 100 or so docs a day and we are funneling these through a process of pre-qualification etc to develop a lead list.

      I am using the same method in the form of mass mailings that at this point are not so en-mass ( 100 a day or so) due to the plausible bottle necks that we are incurring with our current process. We are in the process of obtaining and developing solutions to make the lead process more streamline and manageable.

      At the same time we have a team of sales reps out in the field knocking on doors and making phone calls. setting appointments and per-qualifying etc.

      Part of the overall structure in the services we provide is the development of local based care centers. "local" becomes the focus here. our online targeting has to be directed towards a specific market. Our offline ground troops as it were are working in the same area at the same time. We have to in a very short time build and develop a number of leads into clients that share in the Local based care center.

      As we develop leads through these processes, there is passing of non disclosures etc and then there is a meeting set with our principle partners and the group of local based Docs. ( our principle partners travel to each of these meetings )

      It would be great to operate this whole pre-qualification process with the use of online means only.. but here is the rub... we are providing a service. Our service requires that we have a semi local rep in the area once these services are put in motion. Because we have implemented "field reps" we can then use these same people in this manor as service managers after the initial close phase.

      This is where I could go through the whole concept of a 1099 sales rep vs hiring an employee after the fact to fulfill the after setup process... basically it makes more sense to have 1099 reps in place.

      As it stands right now.. reps vs online lead generation.. it stands at about 50 - 50 overall there are some cases of overlap, but surprisingly not as much as one might assume. So the deployment of a 2 branch lead approach is basically multiplying our reach.

      So a real world experience as evidence... Cold calling is reaching a good amount of people my pretty hefty online outreach is not. Could the process be done using either method.. obviously more than likely.. Could it be done in a time frame that is advantages for my companies needs? ehh probably not.. considering the long term need for reps in the field, is this approach the right one for this situation? I would have to say so.

      One is not better than the other. Each have their own strengths and weaknesses. The specific targeting in this instance has been a bit difficult for the e-mail campaign. The overall long term needs of the company is also another variable at play.

      So did I JV to get my list of 200K? yeah you could say that.. has it taken a good amount of time to nurture that list into something that I can ultimately use in the manor that I need to... a lot longer than I thought it would. But I now have a list broken down by state, and in more than a few cases broken all the way down to the city.

      And I think there is a point to be made here... Geography. With the UK being about the size of say California, concepts as above are not as a big an issue. As a marketer in the States I am dealing with 6 times zones not 1. Think about that one for a moment... best times for Facebook marketing - we will just say 10am and 6pm. Those times occur 6 times each for us here in the States.

      We work in a VERY different marketing environment. I have said this before and you scoffed.. but time management becomes an issue that we in the States deal with. It would be great to have a 9 to 5 window to operate in.. depending on our targeting it can be a 9 to 9 day real fast.. and in some cases longer ( I try and not target Hawaii and Alaska in most of my efforts haha )
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  • Every time you throw out these fabricated figures as well about how much money you're making or have made, but somehow the 'little people' should be taught that 2 sales a week is awesome, you should be teaching them how to make big money like you.

    Yes, teaching people foundational skills that are very easy to grasp right from the outset, instead of filling their head with junk and stupid out-dated methods that only the most redundant and failed business people are still clinging to and getting mediocre results with that set them back years.

    How fast can a beginner be taught how to best sell and promote their new service and business? A few weeks with the right templates and guidance if you stripped away the rest of unhelpful 90% they're fed consistently.

    How long do they waste going from failure to failure because they've been taught to get on the phone all day every day and be happy with a few sales at the end of the week but which never propel to the kind of growth and success that would really make a massive difference in their life?

    A beginner could read Jason's study, follow the 5 steps, get some training or outsource funnel creation, and then be contact and selling people like Jason client with a good list ripe for mining, in weeks.

    It's just the backwards way of the WF, that the simple fundamentals seem like they are 'advanced and complex'. They're not. People are just feed so much mis-info and mis-education here is prevents them from being able to be focused and avoid being misguided.
  • For a leveraged method a person can start right away, that has great scripts and reasons to contact businesses, I'd get the Content Domination platform and course. It's so very possible to start with nothing other than a solid service or idea and good sales and marketing material, and greatly expand the number of people who know about you to many thousands of people in couple of days. It's work of course, and you need just as much commitment to set up as any other method, but once it is it's leveraging technology and the way people have become conditioned to buying today to greatly amplify your efforts and results.


    I speak from someone with experience of the soul destroying unprofitable path to trying to make it in offline with the same services that are the standard recommended services to offer here and using the one to one methods most often taught by default. Unless you're in the £2500 and up mark and 2 sales a week is fine and because you're a serial low-baller with next to no ambition who would rather coast along picking up a few deals here and there, you'd surely prefer to be able to create such massive demand and exposure for your business with the right audience, you could quickly book yourself to capacity with leads and get the cash injection and cash flow needed to seriously grow and expand your business while making it far easier to generate leads and enquiries.


    The people who think 2 sales a week at £500 or less constitutes a successful business has never really got to a profession stage where they took their business seriously and did the numbers for real. And will never get wealthy till they change their mindset and start thinking realistically.

    Something like course like Content Domination, that teaches sound methods for how to find and approach partners for contests and give aways so you can reach their lists and quickly grow you email base is something beginners could do easily is a far better use of their time than one to one prospecting.
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    • funny you mention this I did mention one way I did something I think your eluding too here in another post but was just about to create on asking what are some of the better people and or services you have found are a good match lets say if I offer video marketing for example to JV with and how do you find the best people are you vetting them in any way?
  • Cold Calling is something I can definitely attest to, and have built a business generating a majority of our revenue fueled by cold calling generating leads for service based businesses. Cold calling is something that is certainly effective and cost effective but is something hardly anyone wants to do. So they hire me to do it for them so they can focus on actually talking to people only interested in what they have to offer. So I am making money from cold calling!
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    • You gotta be a beast to kill it at cold calling. I've set two appointments already and a ton more new leads in the pipeline. So full I can't even get to them all.
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  • Unfortunately not anything recent , however I have an old report, from 2010 I believe , in the War Room called "The Great Telemarketing War Report" You may find helpful. Many have in the past. Thanks for asking.

    Ps. Sorry for not seeing your post earlier.
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