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Another newbie that needs help on cold calling :) Just 2 questions.

by osail
8 replies
Brand new to cold calling so here are my questions.

1.) Is it always best to set up a phone sales appointment? Or if they have the time is it better to go into a sales call? My issue is that I have a full-time 9-5. Looking to replace that with this. Having only two days off in a week and setting my appointments all on the same day(s) could work. Is their an issue when your appointment is so far in the future that your potential client loses interest before even talking to them again?

2.) Gaining trust from someone you are likely never going to meet in person.
I will be cold calling all over. So I won't be able meet people across the country.

Likely the answers that will be given is position yourself as an expert in your field.
And have credibility from others. Since i'm just starting out this will be hard to do.

I do have a trial run that I will be doing. So clients can see first hand if I have the ability to bring in leads. Basically do some pro-bono work in the beginning until I have some results so I can say "I got X client this # of leads in one month"

I feel like this will work but if anyone has any other inputs would love to hear it.
#calling #cold #newbie #questions
  • Profile picture of the author gjabiz
    You have some sort of lead generation thing you want to offer, yes?

    You want to call all across the country and you only have two days a week to make the calls? Are these weekend days?

    You are calling to make longer phone call appointments, is this correct?

    I'm just trying to wrap my head around what you are doing and what your questions are.

    A general answer is, have a REASON for calling them.

    "I'm calling you BECAUSE... blah, blah, yada."

    IF your reason is good enough, and in their interest, they may set up an appointment, or proceed to ask questions right then, be prepared for either. The first whiff of you trying to sell them something, you're going to have a tough go of it.

    If I got what you are wanting to do all wrong, please let us know, ok?

    gjabiz







    Originally Posted by osail View Post

    Brand new to cold calling so here are my questions.

    1.) Is it always best to set up a phone sales appointment? Or if they have the time is it better to go into a sales call? My issue is that I have a full-time 9-5. Looking to replace that with this. Having only two days off in a week and setting my appointments all on the same day(s) could work. Is their an issue when your appointment is so far in the future that your potential client loses interest before even talking to them again?

    2.) Gaining trust from someone you are likely never going to meet in person.
    I will be cold calling all over. So I won't be able meet people across the country.

    Likely the answers that will be given is position yourself as an expert in your field.
    And have credibility from others. Since i'm just starting out this will be hard to do.

    I do have a trial run that I will be doing. So clients can see first hand if I have the ability to bring in leads. Basically do some pro-bono work in the beginning until I have some results so I can say "I got X client this # of leads in one month"

    I feel like this will work but if anyone has any other inputs would love to hear it.
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    • Profile picture of the author osail
      Originally Posted by gjabiz View Post

      You have some sort of lead generation thing you want to offer, yes?

      You want to call all across the country and you only have two days a week to make the calls? Are these weekend days?

      You are calling to make longer phone call appointments, is this correct?

      I'm just trying to wrap my head around what you are doing and what your questions are.

      A general answer is, have a REASON for calling them.

      "I'm calling you BECAUSE... blah, blah, yada."

      IF your reason is good enough, and in their interest, they may set up an appointment, or proceed to ask questions right then, be prepared for either. The first whiff of you trying to sell them something, you're going to have a tough go of it.

      If I got what you are wanting to do all wrong, please let us know, ok?

      gjabiz
      Yes I do lead gen.

      I have a few hours each morning to call. 2-3 Hours to be exact. My days off would be most ideal for an appointment since I have the whole day off. If a conversation went for longer than anticipated then I wouldn't have to worry making it to work on time.

      My work hours are generally 10 - 7. Taking up Mid day. Early mornings are when I have time to call over to the eastern side of the states when it is about 10 there. My days off shift every week.

      I do have a reason. I would want to qualify somebody for my services. Yes everyone could use more Leads. BUT I would want to make it so that THEY realize that.

      My Ideal clients would be lawyers. So I would assume they often feel busy and with some gate keepers to boot.
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  • Profile picture of the author Jason Kanigan
    Appointments vs selling right then: it's up to your market. What do they prefer? ASK. Trades, for example, will probably appreciate the appointment set when they have time to talk. A Small-to-medium-sized business owner might want to get on with it now.

    You do have the option of whipping through as many prospecting calls as you can, booking appointments...then then taking care of those appointments later. That's one system of screening. Those who actually show up for the appointment are serious. You're going to get no-shows. It's part of selling...unless you do a great job of qualifying for the appointment and creating or finding urgent need.

    Developing trust...don't work yourself up about it. This is more in your mind than theirs. If you describe the situation they're in accurately, that's a powerful start. Don't be too ready to launch into features and benefits. Take some time to find out about their world, and whether they have a problem that's a fit for your solution, first.
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    • Profile picture of the author sandalwood
      Here's a thread to read:

      http://www.warriorforum.com/offline-...d-callers.html
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      The Money Ferret Finance Article Directory
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    • Profile picture of the author osail
      Originally Posted by Jason Kanigan View Post

      Appointments vs selling right then: it's up to your market. What do they prefer? ASK. Trades, for example, will probably appreciate the appointment set when they have time to talk. A Small-to-medium-sized business owner might want to get on with it now.

      You do have the option of whipping through as many prospecting calls as you can, booking appointments...then then taking care of those appointments later. That's one system of screening. Those who actually show up for the appointment are serious. You're going to get no-shows. It's part of selling...unless you do a great job of qualifying for the appointment and creating or finding urgent need.

      Developing trust...don't work yourself up about it. This is more in your mind than theirs. If you describe the situation they're in accurately, that's a powerful start. Don't be too ready to launch into features and benefits. Take some time to find out about their world, and whether they have a problem that's a fit for your solution, first.
      All very good points and helpful!

      Since I've seen you around the block quite a few times Jason. Do you happen to know what lawyers would prefer as far as setting appointments or getting right into it?

      I've read quite a few books as far as sales calls. And I'm right with you in making sure that making sure my solution fits their needs.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by osail View Post

        All very good points and helpful!

        Since I've seen you around the block quite a few times Jason. Do you happen to know what lawyers would prefer as far as setting appointments or getting right into it?

        I've read quite a few books as far as sales calls. And I'm right with you in making sure that making sure my solution fits their needs.
        Attorneys are some of the hardest prospects to go after this way, because they have instructed their gatekeepers specifically to protect their time.

        A couple years ago I pioneered a different method of getting their attention and callbacks from them, with one of my clients. It worked beautifully. I can't share it, but I can get you thinking about other methods than banging on the door trying to get in when there's a hostile bear on the other side.
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        >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

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        • Profile picture of the author Ron Lafuddy
          Originally Posted by Jason Kanigan View Post

          Attorneys are some of the hardest prospects to go after this way, because they have instructed their gatekeepers specifically to protect their time.

          A couple years ago I pioneered a different method of getting their attention and callbacks from them, with one of my clients. It worked beautifully. I can't share it, but I can get you thinking about other methods than banging on the door trying to get in when there's a hostile bear on the other side.
          I find that reaching attorneys isn't that difficult.
          They tend to be open to new ideas, just like everybody else.

          And you can reach them by phone, fax, email, direct mail, stopping in, even just a business card, with a message scribbled on it. I've tested all these things and they all work.

          Another approach that works, is to find someone they know and have that person introduce you. Of course that works with just about any business.
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  • Profile picture of the author SalesGod
    Most lawyers prefer face to face meetings. It's always better to sell someone face to face if it remains cost effective to you. Over the phone all they have to do is push one button to end your closing cycle. Get them trapped face to face and either close or get thrown out. Your first call should always be to set up an appointment never try to close on the first call unless there begging you to. There's reasons for this I just don't want to ramble on to much.
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