15 {{ upvoteCount | shortNum }}
15 {{ upvoteCount | shortNum }}

Is this a valid approach for cold calls?

by dgmufasa
11 replies
Hello all,

Does this sound like a valid approach for cold calls? The guy is saying to set up an appointment - but - he is saying to do a "conversation". Would it not be better to just say the offer from the start and then schedule a meeting based on that?

Regards.

#approach #calls #cold #valid
  • Profile picture of the author iamchrisgreen
    Never say the offer at the start. You need to build bonding and rapport.
    Signature
    The No.1 Podcast for Offline Marketers
    {{ DiscussionBoard.errors[10243169].message }}
  • Profile picture of the author jamesfreddyc
    This is all very niche-dependent but my best calls have been structured in this fashion :

    1. ASK who the best person to speak with is.
    2. Give GK enough info to transfer you to that person.
    3. Deliver a condensed summary mix of pain point and solution. No more than 20 seconds and simply see if they qualify on need or interest.

    This is the bulk of calls being made and the ones that qualify in #3 should then continue in a short 1-3 minute conversation to qualify again on need because i have added bit more detail to problem/solution. I will also introduce dollar value on pain point and maybe intro my prices to further qualify.

    Then go for online demo or schedule one (appointment). Close happpens at demo or follow up(s).
    {{ DiscussionBoard.errors[10243192].message }}
    • Profile picture of the author dgmufasa
      Originally Posted by jamesfreddyc View Post

      This is all very niche-dependent but my best calls have been structured in this fashion :

      This is the bulk of calls being made and the ones that qualify in #3 should then continue in a short 1-3 minute conversation to qualify again on need because i have added bit more detail to problem/solution.
      I saw this 16 Sales Qualification Questions to Identify Prospects Worth Pursuing here on qualifying questions - but these are for customers who call in.

      What is a qualifying question one can use in the case of a cold-call?


      Then go for online demo or schedule one (appointment). Close happpens at demo or follow up(s).
      Are you always selling actual software? Have you sold "vapor ware" out of curiosity?

      Regards.
      {{ DiscussionBoard.errors[10243637].message }}
      • Profile picture of the author jamesfreddyc
        Originally Posted by dgmufasa View Post

        I saw this 16 Sales Qualification Questions to Identify Prospects Worth Pursuing here on qualifying questions - but these are for customers who call in.

        What is a qualifying question one can use in the case of a cold-call?
        You should have a 20-30 second highly condensed summary of the problem you solve and the solution you have to that problem. Call it an elevator pitch if you must, I call it my 20 second mini-mercial that I can repeat consistently over and over to solicit a response and qualify on interest/need.

        Basically it will get the response: interesting or not interesting. I don't care which one, but it allows me to determine if we should continue talking or not. It's up to them based upon how they respond.

        It's not selling, pitching or attempting to influence. It merely allows me to very quickly separate those who qualify on need/interest and those who don't qualify. You need to build your own as it is very specific to you and your niche.

        Are you always selling actual software? Have you sold "vapor ware" out of curiosity?

        Regards.
        I built and own a SaaS product that is delivered and used as a subscription based webservice.. It's software that is distributed as a service. Best analogy is highly functional website that is truly software, it's just "used" on the web.
        {{ DiscussionBoard.errors[10243908].message }}
        • Profile picture of the author dgmufasa
          Thanks for the response!

          Originally Posted by jamesfreddyc View Post

          Basically it will get the response: interesting or not interesting. I don't care which one, but it allows me to determine if we should continue talking or not. It's up to them based upon how they respond.
          So then your goal is not to set up a meeting "later on this week" or "next week" where you "formally introduce" yourself. You just go for the YES/NO right on the spot.

          I built and own a SaaS product that is delivered and used as a subscription based webservice.. It's software that is distributed as a service. Best analogy is highly functional website that is truly software, it's just "used" on the web.
          OK - I get it. Have you been able to secure all of the clients who say "oh, that's interesting" or do you get any that say "oh,that's interesting" and then they take off to find someone else to do it (for ex, if they are trying to be cheap).

          One guy I made a proposition to that would allow him to increase his income by about 30% by providing another service to his existing client base. He was excited about it and said "Who does this? Where is it?" I told him I had not made the app yet (I was just doing research to find a pain-point to server). He said - "Well, if you make it, someone might buy it from you. I'd give you $100".

          Mind you the industry of this guy would have him making *much more* each week - yet - he tossed out that cheap offer.
          {{ DiscussionBoard.errors[10245019].message }}
  • Profile picture of the author Jason Kanigan
    Qualify first.

    Sell later.

    "Should I be talking to this prospect? Do they have a need for what I do? Do they have a problem large enough to warrant my involvement? Can I really work with them, on a personality level?"

    Yes? Yes? Yes?

    NOW you can enthusiastically sell, because you know they're qualified to work with you.

    Pitching to unqualified prospects is an exhausting, demoralizing game. And it puts all the pressure on YOU, where it shouldn't be.
    Signature
    >> Executive advisory: Unstick sales, strategy & growth problems fast → jasonkanigan.com

    >> Agency founders: Regain control when overwhelmed
    {{ DiscussionBoard.errors[10243256].message }}
  • Profile picture of the author vincent corleone
    if anyone can explain to me, it is about what video
    {{ DiscussionBoard.errors[10243666].message }}
  • Profile picture of the author jherewini
    First find out if this client is a good fit for your business before you start selling to him/her and the best way to do that is find out what their pain point is.
    Signature

    [URL="https://crypto2cashrewards.com"] Secure & Easy Transactions with Our 2-Way ATM Machines

    {{ DiscussionBoard.errors[10243835].message }}
    • Profile picture of the author jamesfreddyc
      Originally Posted by jherewini View Post

      First find out if this client is a good fit for your business before you start selling to him/her and the best way to do that is find out what their pain point is.
      It's best to already know what the typical problems/pain is --- it allows you to build your script/approach. Use it in the initial opening, expand on it with a bit more detail if there's interest.
      {{ DiscussionBoard.errors[10243912].message }}
  • Profile picture of the author jamesfreddyc

    So then your goal is not to set up a meeting "later on this week" or "next week" where you "formally introduce" yourself. You just go for the YES/NO right on the spot.
    My immediate goal is to get them into a demo now or later, doesn't matter to me. But there's zero point in doing that if they have no need, interest or budget.

    So..... yeah I want to know these up front so we aren't wasting time. I have 1000's of other prospective clients to call.
    {{ DiscussionBoard.errors[10245104].message }}
  • Profile picture of the author SalesGod
    I defiantly wouldn't listen to the guy in the video unless you love throwing money down the drain and being average.
    {{ DiscussionBoard.errors[10246493].message }}

Trending Topics