An alternative to cold calls?

60 replies
Hey all,

I'm planning to do some b2b with UK companies, but I've been told that cold-calling is - to say the least - not the best approach when it comes to getting quality UK leads, especially when English is not your first language.

So, as I also want to do white-hat things and stick to good work ethics, I'm looking for any effective ways to offer my services. An idea I've heard so far was to "build en route" - kind of catch a potential leads attention somehow and then offer services mildy, but I can't imagine how do do this in real life.

Can anyone help me out with info on what to do?

Please, any ideas welcomed!
#alternative #calls #cold
  • Profile picture of the author Michael Nguyen
    You can do

    Facebook ads
    PPC - Adwords
    Direct mail
    Email
    Networking meeting
    Your Centre of influence
    JV with providers. Eg I team up with social media / development agencies
    Signature
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    • Profile picture of the author marketingstatic
      Originally Posted by Michael Nguyen View Post

      You can do

      Facebook ads
      PPC - Adwords
      Direct mail
      Email
      Networking meeting
      Your Centre of influence
      JV with providers. Eg I team up with social media / development agencies
      I agree here with you one thing I did really successfully in the past and need to search for a new partner again is thinking about what business in my area has the same customer as me. Then offer to share a split in the FEE you generate if they get you in the door with their leads or customers. I teamed up in the past with a guy that was a hard core cold caller and he drove hundreds of miles a week just cold calling on business to see if they needed his phone services and I piggy backed on his work and gave him a cut.
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  • Profile picture of the author Jason Kanigan
    Who told you?

    How are the calls being done?

    Calling is one possible element of a funnel.

    So are FB ads, Bing ads, forum sigs, banner ads, and jv leads.

    Where is your target market hanging out? How can you reach them? Those are the questions to be asking right now--not "What technology should I use?".
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    • Profile picture of the author MiroGaborik
      Originally Posted by Jason Kanigan View Post

      Who told you?

      How are the calls being done?

      Calling is one possible element of a funnel.

      So are FB ads, Bing ads, forum sigs, banner ads, and jv leads.

      Where is your target market hanging out? How can you reach them? Those are the questions to be asking right now--not "What technology should I use?".
      I was told by a former client of mine; she's a UK resident. The way I was going to make calls was the simplest: "Hey, Miro of Miro's Biz here, wanna get DizDat service?", things like that.

      By "hanging out" you mean physically - on conferences/local events?
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      • Profile picture of the author Bear Trader
        Originally Posted by MiroGaborik View Post

        I was told by a former client of mine; she's a UK resident. The way I was going to make calls was the simplest: "Hey, Miro of Miro's Biz here, wanna get DizDat service?", things like that.

        By "hanging out" you mean physically - on conferences/local events?
        Shes telling your rubbish. Cold calling is the number 1 way to get business in the UK. If big companies do it 1000's of staff do it who is anyone to say it does not work.

        By the way you have not said what your target market is and what service you are offering.
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        • Profile picture of the author John Durham
          Originally Posted by Bear Trader View Post

          If big companies do it 1000's of staff do it who is anyone to say it does not work.
          Precisely.

          People who quit after three days often walk away swearing it doesnt work..... Strangely they do this even after leaving rooms where it was working for a hundred people all around them... Or they say the leads suck and are unworkable.... When a whole room was succeeding around them with the same leads... Or the "pitch" , when the same was true of the pitch... People are strange.

          If they cant go through with it themselves then I guess the natural defense is to blame it on the game and hate it.

          If they cant disprove it, then they begin to attack the personal character of any who is low enough to actually succeed at it

          By the same token...

          There are at least a million people out there saying "I tried internet marketing, or google adwords.... and its all a scam", because they are sore that they didnt get rich overnight. They will passionately tell you how all internet marketers are scum bags.... and how none of it works... , how only idiots and gullible people would fall for such an idea...

          Doesnt make it true. Of course it does work, but only if you are not an idiot about it. Ironic , yes?


          There are even people on this very forum who say cold calling doesnt work... even as every day another person pops up saying they got sales from cold calling...

          They said 20 years ago that the art of phone sales was dying.... yet still thousands of people are working and making quota in call centers every day across the nation , and are still breaking sales records.

          Are there better ways.... Im sure. There is always a better way, but telemarketing still works as strong as it ever did.
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          • Profile picture of the author jimmcdonald909
            Originally Posted by John Durham View Post

            Precisely.

            People who quit after three days often walk away swearing it doesnt work..... Strangely they do this even after leaving rooms where it was working for a hundred people all around them... Or they say the leads suck and are unworkable.... When a whole room was succeeding around them with the same leads... Or the "pitch" , when the same was true of the pitch... People are strange.

            If they cant go through with it themselves then I guess the natural defense is to blame it on the game and hate it.

            If they cant disprove it, then they begin to attack the personal character of any who is low enough to actually succeed at it

            By the same token...

            There are at least a million people out there saying "I tried internet marketing, or google adwords.... and its all a scam", because they are sore that they didnt get rich overnight. They will passionately tell you how all internet marketers are scum bags.... and how none of it works... , how only idiots and gullible people would fall for such an idea...

            Doesnt make it true. Of course it does work, but only if you are not an idiot about it. Ironic , yes?


            There are even people on this very forum who say cold calling doesnt work... even as every day another person pops up saying they got sales from cold calling...

            They said 20 years ago that the art of phone sales was dying.... yet still thousands of people are working and making quota in call centers every day across the nation , and are still breaking sales records.

            Are there better ways.... Im sure. There is always a better way, but telemarketing still works as strong as it ever did.
            But it also matures and revolves. Once it is common practice it's no-where near as affective as it was. The key is something different or a new/fresh market.
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  • Profile picture of the author marketingstatic
    Jason I agree you make great points, one question that nags me mostly maybe others, is what if you don't know where your target market hangs out. It used to be the country club but these days its a little more challenging to know the answer.
    I do agree though you have to have a mix of marketing efforts and even if you run an advert you still need to be able to discuss a plan of action with people.
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    • Profile picture of the author joe golfer
      Originally Posted by marketingstatic View Post

      Jason I agree you make great points, one question that nags me mostly maybe others, is what if you don't know where your target market hangs out.
      Do You Know Where Your Buyers Hang Out Online?
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    • Profile picture of the author Jason Kanigan
      Originally Posted by marketingstatic View Post

      Jason I agree you make great points, one question that nags me mostly maybe others, is what if you don't know where your target market hangs out. It used to be the country club but these days its a little more challenging to know the answer.
      I do agree though you have to have a mix of marketing efforts and even if you run an advert you still need to be able to discuss a plan of action with people.
      Especially when you are starting out, with a new target market! The answer is "You don't know!" So you have to try different things and figure it out. Where's the biggest bang for your marketing buck.

      We can buy answers...expertise...JVs are a way of doing this...but a friendly conversation is another way. Talking to some business owners in the niche and straight-out asking. Just by talking with them you'll learn useful info.

      I'll tell you what I know for sure: sitting back, doing nothing and waiting for everything to be 'perfect' before starting is the recipe for failure.

      Do everything you can to tilt the odds in your favor...and then get in there and mix it up. "No battle plan survives contact with the enemy." Will you be wrong? About something, yeah. But you'll know what to fix.

      And within 90 days, likely within 30, you'll have all the specialized knowledge you need--that your competitor is too nervous to go find.
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  • Profile picture of the author jimmcdonald909
    The higher class, higher networth build bridges because they are hammered with 2 bit punks trying to sell them crap daily. You can't just pitch up on the golf course and start trying to sell.

    Network, get to know them, they'll ask or find out what you do. Let them be the ones to come to you.

    Bit like looking for a good wife. Avoid 99%+. Don't go into the local pick up joint or F.B. Common sense really.
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  • Profile picture of the author quadagon
    Originally Posted by MiroGaborik View Post

    Hey all,

    I'm planning to do some b2b with UK companies, but I've been told that cold-calling is - to say the least - not the best approach when it comes to getting quality UK leads, especially when English is not your first language.
    It's hard to give specific advise without more information but a though does occur to me.

    Could you get away with only calling business that speak your first language but are based in the UK.

    It could give you a great usp
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  • Profile picture of the author jimmcdonald909
    Webinars, seminars, joint ventures, networking, mingling, business cards, postcards, try it all.
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  • Profile picture of the author MiroGaborik
    Thanks for the replies warriors. I gotta make some amendments: I never stated that cold-calling is not working; it's not its effectiveness that is in question. I was told it is not quite an ethical way - like, hardly anyone in the industry likes to get a cold-call, and doing this stuff may hurt the reputation of my company (there already is some due to collaboration with quite serious UK companies). Just like Jimmy said here:
    The higher class, higher networth build bridges because they are hammered with 2 bit punks trying to sell them crap daily. You can't just pitch up on the golf course and start trying to sell.
    I do know cold-calling works well with small businesses, but I'm looking into working with bigger-scaled companies.
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    • Profile picture of the author jimbo13
      Originally Posted by MiroGaborik View Post

      I was told it is not quite an ethical way - like, hardly anyone in the industry likes to get a cold-call, and doing this stuff may hurt the reputation of my company.
      Which industry are you trying to call?

      Dan
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      • Profile picture of the author MiroGaborik
        Dan, it's IT/software development.
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        • Profile picture of the author bizgrower
          Originally Posted by MiroGaborik View Post

          Dan, it's IT/software development.
          Custom solutions, or software-as-solution?

          Drill down on the problems you solve:
          https://www.warriorforum.com/offline...l#post10385609

          Study how Perry and Russ do things:
          Home - Clients on Demand
          How to Attract 5 New Clients Into Your Business By the End of This Week (without spending a dime on advertising!)
          https://www.perrymarshall.com/

          Do you have any online presence now?
          Can you do PPC or have the budget to get it done?
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          "If you think you're the smartest person in the room, then you're probably in the wrong room."

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          • Profile picture of the author nyk24
            Hey OP, well I'm no expert but as a fellow Brit I can tell you what works for me.

            In one word 'SATURATION' which someone on here briefly alluded to.

            Saturation could be anything frommass cold calling, massive leaflet drops, advertising in every newsagents etc as long as you are infront of your target market you will eventually get sales.

            At first it doesn't matter how crap your .message is as long as people know what you are selling you have a chance.

            All the complicated clever marketing and clever wording and steps that some folks bang on about that comes later when you know what kind of marketing works for you. This is when you fine tune stuff and not now!
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            • Profile picture of the author John Durham
              Originally Posted by nyk24 View Post

              Hey OP, well I'm no expert but as a fellow Brit I can tell you what works for me.

              In one word 'SATURATION' which someone on here briefly alluded to.

              Saturation could be anything frommass cold calling, massive leaflet drops, advertising in every newsagents etc as long as you are infront of your target market you will eventually get sales.

              At first it doesn't matter how crap your .message is as long as people know what you are selling you have a chance.

              All the complicated clever marketing and clever wording and steps that some folks bang on about that comes later when you know what kind of marketing works for you. This is when you fine tune stuff and not now!


              Get on the phone or on the internet or whatever you do, and bang it out. Fail til you succeed. Be willing to fail in order to succeed. Until you dig in none of it will come together or quite make sense.

              You may just achieve some success in the meantime or stumble onto something great. In any event circulation is what makes things happen, not being in your head.

              In my own experience, the greatest things I have ever accomplished were in the midst of trying to accomplish something else... Action is magic that way.
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    • Profile picture of the author Michael Nguyen
      Originally Posted by MiroGaborik View Post

      Thanks for the replies warriors. I gotta make some amendments: I never stated that cold-calling is not working; it's not its effectiveness that is in question. I was told it is not quite an ethical way - like, hardly anyone in the industry likes to get a cold-call, and doing this stuff may hurt the reputation of my company (there already is some due to collaboration with quite serious UK companies).
      When people say "its not effective" what does that really mean. Oh do they mean "too many calls" for little appointments? That's all down to the individual. What I like about cold callings effectiveness is its INSTANT feedback.

      I always know where I stand with my results. If its a no its a no, its a yes then great. Move on. With inbound marketing eg PPC, SEO, Direct mail (not dissing them) you have to wait for it to come in. What if you're impatient like I am, and want it now? Cold calling does that for me. Its built me so much pipeline.

      In terms of going after bigger-scaled companies, still you just need to work the phones in your favour. I'm not at that level yet but there are many skilled cold callers that get c level appointments all day long, in time...
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      • Profile picture of the author John Durham
        Originally Posted by Michael Nguyen View Post

        When people say "its not effective" what does that really mean. Oh do they mean "too many calls" for little appointments? That's all down to the individual. What I like about cold callings effectiveness is its INSTANT feedback.

        I always know where I stand with my results. If its a no its a no, its a yes then great. Move on. With inbound marketing eg PPC, SEO, Direct mail (not dissing them) you have to wait for it to come in. What if you're impatient like I am, and want it now? Cold calling does that for me. Its built me so much pipeline.
        As Og Mandino eludes to "I will knock on 100 doors and talk to a hundred people , make sales and already have 20 people in my pipeline, by the time this other person even gets their funnel tweaked out..."

        You will just call somebody up , while somone else spends week trying to figure out how to get to them through other ways.

        I agree.
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        • Profile picture of the author Michael Nguyen
          Originally Posted by John Durham View Post

          As Og Mandino eludes to "I will knock on 100 doors and talk to a hundred people , make sales and already have 20 people in my pipeline, by the time this other person even gets their funnel tweaked out..."

          You will just call somebody up , while someone else spends week trying to figure out how to get to them through other ways.

          I agree.
          Love this. volume and sheer guts wins all the time as opposed to tweaking your funnel. By the time you're funnel is complete, you'd probably have sales and more in the pipeline but this time more budget to create a funnel, in which case, you'll still be ahead of the guy that wanted to do that first.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by John Durham View Post

          As Og Mandino eludes to "I will knock on 100 doors and talk to a hundred people , make sales and already have 20 people in my pipeline, by the time this other person even gets their funnel tweaked out..."

          You will just call somebody up , while somone else spends week trying to figure out how to get to them through other ways.

          I agree.
          I used to spend a lot of time, planning, practicing, preparing....

          But never instead of selling. If I didn't have an appointment, I cold called.

          It's completely understandable to build a funnel, and tweek it until it produces. But I've seen so many marketers use this as an excuse for not prospecting.
          They turn it into an "either-or" decision. You can plan, and built the structure of a funnel, but if you are doing that at the expense of prospecting, it's a mistake.
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  • Profile picture of the author sdentrepreneur
    Try Attraction Marketing....
    Build your own brand so big...using Social Media, Blogs and Videos. That people will find and hunt you down because they want an expert in their industry.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by sdentrepreneur View Post

      Try Attraction Marketing....
      Build your own brand so big...using Social Media, Blogs and Videos. That people will find and hunt you down because they want an expert in their industry.
      That of course, is the best answer. But while you are building your attraction marketing tools.....cold calling is the single fastest way to start with nothing, and get a sale.

      I see arguments here (not from you) that think it's an either/or thing.

      "Don't cold call, work referrals"
      "Don't waste time cold calling, use content marketing"
      "Referrals don't work, just use PPC ads"
      "Cold calling is the best way to get business"

      Of course, all of these are wrong.

      Did you get a sale? Then referrals are the natural, most profitable next step.
      Is your marketing funnel giving you a living? Invest time in building more entry points to that funnel.
      Waiting for the phone to ring? Waiting to get the next internet inquiry? Cold call.


      At the risk of sounding like a grumpy old fart....

      I used to work out of an office selling vacuum cleaners. I was there to train their people, and increase their business. I think there were six salespeople.

      One day, there were simply no appointments. That was highly unusual. The distributor was worried. I wasn't. It was 5PM, and I took the reps out in a van and cold called them all into a presentation. Three hours later we had sales, referrals (because of my insistence), and a proven way to make sales, without being a slave to incoming leads.

      So, what's the best way? Building a client attraction system, and working it.

      But if you need to eat in the meantime...cold calling is better than sitting on your ass.
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      • Profile picture of the author bizgrower
        Originally Posted by Claude Whitacre View Post

        That of course, is the best answer. But while you are building your attraction marketing tools.....cold calling is the single fastest way to start with nothing, and get a sale.

        I see arguments here (not from you) that think it's an either/or thing.

        "Don't cold call, work referrals"
        "Don't waste time cold calling, use content marketing"
        "Referrals don't work, just use PPC ads"
        "Cold calling is the best way to get business"

        Of course, all of these are wrong.

        Did you get a sale? Then referrals are the natural, most profitable next step.
        Is your marketing funnel giving you a living? Invest time in building more entry points to that funnel.
        Waiting for the phone to ring? Waiting to get the next internet inquiry? Cold call.


        At the risk of sounding like a grumpy old fart....

        I used to work out of an office selling vacuum cleaners. I was there to train their people, and increase their business. I think there were six salespeople.

        One day, there were simply no appointments. That was highly unusual. The distributor was worried. I wasn't. It was 5PM, and I took the reps out in a van and cold called them all into a presentation. Three hours later we had sales, referrals (because of my insistence), and a proven way to make sales, without being a slave to incoming leads.

        So, what's the best way? Building a client attraction system, and working it.

        But if you need to eat in the meantime...cold calling is better than sitting on you ass.
        There's a guy in my industry who owns three Bed and Breakfasts. Regardless of the economy and season, he is always way above industry norms for occupancy and revenues.

        It's because beyond doing an excellent job as a lodging provider, he has about 7 or 8 steps he does
        everyday to get new, repeat and referral business. Internet marketing, calling previous and recent guests, sending handwritten thank yous, offering specials when it's slower...
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        • Profile picture of the author Claude Whitacre
          Originally Posted by bizgrower View Post

          There's a guy in my industry who owns three Bed and Breakfasts. Regardless of the economy and season, he is always way above industry norms for occupancy and revenues.

          It's because beyond doing an excellent job as a lodging provider, he has about 7 or 8 steps he does
          everyday to get new, repeat and referral business. Internet marketing, calling previous and recent guests, sending handwritten thank yous, offering specials when it's slower...
          When I decided to become a speaker on marketing and sales, I opened a retail store, to use as the lab, to test my ideas on marketing. I never wanted to be one of those speakers that didn't speak from a deep expertise on their subject.

          Anyway, I was going to speak for an organization, right after the economic crash of 2007. It was before I discovered how to drive buyers into my store with local internet marketing.

          So, I got on the phone, three different times, and called past buyers of high end vacuum cleaners, heaters, air purifiers (ones that bought at my store). Of course, I wanted the money, but it was mostly to test the results, so I could report them.

          Of course, they all took my call. And of course, they came in to buy whatever I told them I was holding for them. Not all of them, naturally, but enough that...it was the single most profitable use of my time, in any venture, in any activity.

          Calling people on the phone, who knew who I was, and already spent money with me.....made me more money per minute, than anything else I have ever done.




          Some here would actually call that cold calling. To me, cold calling is calling people who have no idea who you are,and you have no idea who they are. (other than the actual name of the company, or the name of the homeowner)

          Over a three year period, the time I kept these record of my actual activity and time spent selling....I knocked on doors. The only thing I knew was...they had a door. I was selling vacuum cleaners. This is perhaps in the later 1980s. (when I still just cold called, before I ran referrals, sold past customers, etc)

          For that full three years, there was never an eight hour period of working, where I didn't make at least one sale......to a total stranger, who had no idea I was going to show up, the minute before I did show up.

          Was it because I was an incredible master salesman who used hypnotic powers?
          No (at least not all of it )It was because I really worked, kept honest detailed records, and cold calling worked.

          To be honest, I never got to the point where I enjoyed it. But it sure payed well.
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          • Profile picture of the author mjbmedia
            Originally Posted by Claude Whitacre View Post


            Calling people on the phone, who knew who I was, and already spent money with me.....made me more money per minute, than anything else I have ever done. .
            and yet sooo many business owners just don't get it when that's one of the first things I/we try to focus on for their quick wins, theyre all about new clients, and don't monetise their existing relationships anywhere near enough



            Originally Posted by Claude Whitacre View Post

            Some here would actually call that cold calling. To me, cold calling is calling people who have no idea who you are,and you have no idea who they are. (other than the actual name of the company, or the name of the homeowner)

            .
            Claude, will you PLEASE stop with all this fantastic simplifying of a complex matter , although I have to admit when I first read the bolded bit I thought you'd typed 'and have no idea who they are ' and it wasn't until I quoted it here that I saw the "you" in between 'and' and 'have' , I should have gone to Specsavers (a UK TV ad joke)
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        So, what's the best way? Building a client attraction system, and working it.

        But if you need to eat in the meantime...cold calling is better than sitting on you ass.
        That's a good line, I'm going to steal it.
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        • Profile picture of the author sandalwood
          Claude,

          Do you really mean:

          "But if you need to eat in the meantime...cold calling is better than sitting on you ass."

          especially given the negativity surrounding cold calling? Gee, getting off one's dead ass and doing SOMETHING, even cold calling, actually might maybe sort-of work. Wowee zowee who wudda thunk it???

          Loved that line in case you can't tell.
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      • Profile picture of the author sdentrepreneur
        I just need to hire someone to make my calls for me....either following up a lead I got or cold calling. I know my strengths and cold calling isn't one of them...LOL....


        Originally Posted by Claude Whitacre View Post

        That of course, is the best answer. But while you are building your attraction marketing tools.....cold calling is the single fastest way to start with nothing, and get a sale.

        I see arguments here (not from you) that think it's an either/or thing.

        "Don't cold call, work referrals"
        "Don't waste time cold calling, use content marketing"
        "Referrals don't work, just use PPC ads"
        "Cold calling is the best way to get business"

        Of course, all of these are wrong.

        Did you get a sale? Then referrals are the natural, most profitable next step.
        Is your marketing funnel giving you a living? Invest time in building more entry points to that funnel.
        Waiting for the phone to ring? Waiting to get the next internet inquiry? Cold call.


        At the risk of sounding like a grumpy old fart....

        I used to work out of an office selling vacuum cleaners. I was there to train their people, and increase their business. I think there were six salespeople.

        One day, there were simply no appointments. That was highly unusual. The distributor was worried. I wasn't. It was 5PM, and I took the reps out in a van and cold called them all into a presentation. Three hours later we had sales, referrals (because of my insistence), and a proven way to make sales, without being a slave to incoming leads.

        So, what's the best way? Building a client attraction system, and working it.

        But if you need to eat in the meantime...cold calling is better than sitting on your ass.
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  • Profile picture of the author DennisJG
    Banned
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  • Profile picture of the author RMOSfeedback
    uk people **** on phone. use digital marketing there.
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  • Profile picture of the author bizgrower
    A quick check on UK laws re cold calling:

    When is cold calling legal and when is it illegal?
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  • Profile picture of the author MiroGaborik
    But never instead of selling. If I didn't have an appointment, I cold called.
    Well, I've obviously got biz to do at the moment - not that I should close a sale by any means possible to pay my bills, not even close. I've got a base of leads in my niche and I'm trying to understand if cold-calling is the right thing to do to connect to them, or I should stick to other methods.
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    • Profile picture of the author John Durham
      Originally Posted by MiroGaborik View Post

      Well, I've obviously got biz to do at the moment - not that I should close a sale by any means possible to pay my bills, not even close. I've got a base of leads in my niche and I'm trying to understand if cold-calling is the right thing to do to connect to them, or I should stick to other methods.
      Maybe this will help: By the time you figure it out someone else may have already called them and landed the deal.

      Interesting morning in the offline forum. Wish I could stick around and play for a bit.... Off to the dentist for more fun.
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      • Profile picture of the author Claude Whitacre
        I was at a Dan Kennedy event, talking to Bill Glazer (Dan's partner at the time).

        There were about 1,000 attendees.

        He told me about the 22 direct mail pieces sent, e-mails, affiliate marketing....

        And then he said something that should scream for all our attention.

        He said that 2/3rds of the tickets sold were from one phone call from their call center.

        These were people that had bought something from Kennedy before, or attended an event in the past. Not really cold calls. (although it seems most here think of these as cold calls).

        One phone call to the list...twice as effective as everything else combined.

        Sear that in your brain.
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        • Profile picture of the author Oziboomer
          Originally Posted by Claude Whitacre View Post

          He said that 2/3rds of the tickets sold were from one phone call from their call center.

          These were people that had bought something from Kennedy before, or attended an event in the past. Not really cold calls. (although it seems most here think of these as cold calls).

          One phone call to the list...twice as effective as everything else combined.

          Sear that in your brain.
          Thanks Claude.

          I always got a call from "Lyn"

          She was an old-timer and used to work for the largest business publication team here in Oz.

          When the business eventually sold "Lyn" moved on to another call centre and she continued to call me.

          By now we'd probably talked on the phone for maybe 30 hours over about 15 years.

          I wasn't on the call list of her new employer but she took it on herself to call me up to sell me on a new service.

          Even though I didn't buy then...she knew I was a buyer.

          We still talk every now and then....

          ...usually because there is a perceived relationship....

          ...but really she knows "I'm a buyer"

          and I know "She's a seller"

          I always learn so much from those calls.
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      • Profile picture of the author MiroGaborik
        Originally Posted by John Durham View Post

        Maybe this will help: By the time you figure it out someone else may have already called them and landed the deal.
        John, so you believe cold-calling is an ethically acceptable (from the industry point of view) way to make new deals in UK midscale IT sector, and it won't do any harm to the reputation of my company?
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        • Profile picture of the author jimbo13
          Originally Posted by MiroGaborik View Post

          John, so you believe cold-calling is an ethically acceptable (from the industry point of view) way to make new deals in UK midscale IT sector, and it won't do any harm to the reputation of my company?
          Of course it wont.

          There are only two scenarios.

          One: Your conversation moves you towards the next step. In which case they wont be thinking 'gosh, that was unethical to call me out of the blue'

          Two: They say no or hang up. Within 10 seconds they are back to doing whatever they were doing before you called.

          Vodafone are in Newbury and Microsoft are in Reading. (Telecoms and IT) They both have Telemarketing depts.

          They know who they are calling and why they are calling. Both are small departments as that is not how they get majority of their customers but they still do it.

          I think their reputations are just fine don't you?

          Dan
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  • Profile picture of the author Ron Lafuddy
    A guy who used to post around these parts, Glenn Osborn, tells the story of selling tickets to Jay Abraham events over the phone.

    He was one of Jay's star telemarketers.

    A ticket to the event cost $15,000. Glenn cold called for a $15,000 sale, over the phone.

    Very successfully.
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  • Profile picture of the author Michael Nguyen
    The shortest distance between two points is a straight line and that's what cold calling can give you. It takes the "time" element out of it.

    When you do ppc, seo, direct mail etc there's going to be a time factor that you CANT control. My phone is my weapon.

    I think I'm very good but there's way more training I need to do.
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  • Profile picture of the author John Durham
    Good ole Dan. Great answer!

    Exactly.

    There is never any harm in asking, so they say. Telemarketing is just "asking". Would there be any shame if you dropped by their office to try and schedule an appointment? No.

    Same with calling.

    Dan has a point that; if they hang up , then a few seconds later they are back to what they were doing. They arent going to be thinking about you all day and groaning about your call.... You asked, they said "No". It's done..

    On the other hand, they may respect that you took the time to call, and actually give you the time of day. Like others , I have even had people like me instantly and give me business JUST because they were impressed by the fact that I cold called them.

    Some people will like you just because they appreciate your entrepreneurial spirit.

    "YOU" will respect yourself also; more than you would for fiddling around on the internet for months on end accomplishing barely anything, which is what most do.

    Cold calling immediately puts you into result producing action, that you can respect yourself for taking.

    Only a person you wouldnt want to know anyway, would show you disrespect for taking that kind of initiative.
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  • Profile picture of the author MiroGaborik
    Ok Dan and John, I see your point, thank you. Looks highly logical to me. Still I wonder why so many warriors here and my own UK contact described cold-calling as badly accepted in the biz community, rather like spam or something. Totally polar meanings, y'know.
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    • Profile picture of the author bizgrower
      Originally Posted by MiroGaborik View Post

      Ok Dan and John, I see your point, thank you. Looks highly logical to me. Still I wonder why so many warriors here and my own UK contact described cold-calling as badly accepted in the biz community, rather like spam or something. Totally polar meanings, y'know.
      You'll get the hang ups and the occasional rude person, but not likely they'll remember your company name. So, it might be a bit unpleasant for you at times. I think that's all they mean. And, some are projecting their own extreme dislike of doing or receiving cold calls.

      As a business manager, I only try to remember bad companies, or companies that are outright scammers
      so I can make my employees aware.
      Signature

      "If you think you're the smartest person in the room, then you're probably in the wrong room."

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      • Profile picture of the author MiroGaborik
        Originally Posted by bizgrower View Post

        As a business manager, I only try to remember bad companies, or companies that are outright scammers
        so I can make my employees aware.
        Thanks for sharing this opinion. However, what do you mean by "bad companies"?
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        • Profile picture of the author bizgrower
          Originally Posted by MiroGaborik View Post

          Thanks for sharing this opinion. However, what do you mean by "bad companies"?
          For example, one is a large company that provides websites. They talk a good game but a Google search revealed that they have very poor service delivery and don't do refunds. They are persistent
          and aggressive in their sales efforts.

          With a company like that, I'll let my employees know who they are so the employees don't say anything that could be misconstrued as an agreement for services, and so my employees just take a message for me once I've decided I don't want to waste anymore time with that company.
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          "If you think you're the smartest person in the room, then you're probably in the wrong room."

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          • Profile picture of the author MiroGaborik
            Michael, thank you for your opinion.

            Bizgrower,
            and how do you make this "aggressive" estimation, what goes into this? I mean, do you judge by pitch, tone, the number of calls per day, etc. - forgive me being soooo down to the smallest details, but I never done cold-calling before and would like to understand the way of mind of an UK/US person who gets and assesses them somehow.
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            • Profile picture of the author bizgrower
              Originally Posted by MiroGaborik View Post

              Michael, thank you for your opinion.

              Bizgrower,
              and how do you make this "aggressive" estimation, what goes into this? I mean, do you judge by pitch, tone, the number of calls per day, etc. - forgive me being soooo down to the smallest details, but I never done cold-calling before and would like to understand the way of mind of an UK/US person who gets and assesses them somehow.
              I'd say aggressive is when they follow the "Always Be Closing" model even when it's not time to close.
              I think someone who owns their own business and is selling, or a professional salesperson, will know
              if and when to close.

              Also, when they keep trying after receiving "the" no - definitely no. That's when employees are told to just take a message if xyz company calls.

              Another technique I can't stand is when a rep says they are following up from a previous rep and it's not true or I know I told the previous rep NO.
              Signature

              "If you think you're the smartest person in the room, then you're probably in the wrong room."

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              • Profile picture of the author MiroGaborik
                Originally Posted by bizgrower View Post

                Another technique I can't stand is when a rep says they are following up from a previous rep and it's not true or I know I told the previous rep NO.
                I know a lot of techniques are based on telling lies and being slippery as a snake. That's what I really don't like - I have always been straightforward ("Hey, XXX here, cheap-fast-quality YYY services for ya, interested?"), but now as I've read books it seems I have to change my attitude a 100% to have any success in cold-calling. Or, do I have not to?
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                • Profile picture of the author Claude Whitacre
                  Originally Posted by MiroGaborik View Post

                  I know a lot of techniques are based on telling lies and being slippery as a snake. That's what I really don't like - I have always been straightforward ("Hey, XXX here, cheap-fast-quality YYY services for ya, interested?"), but now as I've read books it seems I have to change my attitude a 100% to have any success in cold-calling. Or, do I have not to?
                  I don't know what you are reading, but cold calling doesn't involve lying. Business doesn't involve lying.

                  Sometimes, when I read these posts, I think the writer is looking for a reason to not work.

                  "I'm too moral for cold calling". That sort of thing. If you misrepresent, when you are cold calling, selling, or at any point in business...you are doing it wrong.

                  The backbone of selling is clear communication. Liars never have any real success.
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                  • Profile picture of the author bizgrower
                    Originally Posted by MiroGaborik View Post

                    I know a lot of techniques are based on telling lies and being slippery as a snake. That's what I really don't like - I have always been straightforward ("Hey, XXX here, cheap-fast-quality YYY services for ya, interested?"), but now as I've read books it seems I have to change my attitude a 100% to have any success in cold-calling. Or, do I have not to?
                    Originally Posted by Claude Whitacre View Post

                    I don't know what you are reading, but cold calling doesn't involve lying. Business doesn't involve lying.

                    Sometimes, when I read these posts, I think the writer is looking for a reason to not work.

                    "I'm too moral for cold calling". That sort of thing. If you misrepresent, when you are cold calling, selling, or at any point in business...you are doing it wrong.

                    The backbone of selling is clear communication. Liars never have any real success.
                    Claude said it best.
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                    "If you think you're the smartest person in the room, then you're probably in the wrong room."

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                • Profile picture of the author Michael Nguyen
                  Originally Posted by MiroGaborik View Post

                  I know a lot of techniques are based on telling lies and being slippery as a snake. That's what I really don't like - I have always been straightforward ("Hey, XXX here, cheap-fast-quality YYY services for ya, interested?"), but now as I've read books it seems I have to change my attitude a 100% to have any success in cold-calling. Or, do I have not to?
                  I only took cold calling seriously when I thought my business was going to fail. Maybe your back is NOT against the wall yet? Maybe you need a WHY?

                  If you've got other means of getting leads beside cold calling then focus on that. Less stress and less painful.

                  Cold calling is not for everyone so accept that fact or skill up and do the dirty work. Or you can wait till your back is against the walls and then see if you still want to do cold calling. The human mind is amazing in what it can do when its under pressure.

                  Claude mentioned this book a while ago: The Ultimate Book of Phone Scripts: Amazon.co.uk:...The Ultimate Book of Phone Scripts: Amazon.co.uk:... Must have if you want to skill up. My skills have been gained from this book...

                  Dont be a wuss, just do it.
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                  • Profile picture of the author MiroGaborik
                    I only took cold calling seriously when I thought my business was going to fail. Maybe your back is NOT against the wall yet? Maybe you need a WHY?
                    Of course it's not, and the reason I'm here asking questions is that I never want it to be. You get the point, huh? Thanks for the book though.
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    • Profile picture of the author Michael Nguyen
      Originally Posted by MiroGaborik View Post

      Ok Dan and John, I see your point, thank you. Looks highly logical to me. Still I wonder why so many warriors here and my own UK contact described cold-calling as badly accepted in the biz community, rather like spam or something. Totally polar meanings, y'know.
      Do not let the inbound, referral marketers, and the "I've built my business purely on referral" business owners change the fact that cold calling works. Their opinion or even a companies dislike of cold calling should not affect your current situation. You need business, go pick up the phone.

      Cold calling makes money. Skill up and you'll never go back. Time to make me some more calls
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    • Profile picture of the author animal44
      Originally Posted by MiroGaborik View Post

      Ok Dan and John, I see your point, thank you. Looks highly logical to me. Still I wonder why so many warriors here and my own UK contact described cold-calling as badly accepted in the biz community, rather like spam or something. Totally polar meanings, y'know.
      I'm in the UK and I'd suggest cold calling is generally unacceptable. More than 50% of UK businesses have signed up to the TPS DNC list, that should tell you something...

      Find people who already have access to the people you want to contact and do a deal with them to sell your products/services.
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      People say nothing is impossible, but I do nothing every day.
      What I do for a living

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  • Profile picture of the author Michael Nguyen
    What has worked great for me is partnering up with an agency of some sort. Once the trust has been gained you'll be able to mine their list.
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  • Profile picture of the author jimmcdonald909
    The question is...why do you have to cold call?

    Why not do some targetted advertising then let word of mouth kick in?

    A business that has to keep "cold calling" isn't doing something right.

    If i created a pill to burn off 20kg of fat no issues..you think i'd have to hoodwink people into buying?

    The point is if it really works....REALLY....You barely have to do any advertising. If it has no real edge beyond "sales..." then yes you have to spend all day "cold calling" Great business

    Here we go........let the flame wars begin.
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    Huge profits in lower priced, micro cap, momentum stocks
    www.investmentswithadifference.com

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    • Profile picture of the author animal44
      Originally Posted by jimmcdonald909 View Post

      A business that has to keep "cold calling" isn't doing something right.
      I'll just add my vote of support...
      Signature

      People say nothing is impossible, but I do nothing every day.
      What I do for a living

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  • Profile picture of the author MaxWinner
    All the answers in this thread are great -
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  • Profile picture of the author MaxWinner
    I would email the potential clients, in B2B they should be used to this unless your going after really small businesses (like newspaper sellers or cheapo cafe) - I would act super professional (register your business as Ltd or such) - get a great USP (unique selling proposition) that really makes you different from the rest - then give them an offer they cant refuse, while not explaining everything fully - add a call to action to a great looking webpage, show off your amazing USP and wow them with figures, explanations, services explained etc - have a call to action to a form page so they can fill out the form for more info/get a quote/buy the service -
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