Using Cold Calling to get sales

by sooWoo
20 replies
So I need to make a sale fast. I don't have a lot of options so I look at Cold Calling as a resource. Why? It's because it's cheap, get leads fast, and fastest way to get a sale. The problem is for me is that I don't want to do it at ALL. Reasons being is that I suffered severe anxiety for all my life and I just don't want to call up some stranger just to tell me to **** off, it's terrifying.

With that being said, lets get into why I created this thread. I want to know people on this forum who had success with this form of marketing. How many calls did it take you to get a lead and how many did it take you to get the sale. Lets say if I wanted to make a sale today, how many calls would I have to make to make that sale.
#calling #cold #sales
  • Profile picture of the author kemdev
    I'll answer this as a guy who started cold calling as my only means to get sales. That was a couple years ago. You want to know if it works? Yeah I got quite a few sales out of a couple hundred dials. Anyone else on here will tell you that it works. You can make sales. Duh.

    Your fundamental problem is wanting to know how many dials it will take you to get a sale. That number could be 20 or 100 or 1,000. It could be vastly different for someone else. In practical terms, it doesn't matter. You might as well be asking, "How much work will I have to put into this to get money back?"

    Pick up the phone and dial. Talk to someone. Hang up and dial again. Repeat.

    Of course, it helps to know what you're doing. What doesn't help is wondering if it will work/how long it takes to work, because that's all up to you.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by kemdev View Post

      I'll answer this as a guy who started cold calling as my only means to get sales. That was a couple years ago. You want to know if it works? Yeah I got quite a few sales out of a couple hundred dials. Anyone else on here will tell you that it works. You can make sales. Duh.

      Your fundamental problem is wanting to know how many dials it will take you to get a sale. That number could be 20 or 100 or 1,000. It could be vastly different for someone else. In practical terms, it doesn't matter. You might as well be asking, "How much work will I have to put into this to get money back?"

      Pick up the phone and dial. Talk to someone. Hang up and dial again. Repeat.

      Of course, it helps to know what you're doing. What doesn't help is wondering if it will work/how long it takes to work, because that's all up to you.
      Yup; A new cold caller can call hundreds of prospects with not a single sale. An experienced caller? Calling a list of business owners? You may get one sale for every 100 calls. When calling to set a sales appointment, my callers averaged one appointment for every six contacts.

      But, if I needed a sale today? I'd go door to door in shopping malls and downtown businesses, and...as fast as I could..ask "Do you need a website?" (or any other offer you have.)

      Unless you can actually make the sale and get paid today over the phone.
      But if you are going from business to business, in person, I can't imagine not ending the day with a check.

      I did it for decades. And, keeping strict honest records...over a three year period, there was never an 8 hour stretch while working, that I didn't end up with a sale.
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      One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

      Terence Fletcher: "There are no two words in the English language more harmful than Good Job." Whiplash.
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      • Profile picture of the author kenmichaels
        Originally Posted by Claude Whitacre View Post

        Yup; A new cold caller can call hundreds of prospects with not a single sale. An experienced caller? Calling a list of business owners? You may get one sale for every 100 calls. When calling to set a sales appointment, my callers averaged one appointment for every six contacts.

        But, if I needed a sale today? I'd go door to door in shopping malls and downtown businesses, and...as fast as I could..ask "Do you need a website?" (or any other offer you have.)

        Unless you can actually make the sale and get paid today over the phone.
        But if you are going from business to business, in person, I can't imagine not ending the day with a check.

        I did it for decades. And, keeping strict honest records...over a three year period, there was never an 8 hour stretch while working, that I didn't end up with a sale.
        Notice he said, "while working" ...

        Not ... sitting in the car building up courage to go in
        Not ... researching and researching, intent on finding all possible info
        Not ... wasting time doing BS while convincing yourself that you are working

        "working" = belly to belly, eyeball to eyeball ... pitching

        It doesn't matter how bad you suck, how much you don't know or even
        if you have the worlds worst product ... If you get in front of enough people
        and PITCH, you will make sales ... eventually.

        After you get over your crisis, then worry about refinement.
        Signature

        Selling Ain't for Sissies!
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        • Profile picture of the author Claude Whitacre
          Originally Posted by kenmichaels View Post

          Notice he said, "while working" ...

          Not ... sitting in the car building up courage to go in
          Not ... researching and researching, intent on finding all possible info
          Not ... wasting time doing BS while convincing yourself that you are working

          "working" = belly to belly, eyeball to eyeball ... pitching

          It doesn't matter how bad you suck, how much you don't know or even
          if you have the worlds worst product ... If you get in front of enough people
          and PITCH you will make sales ... eventually.

          After you get over your crisis, then worry about refinement.
          Yeah, the time I included was pitching, canvasing, and driving out to canvas.

          Not stops at restaurants, not sneaking out to a movie, not planning, not wasting time.

          And that was almost entirely cold calling. When it was referrals, that 8 hours shrank.

          And it wasn't "a sale every 8 hours", it was "never longer than 8 hours between sales".

          Of course, it wasn't my first year in sales either.
          Signature
          One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

          Terence Fletcher: "There are no two words in the English language more harmful than Good Job." Whiplash.
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        • Profile picture of the author Ron Lafuddy
          Originally Posted by kenmichaels View Post

          Notice he said, "while working" ...

          Not ... sitting in the car building up courage to go in
          Not ... researching and researching, intent on finding all possible info
          Not ... wasting time doing BS while convincing yourself that you are working

          "working" = belly to belly, eyeball to eyeball ... pitching

          It doesn't matter how bad you suck, how much you don't know or even
          if you have the worlds worst product ... If you get in front of enough people
          and PITCH, you will make sales ... eventually.

          After you get over your crisis, then worry about refinement.
          Guys, Work Ethic is something you can't convey in a post.

          They either have it or they don't.

          Many of the people who start these kinds of threads, DO NOT
          have a work ethic. If they did, they'd get off their dead ass and
          solve the problem, instead of whining about it.

          Beats sittin' in mama's basement.

          The OP, on the other hand is... I believe, using the thread as an excuse to sig
          park. No surprise.

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

            Guys, Work Ethic is something you can't convey in a post.

            They either have it or they don't.

            Many of the people who start these kinds of threads, DO NOT
            have a work ethic. If they did, they'd get off their dead ass and
            solve the problem, instead of whining about it.

            Beats sittin' in mama's basement.

            The OP, on the other hand is... I believe, using the thread as an excuse to sig
            park. No surprise.

            Ron
            I have no idea what you mean by "sig park". I'm assuming that you mean that I made this thread to show off my sig as advertising or something. As I told Ken earlier in that post, this thread refers to my WEB DESIGN business not advertising any writing gigs or anything of the sort.
            Signature
            Launching a writing business and offering discounts for my first few clients. I'm an American, native english speaker. PM me and let's talk!
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  • Profile picture of the author kenmichaels
    Originally Posted by sooWoo View Post

    Launching a writing business and offering discounts for my first few clients. I'm an American, native english speaker. PM me and let's talk!
    Is that what you're trying to sell?
    Signature

    Selling Ain't for Sissies!
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    • Profile picture of the author sooWoo
      Originally Posted by kenmichaels View Post

      Is that what you're trying to sell?
      No, it's Web Design. That's something completely unrelated.
      Signature
      Launching a writing business and offering discounts for my first few clients. I'm an American, native english speaker. PM me and let's talk!
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  • Profile picture of the author heartyy
    If you're doing cold calling you have to have more patience.

    It's not that easy but it's really worth it.

    Do as many calls you can. Compromise with everyone.
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    • Profile picture of the author BigFrank
      Banned
      Originally Posted by heartyy View Post

      It's not that easy but it's really worth it.
      First thing I taught my new telemarketers.

      "It's not easy, but it is simple."

      Pick up the phone and call someone. What's the worst that can happen? They might hang-up on you? Consider than a standing ovation and dial the next number.

      Shoot for 2 sales per 100 phone dials and you'll be right on target for most industries that employ telemarketing rooms.

      Nothing to be afraid of. I promise you this.

      Cheers,

      Frank
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  • Profile picture of the author Michael Nguyen
    When starting out, play the volume game first and then refine to get better. Make a sh1t load of calls and even if your pitch is bad, you'll get a sale somewhere. Cold calling is a discipline, if you're flaky, can't concentrate, can't keep consistent, can't bang out the 200 calls a day (especially when starting) then you WILL lose. Might as well not start.

    Give me a targeted list of 500 numbers and I'll probably end up with 5 sales down the line. Calling 500 numbers over 2 days is not hard. If you cant one call close then the follow up is where you'll make all your money.
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  • Profile picture of the author Techsar
    the most difficult here is to dial the number and then it's all right, if you have a really good refined list of contacts you can get at least one sale per 30-40 calls, and also stick to the people timezone in order not to catch them asleep or having lunch
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  • Have you tried direct mail? I have had very good success using dollar bill letters. This produces inbound warm leads who are much easier to sell as opposed to cold calling.

    The difference between fresh, warm leads and complete cold calls is enormous. Something to keep in mind.

    And you can start with a small mailing to keep costs down. Then after the first sale you can ramp things up to desired level.
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    • Profile picture of the author Devonne Nunn
      Originally Posted by LastingLifeSuccess View Post

      Have you tried direct mail? I have had very good success using dollar bill letters. This produces inbound warm leads who are much easier to sell as opposed to cold calling.

      The difference between fresh, warm leads and complete cold calls is enormous. Something to keep in mind.

      And you can start with a small mailing to keep costs down. Then after the first sale you can ramp things up to desired level.
      What are dollar bill letters?
      Signature
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      • Profile picture of the author animal44
        Originally Posted by Devonne Nunn View Post

        What are dollar bill letters?
        A letter with a dollar bill attached.

        The text starts something like:
        As you can see, I've attached a crisp, new dollar bill to the top of this letter.
        Why have I done this? Actually, there are two reasons...
        1. I have something extremely important to tell you and, with all the junk we get in the mail, I needed some way to make sure I caught your attention.
        2. And... since what I have to share with you is about making money, I thought the dollar bill would be an appropriate "eye catcher".
        Here's what it's all about:
        I think that's self explanatory...
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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 Hearn
          Originally Posted by animal44 View Post

          A letter with a dollar bill attached.

          The text starts something like:

          I think that's self explanatory...
          I heard the version with:

          -I know your time is valuable, and since reading my letter takes 5 minutes to read, I figured I should pay for your time so this won't feel like a waste.
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  • Profile picture of the author animal44
    Originally Posted by sooWoo View Post

    I suffered severe anxiety for all my life
    Making more calls is unlikely to help. Every rejection will just reinforce this anxiety.

    Your options

    1. Deal with it. Easier said than done. We're not born with social anxiety, it's learned, usually at an early age, courtesy of our friends and family. Often a lot of positive self talk immediately before making calls will ease it temporarily, however, you'll need to go deeper to sort it on a longer term basis

    2. Avoid it. Get someone else to make the calls. Easier said than done. Getting the best or even the "better than mediocre" is tough. You could avoid cold calls altogether. Despite what is claimed on here, cold calling is possibly the worst way to get clients. Well, I can't think of a worse way... Take a look at this post. Nine incoming calls and three customers and he didn't have to spend all day chasing people who don't want to talk to you...

    3. Minimise it. Focus your efforts on those who can help build your business so you minimise the cold calls. Example, if you cold called the head of CofC, got him/her as a client, then got an endorsed offer to the whole CofC. Do you think you'd get plenty of business out of that?

    Do you have existing B2B clients with a customer list? Would they endorse you to their list? Could you offer them something that they'd consider valuable enough to distribute to their list, with your branding and even an offer included? e.g. "Ten things you must ask your web developer before hiring them" or "Do you make these mistakes when buying a website?"

    Want a quick client. Look to your own network. Friends, family, people you already do business with. Contact them. Tell them what you do. Ask if they know anyone who might be interested... Best be specific about the ideal client you want.

    Find websites that suck. Write to the owner and tell them the how and why it sucks, and what impact it's having on their business.

    If your social anxiety extends to talking to people (not just cold calling), then you really must find a way of dealing with it...
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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 wordsandthebees
    Originally Posted by sooWoo View Post

    So I need to make a sale fast. I don't have a lot of options so I look at Cold Calling as a resource. Why? It's because it's cheap, get leads fast, and fastest way to get a sale. The problem is for me is that I don't want to do it at ALL. Reasons being is that I suffered severe anxiety for all my life and I just don't want to call up some stranger just to tell me to **** off, it's terrifying.

    With that being said, lets get into why I created this thread. I want to know people on this forum who had success with this form of marketing. How many calls did it take you to get a lead and how many did it take you to get the sale. Lets say if I wanted to make a sale today, how many calls would I have to make to make that sale.
    The cold, hard fact is that when cold calling, you're going to get people that tell you to **** off, that's inevitable so you should make sure you are comfortable with that before you start, if you're not, you might be better off paying someone to make the calls for you. Customers are like wild animals, they can tell when you're scared lol!

    Do plenty of testing before you start to find out the best times of day to reach your target market, this will limit the number of no answers/answer-phones and hangups you get.

    To answer your question, you can get a lead in one call or it can take you a hundred - the key is to treat each call as though it will be your next yes, and if it's not, move on in the same fashion.

    There is no fun way to carry out cold calling, but a positive mental attitude will get a 'yes' much sooner than you will by worrying, stressing and being anxious.

    Good luck!!
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    • Profile picture of the author BigFrank
      Banned
      Originally Posted by wordsandthebees View Post

      Customers are like wild animals, they can tell when you're scared lol!
      That really made me laugh. It is so incredibly true. :-)

      Cheers. - Frank
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