What i learned after cold calling about 600-800 businesses.

170 replies
Disclaimer: People who haven't cold called need not to respond. Thanks.

Product/Service: Organic Lead Generation aka SEO.

Hey guys, so i feel pretty good that i actually had a productive week, i did not make a sale. However i feel confident in my script which i rewrote about 5 times, i have a good opener that works and i have memorized. Despite not making a sale i feel qualified to speak about my experience so far, it still can be helpful.

So im going to share what i learned thus far, by no means am i throwing in the towel.

What i learned
  • Come up with a decent opener, the way you do this is experiment with what gets you the best response. Memorize it and implement on your prospects without looking at the script.
  • Don't worry about trying to be Confident, i am naturally an introverted nerd, competence gives you confidence naturally so don't beat yourself up on trying to act confident. If you can memorize your opener/script this will give you the competence thus confidence in keep calling and not freaking out like i was when i started.
  • Just cold call, and the energy to call more will follow.

Things that i need to improve
  • Control the conversation.
  • Sound less robotic( i have naturally a very deep voice)
  • Use more tie downs.
  • Find better leads.
  • Not being afraid to fail/rejected.

Out of the things that i need to improve, i would say controlling the conversation is a big one for me.

I am reading "Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales" and it briefly mentions how to control the conversation by using tie downs after answering a question from the prospect.

What i ran into my cold calling adventure, was responses that went like this.

What's organic lead generation, whats this or that, where do you get the leads from, etc.

or WORSE

What do you do ? or What are you selling ?

This was all at the beginning of the call before i ask permission to ask questions.

Today for example,

I was hit with "what do you do"?

I answer with

I understand you probably have questions regarding that, but do you mine if i ask a couple quick questions so i don't waste your time(this was my attempt to control the conversation but it didn't work)

DM:I'm getting ready to hang up, if you don't tell me what it is.

I caved(not knowing how to respond)

ME:I do _______, how would that work ?

DM:No im not interested, click

What i realized is that the prospect was trying to take control of the conversation. This was something that i didn't pick up on before.

So i need a way to recenter the call back to my script, so i can regain control of the conversation to pitch my offer and ask for the sale.

Also any tips for sounding less robotic. Thanks guys. Hearing the success of iamnameless, and a few others is what keeps me enthusiastic as h**** about cold calling. I am imagining wealth, and a great lifestyle. I'm extremely optimistic about what im doing. I just have to pass these hurtles.
#businesses #calling #cold #learned
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  • Great work!!! Taking action sure beats perfection.
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  • Profile picture of the author tryinhere
    Originally Posted by EliHood View Post

    I am imagining wealth, and a great lifestyle. I'm extremely optimistic about what im doing. I just have to pass these hurtles.
    Have you considered using your seo experience to generate warm leads to call, not saying you need to do all warm leads but if you had a pile of warm leads to chew through each day before starting on your cold leads, do you think you might attain your goals quicker?
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  • Profile picture of the author animal44
    Originally Posted by EliHood View Post

    Disclaimer: People who haven't cold called need not to respond. Thanks.
    I cold called for something like 30 years so I guess I qualify...

    I don't advocate cold calling...

    I do second tryinhere. Rank your own site. It'll give you credibility and a constant source of warm leads.

    Originally Posted by EliHood View Post

    I am imagining wealth, and a great lifestyle
    Here's a little experiment. Do a little research on those who are advising you. See where they live. The houses they live in. The areas.

    Is this what you call wealth? a great lifestyle?

    If not, then why are you listening to them...?

    Originally Posted by EliHood View Post

    Organic Lead Generation
    Do you honestly think business owners are so stupid to be taken in by using some other label...?

    Originally Posted by EliHood View Post

    Also any tips for sounding less robotic.
    Simple. Stop reading scripts. Start having a real human to human conversation. Understand your ideal customer. Research, so as to ensure you're talking to your ideal customer.

    If your prospect doesn't see you as a salesman, then you've succeeded...!

    Final bit of advice. The fastest way to grow any business is on the back of an existing structure. You borrow the trust and credibility of that existing business... Think along those lines and you might just have a chance at "wealth and a great lifestyle".
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    • Profile picture of the author EliHood
      animal i respect your cold calling experience, but this is my only option right now. Warm leads utilizing Facebook Ads and website SEO ranking for my city is my end goal for sure. That way im not busting my a*** getting business. .
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  • Profile picture of the author Kay King
    i actually had a productive week, i did not make a sale
    I have seen similar comments by those who start cold calling. If the goal is sales (or appointments leading to sales) and you didn't make a sale...how can you say it was 'productive'? You were busy - you were trying hard - you were 'adjusting' your script, etc - but you did not sell.

    You are giving advice on how to do something you don't know how to do? Might be better to ask 'what am I doing wrong'?

    The most misunderstood concept I see is the idea you can 'control the conversation'. "Engaging" someone is not the same as "controlling" them.

    What i realized is that the prospect was trying to take control of the conversation. This was something that i didn't pick up on before.

    So i need a way to recenter the call back to my script, so i can regain control of the conversation to pitch my offer and ask for the sale.
    You seem think getting the prospect to 'shut up and listen' is 'control' - and it isn't. When a prospect on the phone is asking you a question....you are in control. You have created at least a small bit of curiosity. At that point, if you cannot TALK to the prospect without reading a script or giving a convoluted answer...you lose them.

    I've done cold calling - promoting myself and my skills - the goal was to set an appointments for the next day and then turn the prospect into a customer during the appointment. I never enjoyed it - but I made money doing it.

    The 'permission to ask questions' is a bad ploy today (in my opinion) There is so much press about scammers trying to get someone on the phone to say 'yes'....many people (and employees) are trained to say 'no'. It also screams 'I'm reading a script'.
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    • Profile picture of the author EliHood
      "The 'permission to ask questions' is a bad ploy today (in my opinion) There is so much press about scammers trying to get someone on the phone to say 'yes'....many people (and employees) are trained to say 'no'. It also screams 'I'm reading a script'."

      I appreciate your feedback and i don't agree at all, i had my run at asking for permission and its respectful and it sets a clear expectation.
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    • Profile picture of the author JohnnyNight
      Originally Posted by Kay King View Post

      I have seen similar comments by those who start cold calling. If the goal is sales (or appointments leading to sales) and you didn't make a sale...how can you say it was 'productive'? You were busy - you were trying hard - you were 'adjusting' your script, etc - but you did not sell.

      You are giving advice on how to do something you don't know how to do? Might be better to ask 'what am I doing wrong'?

      The most misunderstood concept I see is the idea you can 'control the conversation'. "Engaging" someone is not the same as "controlling" them.

      You seem think getting the prospect to 'shut up and listen' is 'control' - and it isn't. When a prospect on the phone is asking you a question....you are in control. You have created at least a small bit of curiosity. At that point, if you cannot TALK to the prospect without reading a script or giving a convoluted answer...you lose them.

      I've done cold calling - promoting myself and my skills - the goal was to set an appointments for the next day and then turn the prospect into a customer during the appointment. I never enjoyed it - but I made money doing it.

      The 'permission to ask questions' is a bad ploy today (in my opinion) There is so much press about scammers trying to get someone on the phone to say 'yes'....many people (and employees) are trained to say 'no'. It also screams 'I'm reading a script'.
      HE LEARNED SOMETHING..!!

      Whatdaya kooky..!!

      That's why what happened is good..!!

      He's starting out in a new direction..!!
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  • Originally Posted by EliHood View Post


    What's organic lead generation, whats this or that, where do you get the leads from, etc.

    or WORSE

    What do you do ? or What are you selling ?

    This was all at the beginning of the call before i ask permission to ask questions.

    Today for example,

    I was hit with "what do you do"?

    I answer with

    I understand you probably have questions regarding that, but do you mine if i ask a couple quick questions so i don't waste your time(this was my attempt to control the conversation but it didn't work)

    DM:I'm getting ready to hang up, if you don't tell me what it is.
    Please stop. It's hurting my soul reading this. When a prospect asks a question, I have a radical suggestion...Answer the damn question.

    I get cold called maybe 20 times a day...every day. When I ask "What are you selling" it isn't to control the conversation, it's because I want the answer to my question. I'm busy. If you were carrying on a conversation with a friend, would you refuse to answer their question? Would you stall?

    The absolutely fascinating part to me is that newbie salespeople make the same mistakes.


    Originally Posted by EliHood View Post

    So i need a way to recenter the call back to my script, so i can regain control of the conversation to pitch my offer and ask for the sale.

    Also any tips for sounding less robotic. Thanks guys. Hearing the success of iamnameless, and a few others is what keeps me enthusiastic as h**** about cold calling. I am imagining wealth, and a great lifestyle. I'm extremely optimistic about what im doing. I just have to pass these hurtles.
    Your problem isn't sounding less robotic. Your problem is that you aren't telling the prospect why you are calling and what you are selling, and why they should talk to you.


    Honest. I thought calling 600 people and not making one sale was impossible.

    Really...before you make another call, go on Amazon and buy;

    Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales

    The Ultimate Book of Phone Scripts

    And mostly Cold Calling Techniques (That Really Work!)

    Read them and study them for the next week. Then come back and tell us what you are doing.
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    • Profile picture of the author EliHood
      Claude i got

      "Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales"

      i mentioned it already. I also have that Jordan Belfort book.

      I don't need to keep buying books to get the grasp, i just need to learn how to handle certain situations.

      I worked vacations(time share) sales in the past, and although it was not b2b. I still was able to make sales depending on my mood.

      We had a script, and i memorized it to the tea, i sounded confident etc. These were one call closes no appointment setting bulls****. our packages ranged from $199 - $599. Leads were qualified.

      Some days i made 3 sales in one day, some days i didn't make any. The reason had to be because of my mood.

      Claude, i think i made about 300 or so calls but about (600 - 800 in total for the week), i did a 9-5pm shift cold calling for myself. This was my first week cold calling for myself. So im not that beaten up.

      Claude also, maybe my leads were not that good. i dig my own leads the businesses that mostly a decision maker is going to pick up and not ranking well in the searches.

      Claude i see what your saying for sure, and in time i will get better at these situations like i did when i was in vacation sales.

      However i must say i didn't do any closing when i was doing time shares, i just qualified, and asked for the sale and if they threw an objection like "its sounds good but i don't want to do it today" i would just call for a closer and he would finish them off(mortal kombat style).

      My question for you claude, cause i know it took you 3 months to make your first sale. I think you were selling vacuums.

      Should i look into getting better leads like reference USA, should i pull them off yellow pages etc.

      Thanks Claude.
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      • Originally Posted by EliHood View Post


        My question for you claude, cause i know it took you 3 months to make your first sale. I think you were selling vacuums.

        Should i look into getting better leads like reference USA, should i pull them off yellow pages etc.

        Thanks Claude.
        First, you need to learn how to sell. I mean no disrespect, but you don't know how to do that yet.

        Really, you need to study far more than you have. It took me 3 months to make my first vacuum cleaner sale, because I had no idea what I was doing.

        You need to read books written by people who sell things over the phone. And the vast majority of Youtube videos aren't even close.

        Really, invest a little time (at least a few months) learning how to sell from books, and at the same time, make some calls. If you do them together, you'll quicken the speed at which you learn.

        If you are selling SEO/local online marketing/lead generation services...you need to know that your best prospects are people who already pay for advertising. And what you are selling (in the prospect's mind) is advertising.

        I'm not trying to be mean, but you have no idea what you are doing...and making 1,000 more calls isn't going to teach you anything. I can tell.

        You need to work with somebody (not me) that can help you build a script, including the standard 6 or 8 objections. And then you can start calling, without wasting your time.
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  • Profile picture of the author myob
    I've been cold-calling for 20+ years.

    You seem to be mistaking activity for accomplishment, and haven't learned a thing.

    If you have not made one sale after 800 calls, you are missing something here - bigtime.

    In my experience, a sale is hardly ever made on the first contact when cold calling.

    Generally, it takes several followup calls to make a sale.

    We average 5-7 call backs, although sometimes it could take 15 or more attempts if voice mail is included.

    Here is what I teach my cold calling reps:

    Open with an outlandish claim to draw immediate attention
    Identify influencers
    Identify decision makers
    Get contact information for follow up
    Determine what is needed
    Create interest ("If I could accomplish ½ of what I have stated would you make time to see me?")
    Move from cold to warm
    Add to your pipeline
    Get an appointment (online or offline presentation)
    Close the deal (or drip followup calls)
    Followup (satisfaction level, set up for repeat sales, obtain referrals)
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    • Profile picture of the author EliHood
      i appreciate your feedback, but how about 500 cold calls that you try to close on the first call.

      I don't set appointments i don't have that sort of time. I cold call, and try to close on the first call.

      I can either do to two things.

      Set an appointment to talk later to close or close on the first call.

      I choose to close on the first call. I did it for my old sales job. Thats all we did. One call closes.
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      • Originally Posted by EliHood View Post

        I don't set appointments i don't have that sort of time. I cold call, and try to close on the first call.
        If you are calling a completely cold list...meaning they have no idea who you are...and didn't ask for information...it's possible to close on the first call.

        But the vast majority of your sales will be made after several exchanges. Just like MYOB said.

        Sure, I wrote the book on one call closing, but most of it was on how to prepare the prospect for your sales call....most of the work went into the sale, before any presentation. But even then, it can take several calls. And one call closing is far easier in person.

        There are two approaches to selling over the phone;

        Transactional...meaning you go as quickly as you can from one person to another until you are connected with that rare guy that wants what you sell. I prefer this kind of selling, because I'm not a relationship kind of guy. But just know that your'll miss every single prospect that would buy from you eventually, just not today.

        Relationship.....meaning you build trust, give information, and keep at it until they either stop taking your calls, or indicate that the sale is going nowhere.

        People that are going to buy what you sell go through a "buying process". By calling them cold, you are only going to sell that very small number that are at the very end of their buying process...the day you call.

        By putting them in a marketing/sales funnel you can sell to prospects that are at any point in the buying process...including the people that will buy on the first call.

        One call closing over the phone to a cold list is most effective if you have an offer you can explain completely in just a few sentences....and they are already aware that your type of offer exists, and thy have an idea how it works, like selling life insurance....or tickets to events....or listings in directories.....or memberships to the BBB.
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      • Profile picture of the author Mike Anthony
        Originally Posted by EliHood View Post

        Set an appointment to talk later to close or close on the first call.

        I choose to close on the first call. I did it for my old sales job. Thats all we did. One call closes.
        Well I doubt given all the good advice you have received you are going to listen to me but since you said this was SEO you were pitching and thats what I am most known for here - here goes.

        The number one problem I find with your approach is that you don't seem to know what you are selling. Above all other things selling is about knowing your product/service and why people buy it (or will buy it). Its not about controlling the conversation. Its about activating the desire that causes someone to buy that product/service.

        No business customer wants SEO. None of them want to rank in Google. None of them care about being number 3, 2 or 1. They don't care a fig about organic leads. They simply want what you want when you call them - in fact EXACTLY what you want

        customers.

        So throw out the organic blah blah blah and SEO and all that. You are calling to deliver them customers. The end. it just so happens that its customers that search on Google you are offering.

        I am also curious as to what you try and close on the first call . Unless you have researched all 600+ prospective customer sites you can't seriously be trying to close them as clients for full SEO (you don't even know what it will take for each) so are you selling some package or consulting time?

        A Full "organic" lead/SEO service CANNOT be sold on the first call. The best you can do is sell a cheaper analysis service which in fact should help you close the actual SEO service.

        P.S. I am not a big appointment guy either. Not off a cold call. They can be a good deal of the time HUGE time wasters. When we have talked a few times and the owner/manager has deliberately made the time to talk I can gauge his/her interest. Then again the easy way around that is not pitching local to your office. God bless those that concentrate on their home city but I have never seen the benefit when SEO can and is done from anywhere..
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        • Profile picture of the author JohnMcCabe
          Originally Posted by Mike Anthony View Post

          P.S. I am not a big appointment guy either. Not off a cold call. They can be a good deal of the time HUGE time wasters. When we have talked a few times and the owner/manager has deliberately made the time to talk I can gauge his/her interest. Then again the easy way around that is not pitching local to your office. God bless those that concentrate on their home city but I have never seen the benefit when SEO can and is done from anywhere..
          Making appointments, especially offsite appointments, used to be one of my favorite ways to get rid of time-wasting cold callers who wouldn't take no for an answer.When they called back to ask why I was a no show, I just told them that they insisted on wasting my time after I said no, so I simply returned the favor.
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          • Profile picture of the author Mike Anthony
            Originally Posted by JohnMcCabe View Post

            When they called back to ask why I was a no show, I just told them that they insisted on wasting my time after I said no, so I simply returned the favor.
            I haven't gone that far. With repeat callers who won't take no for an answer I have told them to hold and then never come back.

            Appointments make sense where there is established joint interest. You going to go to court? You will need a lawyer. You need to file taxes? You will need someone with accounting skills.

            When pitching an optional service or product you are always at a disadvantage and you come across most of the time for the entire appointment as a sales person not a need solver.

            SEO is just one form of advertising and its absolutely true that there are still a lot of local companies that can do without it. I just take appointments out of the equation because none of my clients expect me to travel for hundreds of miles for an appointment. Staying home town for SEO services is giving up too many advantages for a much smaller market.

            Plus there are some cultural differences that just make working with people further away nicer to work with. My all time favorite customers have been located in Britain, British Columbia and Australia. I find those locations more reasonable and less penny pinching in business than their US counterparts.

            The Op needs to put a lot more into thinking about the SEO need part of who he is calling or he will call hundreds more with the same nil result. He seems to be concentrating on the art of making a sales call without reference to what it is he is selling. Until you get to the point where the customer sees you as a solution provider you don't make a dime so the entire approach should be focused on the solution to the clients needs or wants

            Thats customers not SEO for SEO.
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            • Profile picture of the author Kay King
              Why jump into a thread to create an argument? If you READ various posts by the person who started the thread - you'll realize it's not 'cold calling' he really has a problem with....it's 'selling'.....it's 'dealing with people'....

              In my opinion, this is someone who chose 'cold calling' because you don't have to face anyone in person. I think the choice was made to 'avoid contact' rather than to 'create opportunity'. Goes from can't to 'easy peasy' - up and down....but NO sales.

              From an earlier post in the thread you'll see the 'control issue' was raised....because the OP had a warped idea of what 'controlling a conversation' meant. Arguing it with others in the thread seems silly to me...but whatever.

              The most misunderstood concept I see is the idea you can 'control the conversation'. "Engaging" someone is not the same as "controlling" them.

              You seem think getting the prospect to 'shut up and listen' is 'control' - and it isn't. When a prospect on the phone is asking you a question....you are in control. You have created at least a small bit of curiosity. At that point, if you cannot TALK to the prospect without reading a script or giving a convoluted answer...you lose them.
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              • Profile picture of the author Mike Anthony
                Originally Posted by Kay King View Post

                Why jump into a thread to create an argument? If you READ various posts by the person who started the thread - you'll realize it's not 'cold calling' he really has a problem with....it's 'selling'.....it's 'dealing with people'.....
                We have a legit difference of opinion on a matter that comes up very often and is germane to sales in particular so its terribly inaccurate to call that jumping into a thread on either of our parts to create an argument. I think both Mike's actually believe thier points.

                I've been in sales for 20 years plus and the sales people I have seen burn out and give selling a bad name has always been the ones who concentrated on the control process of a sales call regardless of how they define control. They exist and are out there so its relevant to have that disagreement in this thread.

                Furthermore this thread's example is SEO. SEO is a CONSULTANCY service. You can't have an attitude that you get the easiest sale and move on to the next because what is actually being sold is matching your expertise to the customers situational needs. So FUNDAMENTALLY you are going to have to give up control totally when you go into listen mode to see if you can match that need.

                This is the OPs PRIMARY PROBLEM. He wants to close a sale on the cold call by focusing on control and the easy immediate sale as Mike tries to argue for. Consultancy services are NOT product sales. They are sold primarily on trust. You have no trust on the first cold call (except by the EXTREMELY gullible - which people who have started businesses do NOT tend to be)

                This is the same with any consultancy service . If a lawyer calls you up and demands or tries to get you into signing up with him on the cold call his chances of closing go waaay down but if he uses that cold call to develop trust and then meet/followup with you to find out what your particular situation is - his close rates go waaay up. If a pediatriciain calls you up and wants you to sign up with a service right up front he tanks his prospects far more than if he were a toothbrush salesman. Why? because trust in a pediatrician is the major closing factor.

                Quick sales and control in selling a service where you have to assess needs and people have to develop trust is anti selling. If he focuses on NOT closing on the first cold call his close rate will shoot up. Its just the nature of what is beign sold.

                theres this persistent myth that selling in one area is the same and has the same mechanics as all others. Its false.
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                • Profile picture of the author Michael Nguyen
                  Originally Posted by Mike Anthony View Post

                  We have a legit difference of opinion on a matter that comes up very often and is germane to sales in particular so its inaccurate to call that jumping into a thread on either of our parts to create an argument. I think both Mike's actually believe thier points.

                  I've been in sales for 20 years plus and the sales people I have seen burn out and give selling a bad name has always been the ones who concentrated on the control process of a sales call regardless of how they define control. They exist and are out there so its relevant to have that disagreement in this thread.

                  Furthermore this thread's example is SEO. SEO is a CONSULTANCY service. You can't have an attitude that you get the easiest sale and move on to the next because what is actually being sold is matching your expertise to the customers situational needs. So FUNDAMENTALLY you are going to have to give up control totally when you go into listen mode to see if you can match that need.

                  This is the OPs PRIMARY PROBLEM. He wants to close a sale on the cold call by focusing on control and the easy immediate sale as Mike tries to argue for. Consultancy services are NOT product sales. They are sold primarily on trust. You have no trust on the first cold call (except by the EXTREMELY gullible - which people who have started businesses do NOT tend to be)

                  This is the same with any consultancy service . If a lawyer calls you up and demands or tries to get you into signing up with him on the cold call his chances of closing go waaay down but if he uses that cold call to develop trust and then meet/followup with you to find out what your particular situation is - his close rates go waaay up. If a pediatriciain calls you up and wants you to sign up with a service right up front he tanks his prospects far more than if he were a toothbrush salesman. Why? because trust in a pediatrician is the major closing factor.

                  Quick sales and control in selling a service where you have to assess needs and people have to develop trust is anti selling. If he focuses on NOT closing on the first cold call his close rate will shoot up. Its just the nature of what is beign sold.

                  theres this persistent myth that selling in one area is the same and has the same mechanics as all others. Its false.
                  We can at last agree on this. The misunderstanding and the point I'm making is being able to control a call from the start of a cold call by finding a buyer. After that I will give up some control to listen. Have a good day. I'm doing some more calls tomorrow.
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            • Profile picture of the author Kay King
              Just got home and too tired to read all this tonight....one thing I noticed, though.

              The forum seems to be glitchy today - the 'view parent reply' on my post appeared for no apparent reason.....I was addressing Michael Nguyen....
              but the forum linked to Mike Anthony's thread.

              The more gadgets added to this forum....the worse it works....
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            • Profile picture of the author EliHood
              Glad to see this post is still alive and kicking, i made my first client, and been getting referred business, and to be honest i haven't cold called in a while lol. At the end of the day .....


              ITS ALL A NUMBERS GAME !!!

              if you call enough people, you will get someone to hear you out, and will ask questions/pricing etc.
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              • Profile picture of the author DWolfe
                Originally Posted by EliHood View Post

                Glad to see this post is still alive and kicking, i made my first client.
                Does that mean you have completed the job and got paid ? Or does that mean you have an appointment set up to meet them?
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                • Profile picture of the author EliHood
                  Originally Posted by DWolfe View Post

                  Does that mean you have completed the job and got paid ? Or does that mean you have an appointment set up to meet them?
                  The job is a ongoing process its marketing, and yes i got paid.
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                  • Profile picture of the author DWolfe
                    Originally Posted by EliHood View Post

                    The job is a ongoing process its marketing, and yes i got paid.
                    Keeo up the good work and ask the customer for referral's.
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                  • Profile picture of the author Claude Whitacre
                    Originally Posted by EliHood View Post

                    The job is a ongoing process its marketing, and yes i got paid.
                    Get a few more paid clients, and ask for referrals from this client.

                    This varies among salespeople I have known, but if you get 100 paid clients....and just work referrals...you'll never have t cold call again, and your sales will explode.

                    The cold calling experience is useful in any type of selling. You'll develop a fearlessness that you can't get any other way.
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              • Profile picture of the author toydistrict
                Originally Posted by EliHood View Post

                Glad to see this post is still alive and kicking, i made my first client, and been getting referred business, and to be honest i haven't cold called in a while lol. At the end of the day .....


                ITS ALL A NUMBERS GAME !!!

                if you call enough people, you will get someone to hear you out, and will ask questions/pricing etc.
                Glad you got your first client. The first one is always the hardest to get.
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  • Profile picture of the author helisell
    EliHood...

    You just need a straightforward 'value proposition' that describes what you do.

    It will need to be crafted so that the value you propose is (or could be) beneficial
    to the person you are calling...let them decide after you've said what it is and then begin
    a conversation.

    This is not a fight you're trying to pick with them.

    Just tell them what you can do and then ask if they'd be interested in hearing more.

    A 'Value Proposition' could sound like this.

    Hi this is John, I have something that I think could help your business, would you be interested
    in hearing what it is?

    That's It.

    I mean.......that's all of it. You don't need to say another word.

    Just start a conversation.

    If they say 'no I don't want to know what it is, just say ok...bye.

    If they say they want to hear more...just cut out any crap and tell them what you can do for them.
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    • Profile picture of the author Jason Kaylor
      Love this advice. Being so blunt in the no and hanging up might actually get you a call back via the caller ID.

      I started phone sales at the age of 17. By the time I was 25 I was running an operation of over 100 telemarketers. I have been out of the business since 35 and am now living in The Philippines considering starting up something again.

      Number 1 book for any sales isnt a sales book. It is How to Win Friends and Influence People by Dale Carnegie.

      Next, smile when you are talking. Sounds dumb, but it works. All kinds of studies on it.

      Next, set a sale for every call. Not actual money sale, but a sale for something else. Free product, free sample, free leads, something. You need a hitch. Qualify the buyer before giving away anything. Do you want clients with X amount of employees, revenue, etc, then pre qualify them.

      Biggest thing is to just talk like a human. Stop worrying about a pitch. Instead visualize a funnel. You want the client starting at the top of the funnel and getting more and more towards your goal. Set up steps that make puts your client into the bottom of the funnel, which is not only a sale but a relationship with this person.

      One other note. Dont listen to the nay sayers. Cold calling works still, probably always will. Most people are just scared of it. I am sitting in the capital of the world for call centers currently. Trust me, it works. I just meet a guy that moved here and started off cold calling people from Linkedin, doing leads.... Isnt that what you are doing? He now has a room of over 50 employees here.
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  • Cold calling is getting harder and harder when the telephone number is labeled "Scam Likely" How do you get around that one.
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    • Profile picture of the author helisell
      Originally Posted by Virginia Sanders View Post

      Cold calling is getting harder and harder when the telephone number is labeled "Scam Likely" How do you get around that one.
      Use a different phone?
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    • Profile picture of the author myob
      Originally Posted by Virginia Sanders View Post

      Cold calling is getting harder and harder when the telephone number is labeled "Scam Likely" How do you get around that one.
      This happens mostly when using a mobile phone for making cold calls. Turn on your caller ID.

      Carriers are now using technology to identify spammers and robocallers which typically either spoof or hide their real numbers.
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  • Profile picture of the author FrankLee262
    If your goal wasn`t the sale, you should drop it anyway
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  • I just got a cold call asking for a donation. The guy started out saying "Hi. You're the first person I've talked to in over 15 minutes...and I'm six foot six..."

    And I hung up. I know, it's rude, but I get over 20 calls like that every day. Just saying "I'm not interested" would take up a block of time.

    But I immediately understood why he said "I'm six foot six". It was to make me picture him and be intimidated to listen to him.

    And I can see it working in a few cases. At least some people wouldn't hang up right away.


    By the way, a friend of mine was telling me how he would call people (teleselling) and purposely be rude, and call back after they hung up. He would apologize profusely. But the entire act was to gain engagement. I know it worked often enough for him to see it as a valid approach.

    It isn't what I would recommend, but he thrived on it.

    I do know that when I was presenting my product, I'd rather have an angry prospect than a disinterested one. You can easily flip anger to being on your side (by being on their side). But apathy? There is no approach that overcomes apathy.
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  • Profile picture of the author masterjobs
    I sell SEO, and I did the countless amount of cold calls before. Now I generate leads mostly from the website, from niche events, exhibitions, conferences where I can meet my prospect in person, and avoid cold calling at all. However, I can share my cold calling experience. Your success is in not only in the script. First, do your homework and try to find as much as possible about the business you are calling. If you have a similar business in your portfolio - use it. Try to sell without selling. Don't tell much over the phone, instead try to ask questions about business and issues of the potential customer. When the prospect asks "what you do" - tell something, which is related to business and solves the issue, for example - "we are reducing time spent for marketing/generating leads/generating new business", "we can help you to significantly reduce your spending on ads". Offer to send a report with results of the similar business, especially if it is well known in the industry. All these work well. Don't try to close a deal at first call, have step by step strategy with the goal at each stage. At first call, your goal is to introduce yourself and raise the interest of prospect. In second call you should "sell" meeting. At the meeting, you have a chance to sell service.
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    • Profile picture of the author animal44
      Originally Posted by masterjobs View Post

      First, do your homework and try to find as much as possible about the business you are calling.
      That requires intelligence...
      This is the cold calling forum...
      Enough said...

      PS. I do agree with you... Knowing as much as you can about your prospect increases your likelihood exponentially.
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  • Profile picture of the author seotprosperity
    I think what this shows is that cold calling is on the way out for several reasons:
    (1) people value their time. You're basically stealing their precious time for something they didn't initiate or ask for
    (2) there are so many cold callers before; they are probably already inundated with calls prior and have heard so many scripts. They have more experience than you either ignoring the call or taking control of it.

    Instead of cold calling, why don't you warm call by only calling people who invite you to call them...setting up a lead capture form and running ads or SEO to the lead then calling those leads who have invited you to call.
    Of course to increase the probability of a lead you need to offer something that would give them a incentive for their time.

    So instead of feeling entitled to their time, buy their time.
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    • Profile picture of the author animal44
      Originally Posted by seotprosperity View Post

      I think what this shows is that cold calling is on the way out
      Sadly, no.
      Too many WSOs claiming that cold calling is the fastest way to a fortune...
      The roughly 2500 numbers in my call blocker are testament!
      And I don't even have much of a web presence... but still get calls.
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    • Originally Posted by seotprosperity View Post

      I think what this shows is that cold calling is on the way out for several reasons:
      (1) people value their time. You're basically stealing their precious time for something they didn't initiate or ask for
      (2) there are so many cold callers before; they are probably already inundated with calls prior and have heard so many scripts. They have more experience than you either ignoring the call or taking control of it.
      No.



      Originally Posted by seotprosperity View Post

      Instead of cold calling, why don't you warm call by only calling people who invite you to call them...setting up a lead capture form and running ads or SEO to the lead then calling those leads who have invited you to call.
      Of course to increase the probability of a lead you need to offer something that would give them a incentive for their time.

      So instead of feeling entitled to their time, buy their time.
      This point has been brought up many times in many threads. Yes, build a funnel.
      And it goes without saying that if you are selling online marketing services/SEO that you should be getting leads online...Practice what you preach.

      But the thread was about cold calling.

      If the thread is about "How to raise hamsters" we will inevitably read a post that says "Hamsters suck. You should raise Chinchillas".

      But we were talking about hamsters.

      And here..we were talking about cold calling.

      Personally, I made far more money working referrals from my buyers, and selling from the platform (speaking). But before that, I used to make a fine living cold calling too.
      But the thread wasn't about "Which is the best way to get new customers"...it was about cold calling.
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  • A life insurance agent I know was telling me this week that he cold calls lists of people over 60 years old (selling final expense life insurance), who have inquired about life insurance in the past. These are cheap old leads. But it gets around the Do Not Call List laws.

    He strictly sells over the phone.
    Here are a few things he told me;

    1) It takes as long to sell over the phone as in person. His average phone call is about 90 minutes.
    2) His average monthly premium is $70, which gives him a $600 commission.
    3) About 30% of the people that buy from him over the phone will cancel their insurance within a year. (the average in that business is about 20% cancellations)
    4) He averages two sales a day. This is about what most active agents running in person appointments (for 8 hours a day) will average. So selling over the phone isn't much more efficient, except the agent never has to leave the home/office.
    5) His approach isn't transactional. He says it takes about half an hour on the phone to even begin to discuss life insurance. The first half hour is building trust and fact finding.
    6) I may be mistaken, but I think I remember him saying that it took about 70 calls to give a presentation...but about half of them bought.
    7) This is all one call closing. He found that call backs didn't pay well enough to make them.

    He has a crew of three agents that work with him in he same room, so he can help them close sales and keep each other motivated.

    After I talked to him about this awhile, I told him that I thought the people he was selling were probably one of two kinds of people;
    1) They bought this kind of life insurance before, and let it expire. So they were thinking about it anyway.
    2) They have received dozens of direct mail lead postcards, but have never responded. Some people won't respond by direct mail, but will buy over the phone. Just like some people will do the opposite. I suggested that he figure out what else was sold to older people over the phone...and get those buyer lists.

    I told him that for the people that cancelled, he should wait six months/a year and call them back with the same offer. Many people who cancel insurance policies (especially older people) simply forget to pay...and sometimes think they still have insurance.

    By the way, do you want to know where all the money is made by life insurance companies?

    Breakage. Only one in seven life insurance policies are kept long enough to pay a claim. And the company keeps the money.
    And.....if you don't notify the insurance company that the insured died, they never know to pay the claim. What happens is that the payments just stop being made, and a month or so later, the policy cancels. Lots of claims are never made...and never paid.

    Anyway, I thought you guys might be interested.
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    • Profile picture of the author myob
      Originally Posted by Claude Whitacre View Post

      A life insurance agent I know was telling me this week that he cold calls lists of people over 60 years old (selling final expense life insurance), who have inquired about life insurance in the past. These are cheap old leads. But it gets around the Do Not Call List laws...
      If you're doing consumer sales, buying leads is perhaps the easiest way to get around Do Not Call List laws. I have found magazine subscription lists to be excellent because they can be targeted for virtually any special interest, niche, or demographic.

      For business leads, I like InfoUSA, which I order by SIC code for vertical marketing campaigns.

      "Cold calling is dead ... because you suck."
      - Grant Cardone
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      • Originally Posted by myob View Post

        If you're doing consumer sales, buying leads is perhaps the easiest way to get around Do Not Call List laws. I have found magazine subscription lists to be excellent because they can be targeted for virtually any special interest, niche, or demographic.

        For business leads, I like InfoUSA, which I order by SIC code for vertical marketing campaigns.

        "Cold calling is dead ... because you suck."
        - Grant Cardone
        Cool.

        Although I've never used either of these services, my life insurance friend told me that he's used these list companies for BtoC.

        Listshack.com and Infofree.com
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  • Profile picture of the author EliHood
    HAHAHAHAHAH cold calling on the way out lol.


    Here is is my perspective.

    @seotprosperity You think cold calling is on the way out because you either are afraid to pick up the phone, and you convinced yourself "its not for you", so let me just wait around until my site is ranked to get warm leads. Thats not an option for me. It's Sell or starve for me, and quite honestly im glad im choosing to Cold Call than to get a part time job. I'm building character, im becoming more independent, im learning what it means to be a husler. I'm facing my fears of social interactions. I'm saying f*** that eviction notice and im taking control of my life by picking up the phone and doing the work that most people wont do and im only 23.



    Cold calling used to be my biggest fear.

    Now its my b*****, my main focus is to make a sale. Its only in a conversation that my chance of making a sale is very likely.

    Also for the people saying that i should have made a sale already etc.

    My rebuttal is this.

    it depends on your where you getting your numbers from.

    I am staying away from manta numbers its giving me wrong numbers and disconnects.

    if your list is fairly targeted then yeah i can see where your coming from.
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    • Profile picture of the author savidge4
      Originally Posted by EliHood View Post

      it depends on your where you getting your numbers from.

      I am staying away from manta numbers its giving me wrong numbers and disconnects.

      if your list is fairly targeted then yeah i can see where your coming from.
      I am going to be very blunt with this... I can go into Google and pull 100 numbers and have a sale. A targetted list for me is 1 of a few things, but a business that I am familiar with and knowing the pain points is a real head start.

      I think someone else mentioned doing some home work on the prospects prior to calling. I am a big fan of this concept. use it about daily actually. HOWEVER.. if you are starting out, it is a huge time suck and not something I suggest. The reasons for doing this, is understanding how to make connections on a personal level. basically a way to side step an objection and follow with a restart. "Hey, do you like football?" knowing in advance they are a fan of what ever team... the answer here is very key in understanding level of interest.

      if they say no not really... well the level of interest is well non existant really.. but if they answer what ever the team is you found out about... you can throw in some bonding, and then get back to resetting the presentation. AGAIN really not something I suggest a person new to cold calling let alone sales try. It works for me and ends up epic failure for most others.
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      • Profile picture of the author EliHood
        im going to begin calling in 18 minutes, and the list im calling today is all from google. 150 numbers not alot, but i been calling about 250 calls a day. These numbers were from manta.

        Cold calling is alot easier for me though, but im jealous that you're able to say that you can make a sale out of 100 numbers you pull up in google.

        What do you sell again savidge4 is it Web Design ?
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        • Profile picture of the author savidge4
          Originally Posted by EliHood View Post

          im going to begin calling in 18 minutes, and the list im calling today is all from google. 150 numbers not alot, but i been calling about 250 calls a day. These numbers were from manta.

          Cold calling is alot easier for me though, but im jealous that you're able to say that you can make a sale out of 100 numbers you pull up in google.

          What do you sell again savidge4 is it Web Design ?
          Cold calling? CRO, SEO, Web Design, Satellite, - a list of things
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  • Profile picture of the author dmrson
    An excellent guide. Thanks for taking the time to share your lessons with us.
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  • Profile picture of the author Jeremiah Walsh
    Taking action is the hardest part.

    There are 2 main things that you need to get good at if you want to start to control the conversation.

    1. Lead with insight. Don't just call with a pitch. You need to call with some insight that can teach them something about their business that they don't know and can impact the way that they do business. Read a booked called "the challenger sale" if you want to know more about this method.

    2. Get good at objection handling. You are only going to get so many objections so come up with possible pivots to those objections. A good pivot has to be logical. It has to make sense. If the business is asking "what do you do" it means that you haven't shown the value and haven't shown "whats in it for them".
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  • Profile picture of the author JohnMcCabe
    Eli, if I had a dollar for every SEO hustler (your word, not mine) who cold called me, I'd be retired to a private island.

    One guy finally got through. Here's the pitch he used...

    Him: Hi, are you still running [website]?

    Me: Why?

    Him: According to our studies, there are 6,253 people every month actively looking for what you offer. And you have absolutely zero chance of reaching them. Would you like to hear more about the studies?

    Me: Keep talking...

    From there, he quoted me some figures from a study about how many clicks a typical listing got and some research about keywords people in that marketplace searched, then made the connection to come up with the number he used (6,253).

    Not once did he give me some song and dance about how he could get me to the first page of Google.

    Unfortunately for him, the website was dormant and just waiting for the domain to expire, and the business was closed. Under different circumstances, he might have had a shot, even with me.

    Maybe something like that could work for you, especially if you have some kind of introductory tripwire offer, like a site audit or analysis. Then you can submit the report and ask for the work to correct/enhance your findings. Low to no risk on their part, and you get to prove yourself.
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    • Profile picture of the author helisell
      Originally Posted by JohnMcCabe View Post

      Eli, if I had a dollar for every SEO hustler (your word, not mine) who cold called me, I'd be retired to a private island.

      One guy finally got through. Here's the pitch he used...

      Him: Hi, are you still running [website]?

      Me: Why?

      Him: According to our studies, there are 6,253 people every month actively looking for what you offer. And you have absolutely zero chance of reaching them. Would you like to hear more about the studies?

      Me: Keep talking...

      From there, he quoted me some figures from a study about how many clicks a typical listing got and some research about keywords people in that marketplace searched, then made the connection to come up with the number he used (6,253).
      I've just started training a company that has a building trades recruitment site.

      We don't tell anybody anything.

      We have no 'introduction'...we simply say

      "Are you still recruiting?"

      They say [99%] "Are you an agency?"

      We just say...."NO" [We are not an agency btw]

      They say..."So what can I do for you?"

      We then tell them what we do, and ask if they want to know more.

      No waffle, no fumbled intro, they don't feel threatened, our guys feel good, hardly any rejection, very very high conversion rates.

      Our competitors [recruitment agencies] have absolutely no idea how we are managing to steal their customers.

      This is the ultimate KISS script.
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  • Profile picture of the author misterme
    ME:I do _______, how would that work ?

    DM:No im not interested, click

    What i realized is that the prospect was trying to take control of the conversation. This was something that i didn't pick up on before.

    So i need a way to recenter the call back to my script, so i can regain control of the conversation to pitch my offer and ask for the sale.
    Simple. First, when asked a direct question, answer it short and sweet and to the point. And then, to get back on track....

    ...segue. The human brain can focus on one thing at a time and so if you toss them a question they're prone to now focus on that.

    So it may go like this:

    "I do _______. Speaking of which, [ask a question]?"
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  • Profile picture of the author EliHood
    Update

    Did another 100 cold call session(probably 130 i think)

    one potentially interested in april

    and

    one potentially a sale.

    We had a normal conversation, talked about price, and he gave me his email to send him, what i can do for him.

    I think this part is easy, i can build alot of value with this site auditor thing i got.

    It just a matter of him emailing back saying lets do it.

    Anyone who is reading this, please cold call i don't give a f**** if you don't feel like it or not.

    Everyday you get better, before these "almost sales happened" . I thought about giving up, or "taking a long break" until i can afford buying a list instead of digging it up. It amazes me how the universe has your back.
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    • Originally Posted by EliHood View Post

      Update

      Did another 100 cold call session(probably 130 i think)

      one potentially interested in april

      and

      one potentially a sale.

      We had a normal conversation, talked about price, and he gave me his email to send him, what i can do for him.

      I think this part is easy, i can build alot of value with this site auditor thing i got.

      It just a matter of him emailing back saying lets do it.

      Anyone who is reading this, please cold call i don't give a f**** if you don't feel like it or not.

      Everyday you get better, before these "almost sales happened" . I thought about giving up, or "taking a long break" until i can afford buying a list instead of digging it up. It amazes me how the universe has your back.
      do you enjoy your day? Think it's the best way to get new clients? How do you actually do the work?

      "Hello...what do you do for a living"

      " i am a phone spammer..."

      "oh dear.....poor you"
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      • Profile picture of the author eccj
        Originally Posted by offmarketinvestor View Post

        do you enjoy your day? Think it's the best way to get new clients? How do you actually do the work?

        "Hello...what do you do for a living"

        " i am a phone spammer..."

        "oh dear.....poor you"
        Then start your own thread.
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  • Profile picture of the author LodestoneCS
    Look into Never Cold Call Again by Frank Rumbaskas. He has a system that gets people to call you instead.
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  • Profile picture of the author tractionwise
    Hi Elihood,
    Thank you for this great post. I agree with some of the forum members here who told you that it is more the execution than the perfection which counts. I see you have made extremely good experiences in iterating what worked and what didn't.
    One direct impulse that I have on the easy part of it is: Stand up during your calls and remember smiling from time to time, especially at the beginning.

    A question that I have is: What was your biggest challenge during the calls, what did you lack?

    Looking forward to your answer and further exchange with you
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    • Profile picture of the author EliHood
      Standing up works for sure.

      I lacked a enthusiasm, i always got the following response:

      "Is this a recording"

      I have really bad anxiety, i speak fast from time to time, but after i gotten my 8th rejection i feel confident and on a roll for some reason.

      Today a guy complimented me on my sales skills i guess.

      he was like one of the reasons why i didn't hang up on you was

      "i didn't sound overly excited"

      and i didn't say "how are you".

      Just be chill, f*** a script, the moment you sound like you're reading a script your f*****, and here come the objections.

      have a general flow/ guideline for the call but i dont encourage a script.

      Basic flow


      Opener, ask few questions related to see if you can help them, pitch offer, ask for sale.

      Ask what their timeline is for getting this started, if they say as soon as possible then you would feel more comfortable asking for the sale.

      Would there be any reason why we can't do business today ?






      Ever since i made this post i still make about 100-120 calls, but i should put more hours into this. I'm working on programming a software that is going to scrap leads from yellow pages, i usually just spend 2 hours making a list manually for sites that are not doing well. People on this forum suggest that i should call businesses from the yellow pages. I have mixed feelings on this.

      To be honest, after 1 month of cold calling i made 1 sale. I f****** up many opportunities in which if i just asked i would have made a sale by now, but im not beating myself over it.

      6 months ago i tried cold calling and gave up in the third week, and said to myself maybe this isn't for me.


      The guys on this forum will humiliate me if i told them i made one sale over a consistent 5 week cold calling period. However im proud of myself, cause its still progress.


      The truth is, i could put more hours into cold calling and see better results, i haven't pushed myself to the balls to the wall limit, im casually making 100-120 cold calls Mon - Fri.



      Some tips worth sharing

      use tie downs after you answer their questions like the following:

      Where are you based out of ?


      I'm from _____, would that be an issue ?


      What kind of marketing you do ?

      I do ___ marketing, how would that work ?



      The goal is to have a normal conversation, but you still have the upper hand on the call.

      Tie downs help take control of the conversation.



      Also, if you want to follow someone who is like the king of cold calling in my opinion let me link you to IamNameless posts. He was in the same situation i was in, when i started.

      everything he mentions is powerful, and has helped me greatly for staying consistent.

      https://incomebully.com/cold-calling...-2016-success/


      https://www.warriorforum.com/offline...ng-niches.html

      https://www.warriorforum.com/offline...d-calling.html
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  • Profile picture of the author offmarketinvestor
    i would have thought your number one lesson was

    "There are much better ways!"
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    • Profile picture of the author yukon
      Originally Posted by offmarketinvestor View Post

      i would have thought your number one lesson was

      "There are much better ways!"
      Please don't make sense, you're ruining everything.
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  • Profile picture of the author Tirthankar
    great work.
    Thanks for all the informations you shared.
    Really helpful
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  • Profile picture of the author offmarketinvestor
    What i don't get is this. IF you are a p.p.c. expert, or seo, or whatever you are trying to sell...how do you actually do any of that if you have to sit on the phone 10+ hours a day?

    Does anyone actually enjoy doing it? Why not simply do a pay per call or buy qualified leads? Expensive....not as many..but if you get 1 customer a week/month is it worth it? If not, maybe you need to re-evaluate?
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  • Profile picture of the author Michael Nguyen
    The secret to sales is to always be in control of the situation. Let him have some control but NOT all of it. If he ask what you do, you answer it but then take back control with a question ie a qualifying a question.

    Selling is so easy if you know the structure of the sales process.

    I havent cold call for about 5-6 months and I'm planning to get back into it. Cold call more and know how to hunt strategically.

    If you cant control the call, move on and find an easier prospect. There are some people in the world that you will never be able to control, you dont want them as clients. Call more.
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    • Profile picture of the author Mike Anthony
      Originally Posted by Michael Nguyen View Post

      There are some people in the world that you will never be able to control, you dont want them as clients.
      Aye Supreme Leader Capitan....We are just pawns in your world.

      Mike you've read one too many books on NLP(or spent too much time in the Copywriting section). Thats a ridiculously bad approach to selling. Would do pretty good in in Dictator led countries though.

      Way too much testerone in internet marketing these days. You try and control the brain dead. i'll help solve problems for people I don't control and don't want to control - and outsell you every day - day in and day out.
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      • Profile picture of the author Michael Nguyen
        Originally Posted by Mike Anthony View Post

        Aye Supreme Leader Capitan....We are just pawns in your world.

        Mike you've read one too many books on NLP(or spent too much time in the Copywriting section). Thats a ridiculously bad approach to selling. Would do pretty good in in Dictator led countries to.

        Way too much testerone in internet marketing these days. You try and control the brain dead. i'll help solve problems for people I don't control and don't want to control - and outsell you every day - day in and day out.
        Each to their own brother. As you said, if their brain dead, nothing to control, they just do it my way and I get paid. I also help solve their problems but if they are too much hassle and "want to feel in control" where its hurting the process, bye bye mate.

        The whole point for me is to control the whole sale process, if I cant control it, NEXT. Its like getting on a cold call and objection handling forever when you know they are NOT going to buy.
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        • Profile picture of the author Mike Anthony
          Originally Posted by Michael Nguyen View Post

          Each to their own brother. As you said, if their brain dead, nothing to control, they just do it my way and I get paid.
          Just a one word answer required

          Malarkey
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  • Profile picture of the author ThePowerHouse
    Elihood are you still kicking around? Would be interested to hear about your progress, or if you've given up. In my experience what disheartens newbies is the effort-reward ratio... it will take just as much effort, skill and rejection to close someone on the phone for hundreds of dollars or thousands of dollars. And usually people starting out don't have the confidence to ask a premium price
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  • Profile picture of the author Michael Nguyen
    If you want, I can explain in laymans language seeing as you don't understand? Don't waste my time with silly short replies. Expand on them, make your point why finding easy sales is a bad, compared to your method.
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    • Profile picture of the author Mike Anthony
      Originally Posted by Michael Nguyen View Post

      If you want, I can explain in laymans language seeing as you don't understand?
      People always try and explain nonsense but it still makes it nonsense. Making the control of people your focus in marketing is actually at the level the average layman surpasses so no need to insult laymen who understand marketing much better than that strategy.

      Silliness is thinking its easier to TRY and control people rather than finding where their pre existing desires/need (which has nothing to do with controlling them) will motivate them .

      If you want the discussion to be less silly stop tryingto back up silly strategies.

      until then . Yes

      Malarkey.
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  • Profile picture of the author Michael Nguyen
    Rubbish. Someone chime in and tell Mike he's wrong.

    When cold calling, it's easier to look for buyers to get a deal than to try your needs and desire approach to everyone. You're still leading with needs and desire anyway. Most business owners want more sales but most won't deal with cold calls. A tiny percentage will. Those deals I chase.

    Tell us your call stats from cold calling?

    How many deals do you find from a list of 100 numbers?

    By your logic you should be getting 100 deals right? Seeing as most businesses want more sales and leads...
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    • Profile picture of the author Mike Anthony
      Originally Posted by Michael Nguyen View Post

      When cold calling, it's easier to look for buyers to get a deal than to try your needs and desire approach to everyone. You're still leading with needs and desire anyway.
      More malarkey. though you won't admit it your close rate for someone who has no need or desire is 0%. you can try to control till the cows come home somebondy that does not need or want your product is either not going to buy it or feel forced into buying it and have a high return or chargeback rate.


      By your logic you should be getting 100 deals right? Seeing as most businesses want more sales and leads...
      That might be your logic but it isn't logic. Deires for sale and leads does not equate to your product or services fulfilling tht need or want 100% of the time for anyone.

      Most business owners want more sales but most won't deal with cold calls.
      Then reassess what you think a cold call is. Its only a cold call on the first call. If you are getting a high hang up rate then don't try to close on the cold call. Give on the first and the second call won't be cold.
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      • Profile picture of the author Michael Nguyen
        Originally Posted by Mike Anthony View Post

        More malarkey. though you won't admit it your close rate for someone who has no need or desire is 0%. you can try to control till the cows come home somebondy tht does nto need or want your product is either not goign to buy it or feel forced into buying it and have a high return or chargeback rate.

        That might be your logic but it isn't logic. Deires for sale and leads does not equate to your product or services 100% of the time for anyone.
        You lack understanding again. I want a interested buyer so I can control the sales process. If you have no wants or needs, I don't want to talk to you. Either way, I want control. I'm not talking high pressure sales from the get go. Pressure only comes from a qualified person at the close of he's on the fence.

        I'm done arguing. My method works. I trained up my apprentice to get deals from cold calls. He was only selling to interested people.
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        • Profile picture of the author Mike Anthony
          Originally Posted by Michael Nguyen View Post

          You lack understanding again. I
          Whatever

          The Context is selling something like SEO. I don't lack any understanding of SEO sales as thats been my bread and butter for many years as you are well aware. In that area you lack understanding as do most in this thread most of whom have never sold it (you have I think but apparently not effective enough or you wouldn't be needing to do it anymore).

          its not just a different busines model as Claude asserts. Its a matter of knowing what you are selling. Selling Vacuums is not the same as selling SEO consultancy. The OP can go ahead and try to close consultancy calls on the first cold call keeping his eye on control and easy sales. Its his and your perogative. its just a demonstrably foolish way to go about selling that kind of service.

          maybe I can buy some cheap leads form the 600-800 call failure rates and pass them on to a family member. If so... thats all good.

          happy calling
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Michael Nguyen View Post

      Rubbish. Someone chime in and tell Mike he's wrong.

      When cold calling, it's easier to look for buyers to get a deal than to try your needs and desire approach to everyone. You're still leading with needs and desire anyway. Most business owners want more sales but most won't deal with cold calls. A tiny percentage will. Those deals I chase.
      .
      Michael; Two different approaches and business models. Neither is right or wrong. Just two different businesses.
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  • Profile picture of the author Michael Nguyen
    Btw I used to sell SEO and service my SEO clients, so I'm very aware of consultative selling. But yeah whatever. Good day.
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  • Profile picture of the author animal44
    Glad to see you haven't starved to death...! :-)
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  • Profile picture of the author Jonas Perov
    I'm not sure I agree with some about using a script. Having a script in front of you just makes it more professional and is a reference or structure for your call. I do agree that is should be used as a reference when the conversation takes on a natural state, but that would be after the person on the phone is interested in an actual discussion.

    I do not think this was mentioned, but my small piece of advice would be to pre-qualify the business or consumer your calling as soon as possible. I.E. If you are selling SEO try to set hooks from the get go by saying something like:

    "I am calling you specifically because your website has been flagged as having a low score/ranking for _____, we improve this score and we guarantee that you will get ____ more business, our service will pay for itself if you can get _____ amount of leads generated. Is this something you would be interested in?"

    This way you have already set up trust and professionalism as well as specificity with the potential client. BTW - I actually do call those that are pre-qualified, I do not just call every business or consumer on the map. Another thing that you will do through this is lean on their pain point being "flagged for the low score for _____". Call it what you will but it will last in the consumer/business mind that "I am loosing so much opportunity because of my low SEO, ranking, keywords, etc".

    P.S. There has been some great advice here, especially about multiple phone calls to actually close a deal. I use a spreadsheet to track, highlighting phone numbers where they ask for a call back, ask for more info (in which case I send them an info pack), or say they need to speak to partners. You put a note in for what they have said and follow up in a few days. BTW I call B2B so I go through gatekeepers, and am usually talking to the owners, CEOs, CFOs or directors of the company. These people are extremely busy, so calling them a few times will show that you want to help them with their "pain points" and will build trust.
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  • Profile picture of the author BlueIndigo
    Without going word-for-word with what exactly was successful for me in the past -- what's more important is the concept of presenting efficiently. Know in your heart that most business owners are extremely busy, or love giving the impression that their time is precious (which it usually is). In my teen years, I cleaned windows. After several weeks of trial and error, this pitch to business owners worked best... I'd walk in cold and simply ask in one blurred sentence, "I'm (name), are you the owner?" And whatever the answer, "I clean windows and I'd like to offer to clean your windows, front and back, for $29, and I'll start now and come back automatically every 2 weeks. Does that sound ok?" That was it. The answer was always either yes, no, or I'll get the owner. I'd either start the job or move onto the next.
    I used this concept on the phone for several years for another endeavor and it was just as effective and efficient.
    There are thousands of businesses out there. Move like the wind. It's probably not necessary to brain-beat every single pitch and conversation and waste time with one individual at any given time. Just keep moving if it fits your particular situation.
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  • Profile picture of the author SalesGod
    Sounds like your script is probably horrible. Asking permission to ask questions? Don't do that. Post the script let's see it.
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  • Profile picture of the author salsym
    Originally Posted by EliHood View Post

    Disclaimer: People who haven't cold called need not to respond. Thanks.

    Product/Service: Organic Lead Generation aka SEO.

    Hey guys, so i feel pretty good that i actually had a productive week, i did not make a sale. However i feel confident in my script which i rewrote about 5 times, i have a good opener that works and i have memorized. Despite not making a sale i feel qualified to speak about my experience so far, it still can be helpful.

    So im going to share what i learned thus far, by no means am i throwing in the towel.

    What i learned
    • Come up with a decent opener, the way you do this is experiment with what gets you the best response. Memorize it and implement on your prospects without looking at the script.
    • Don't worry about trying to be Confident, i am naturally an introverted nerd, competence gives you confidence naturally so don't beat yourself up on trying to act confident. If you can memorize your opener/script this will give you the competence thus confidence in keep calling and not freaking out like i was when i started.
    • Just cold call, and the energy to call more will follow.

    Things that i need to improve
    • Control the conversation.
    • Sound less robotic( i have naturally a very deep voice)
    • Use more tie downs.
    • Find better leads.
    • Not being afraid to fail/rejected.

    Out of the things that i need to improve, i would say controlling the conversation is a big one for me.

    I am reading "Power Phone Scripts: 500 Word-for-Word Questions, Phrases, and Conversations to Open and Close More Sales" and it briefly mentions how to control the conversation by using tie downs after answering a question from the prospect.

    What i ran into my cold calling adventure, was responses that went like this.

    What's organic lead generation, whats this or that, where do you get the leads from, etc.

    or WORSE

    What do you do ? or What are you selling ?

    This was all at the beginning of the call before i ask permission to ask questions.

    Today for example,

    I was hit with "what do you do"?

    I answer with

    I understand you probably have questions regarding that, but do you mine if i ask a couple quick questions so i don't waste your time(this was my attempt to control the conversation but it didn't work)

    DM:I'm getting ready to hang up, if you don't tell me what it is.

    I caved(not knowing how to respond)

    ME:I do _______, how would that work ?

    DM:No im not interested, click

    What i realized is that the prospect was trying to take control of the conversation. This was something that i didn't pick up on before.

    So i need a way to recenter the call back to my script, so i can regain control of the conversation to pitch my offer and ask for the sale.

    Also any tips for sounding less robotic. Thanks guys. Hearing the success of iamnameless, and a few others is what keeps me enthusiastic as h**** about cold calling. I am imagining wealth, and a great lifestyle. I'm extremely optimistic about what im doing. I just have to pass these hurtles.
    I have done cold calling. (And still do) My experience has been, it works better when you start your conversation with a question rather than a statement. Like once I introduced myself and then opened my conversation with "Do you feel safe here?" (I was selling a IP camera system). Asking this question started a conversation and the prospect described the situation in detail. Then I started telling him about options available with me. It worked and I got the order.
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    • Profile picture of the author OptedIn
      Originally Posted by salsym View Post

      opened my conversation with "Do you feel safe here?" (I was selling a IP camera system).
      If someone asked me that question, I'd feel as if I was being threatened by a stalker.
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  • Profile picture of the author yukon
    Funny how this thread is all about controlling people. It's like an amateur casting of Pulp Fiction, the gimp scene.

    If you know the service you're selling you don't have to control anything.

    ...and cold calling is sad.
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    • Profile picture of the author OptedIn
      Originally Posted by yukon View Post

      ...and cold calling is sad.
      Those that can't - denigrate. Cold calling is a skill, an art and a science. I can see why you might not be able to comprehend its intricacies, nuances and potential for huge financial reward. :-)
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      • Profile picture of the author yukon
        Originally Posted by OptedIn View Post

        Those that can't - denigrate. Cold calling is a skill, an art and a science. I can see why you might not be able to comprehend its intricacies, nuances and potential for huge financial reward. :-)


        Cold calling is what people do when they don't have warm leads.

        Desperate times call for desperate measures. - Martha Stewart
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        • Profile picture of the author OptedIn
          Originally Posted by yukon View Post

          Cold calling is what people do when they don't have warm leads.

          Desperate times call for desperate measures. - Martha Stewart
          That proves my point. If they have a pulse, they're a warm lead. Some people want their work done for them. lol
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          • Profile picture of the author yukon
            Originally Posted by OptedIn View Post

            That proves my point. If they have a pulse, they're a warm lead. Some people want their work done for them. lol

            There's a HUGE difference between a warm lead that was interested in the business from advertising, etc... and cold calling someone because they exist.
            • Warm lead = "I want you to talk to me about your product/service".
            • Cold call = "GTFO!!!".
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            • Profile picture of the author OptedIn
              Originally Posted by yukon View Post

              Cold call = "GTFO!!!".
              You have no idea what you are talking about because apparently my charm is lost on you.

              You can't be expected to understand something that you have no experience with. Hopefully someone will soon give you that talk on the 'birds and the bees.'
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              • Profile picture of the author yukon
                Originally Posted by OptedIn View Post

                You have no idea what you are talking about because apparently my charm is lost on you.

                You can't be expected to understand something that you have no experience with. Hopefully someone will soon give you that talk on the 'birds and the bees.'



                Seriously.

                Imagine all the sales you've lost from cold calling instead of calling warm leads.

                I guarantee the conversion percentage would be way higher, even If someone sucked at selling.

                The thing is, it's easy to spot fly by night businesses based on how they advertise jobs on cold calling because it's proof the business isn't advertising which is a sign they're broke and/or spam mentality.

                Not trying to be offensive, just calling it how I see it.
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                • Profile picture of the author OptedIn
                  Originally Posted by yukon View Post

                  Seriously.

                  Imagine all the sales you've lost from cold calling instead of calling warm leads.

                  I guarantee the conversion percentage would be way higher, even If someone sucked at selling.

                  The thing is, it's easy to spot fly by night businesses based on how they advertise jobs on cold calling because it's proof the business isn't advertising which is a sign they're broke and/or spam mentality.

                  Not trying to be offensive, just calling it how I see it.
                  Your skewed and ridiculous observation is duly noted, but honestly, not worth dignifying with any attempt to explain reality to you. It will always circle back to the starting point, which is - you just don't know what you're talking about. It's OK. I'm sure this isn't the only topic we could say that about. :-)
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                  • Profile picture of the author yukon
                    Originally Posted by OptedIn View Post

                    Your skewed and ridiculous observation is duly noted,

                    Ha, ha, classic.

                    Remind me not to eat popcorn while reading your comments.

                    I know I'm right that's all that matters (famous last words), lol.

                    We both know nobody is looking for cold calling jobs, they're looking for employers that provide warm leads. Why? Because warm leads make sense.
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                    • Profile picture of the author cardmaverick
                      We both know nobody is looking for cold calling jobs, they're looking for employers that provide warm leads. Why? Because warm leads make sense.
                      Simply wrong. The biggest residential security / home automation companies in the US are door to door companies. The recruits go in knowing it's door to door / cold outreach of the toughest variety. Why? $400-$700 commissions. Did they succeed? Yep. Big time. Google Vivint. That entire company was built from cold outreach. Door to door selling, all the way to 9PM. I worked in a top ranked office, so I saw how crazy successful it could be with my own eyes and did deals myself on door steps where I knocked in, did an explicit credit check, got a three year contract signed, and left with an alarm installed and working - holes drilled into walls.

                      You seem to think that cold outreach = bugging people. There are plenty who feel that way about your ads trying to convert them into a lead.

                      No matter what route you take, it all boils down to being good at it. Cold outreach is just 1000x harder than direct response ads.
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                      • Profile picture of the author OptedIn
                        Originally Posted by cardmaverick View Post

                        No matter what route you take, it all boils down to being good at it..
                        Or incredibly great at it, thank you very much. :-)
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                        • Profile picture of the author EliHood
                          Update:


                          I need to start cold calling again, had bit of a luxurious couple of months, just moved into an apartment complex, and working at a telemarketing job that is only commission, and to be quite honest, i think im wasting my time working at a job that only pays me commission when i can do cold calls for myself selling my own services for full price. I just lack self belief, that i can make a sale within the same week i made the cold call, but my attitude is different when i do telemarketing for the company i work for, because i average about 4-7 deals a week and
                          despite the fact that i get 20% commission off of deals that are $199-399 vacation packages, 100% of the sales are made on the first contact.

                          When selling web design or SEO, i find it hard to sell on the first call.


                          lesson learned, DONT STOP CALLING AFTER YOU GET YOUR FIRST CLIENT. PLEASE DONT

                          the reason why i say this is because you can easily lose clients, and you can be back in same position you were in when you started cold calling. I'm starting to take the members advice seriously on here, keep making cold calls until you don't have to, business just comes to you.

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                          • Profile picture of the author savidge4
                            Originally Posted by EliHood View Post

                            lesson learned, DONT STOP CALLING AFTER YOU GET YOUR FIRST CLIENT. PLEASE DONT
                            A hard lesson to learn.. but I would say it is a lesson each and every one of us have been through... your not alone.

                            I dedicate a slotted amount of time each and every day ( including today a National holiday ) towards getting new clients. I may not be calling or e-mailing or what have you but spend the same amount of time I would when actively going after clients with background details.

                            Onboarding should be never ending and relentless.. It is the life blood of your business.

                            There are 24 hours in a day 2 hours for yourself, 8 hours for sleep. 8 hours for completing work and 6 hours dedicated to getting work.
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                            • Profile picture of the author animal44
                              Originally Posted by savidge4 View Post

                              There are 24 hours in a day 2 hours for yourself, 8 hours for sleep. 8 hours for completing work and 6 hours dedicated to getting work.
                              That is sad. So sad...
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                              • Profile picture of the author savidge4
                                Originally Posted by animal44 View Post

                                That is sad. So sad...

                                Far from sad actually... its called the GRIND. Its what you do when you are starting out. My personal schedule is something like 6 hours of sleep 3 hours of getting, about 3 hours of "work" another 3 hours spent writing, and then 9 hours of me time. BUT ive been at this a long time, AND I dont run just one business, I have multiple things going at once.

                                No matter what anyone says.. SUCCESS requires work. Hard to rely on " referals " when you are just starting out, and in the OP's case had one client. Oh that's right... you think he should call his mom and get referals LOL now that's sad! - oh wait.. that's MLM
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                                • Profile picture of the author animal44
                                  Originally Posted by savidge4 View Post

                                  Far from sad actually... its called the GRIND. Its what you do when you are starting out.
                                  In 40 years of business, I've never worked those sort of silly hours. And I spent more than half that time starting over in different countries...
                                  I was fortunate that I didn't have the sales industry "it's a number game" brain washing when I started out.
                                  No, that can't be right. You need a brain to be brainwashed...

                                  Originally Posted by savidge4 View Post

                                  SUCCESS requires work.
                                  SUCCESS requires intelligence.
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                                  • Profile picture of the author OptedIn
                                    Originally Posted by animal44 View Post

                                    SUCCESS requires intelligence.
                                    The smartest person in the world won't make a plug-nickel if they don't apply themselves to something they can achieve success at.. You can't just 'think your way to success. You have to work at it. Even Albert Einstein worked his ass off to become successful through his intelligence.
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                          • Profile picture of the author Claude Whitacre
                            Originally Posted by EliHood View Post

                            Update:


                            I need to start cold calling again, had bit of a luxurious couple of months, just moved into an apartment complex, and working at a telemarketing job that is only commission, and to be quite honest, i think im wasting my time working at a job that only pays me commission
                            Only commission?

                            Originally Posted by EliHood View Post

                            [B]
                            when i can do cold calls for myself selling my own services for full price. I just lack self belief, that i can make a sale within the same week i made the cold call, but my attitude is different when i do telemarketing for the company i work for, because i average about 4-7 deals a week and
                            despite the fact that i get 20% commission off of deals that are $199-399 vacation packages, 100% of the sales are made on the first contact.
                            Who are you calling? Are these people that requested information? A list of people who have bought travel packages before? A true cold calling list of residents?

                            Is the company you work for supplying the packages, or just selling them for someone else?
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                            • Profile picture of the author OptedIn
                              Originally Posted by Claude Whitacre View Post

                              Only commission?
                              Is there any other way to do telemarketing? lol
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                            • Profile picture of the author EliHood
                              Originally Posted by Claude Whitacre View Post

                              Only commission?


                              Who are you calling? Are these people that requested information? A list of people who have bought travel packages before? A true cold calling list of residents?

                              Is the company you work for supplying the packages, or just selling them for someone else?
                              A list of people who have bought travel packages before or did some sort of time share presentation in the past.

                              We sell vacation packages, I just call people to get them to go to the resort for a discounted price($199 - 399) and the sales people at the resort sell them a time share, and to be honest the company i work for has a really bad wrap, most people hate our resort company, but i still put a few deals on the board every week.
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                              • Profile picture of the author Claude Whitacre
                                Originally Posted by EliHood View Post

                                A list of people who have bought travel packages before or did some sort of time share presentation in the past.

                                We sell vacation packages, I just call people to get them to go to the resort for a discounted price($199 - 399) and the sales people at the resort sell them a time share.
                                And that explains how you make the sales you did.

                                Personally, if you have a list of names like that to call, and a proven script to call them with, I'd do that until you were really good at it.

                                If I were going to sell over the phone, I might find a list of names of people that bought something in the recent past, and call to sell them something that is complimentary to it...or is just another version of it.

                                Those leads aren't free. And the leads you are calling for the company you are working for...aren't free either. Think of what you are doing as free training, and they are paying you for it.

                                After you are there for 6 months or more, however long it takes you to get proficient at it...I would find out where they buy their leads (or just call any list broker for a telephone list of travel buyers).

                                My guess is that the packages you are selling now only cost your company $10-$25 each. After you are great at what you are doing, you can call on your own, and make 85%-90% commission. Would that make you happy? The company that sells these travel packages will sell to you as well, as long as you buy in decent quantity. (Maybe 100 or more at a time). I used to buy these travel packages, and use them as closing gifts.
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                                • Profile picture of the author EliHood
                                  Originally Posted by Claude Whitacre View Post

                                  And that explains how you make the sales you did.

                                  Personally, if you have a list of names like that to call, and a proven script to call them with, I'd do that until you were really good at it.

                                  If I were going to sell over the phone, I might find a list of names of people that bought something in the recent past, and call to sell them something that is complimentary to it...or is just another version of it.

                                  Those leads aren't free. And the leads you are calling for the company you are working for...aren't free either. Think of what you are doing as free training, and they are paying you for it.

                                  After you are there for 6 months or more, however long it takes you to get proficient at it...I would find out where they buy their leads (or just call any list broker for a telephone list of travel buyers).

                                  My guess is that the packages you are selling now only cost your company $10-$25 each. After you are great at what you are doing, you can call on your own, and make 85%-90% commission. Would that make you happy? The company that sells these travel packages will sell to you as well, as long as you buy in decent quantity. (Maybe 100 or more at a time). I used to buy these travel packages, and use them as closing gifts.
                                  I see what your saying claude, but i need to figure out my numbers when selling seo and web design. How many calls i can turn into follow ups to sales.

                                  Im wasting time pretty much, i been at the company since september. I'm more invested in working for myself.

                                  If i can figure out my numbers, i can be more optimistic about cold calling for my business.

                                  The leads i use for SEO & web design comes from out of yellow pages. I made a lead scraper
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                                  • Profile picture of the author Claude Whitacre
                                    Originally Posted by EliHood View Post

                                    I
                                    The leads i use for SEO & web design comes from out of yellow pages. I made a lead scraper

                                    If you want to dramatically increase your closing percentage, find businesses that bought premium ad placement in online Yellow Pages and Yelp.

                                    If you want to sell over the phone, call on people that are used to buying what you sell. An if you are selling SEO, it's thought of as online advertising by prospects.
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                                    • Profile picture of the author EliHood
                                      Originally Posted by Claude Whitacre View Post

                                      If you want to dramatically increase your closing percentage, find businesses that bought premium ad placement in online Yellow Pages and Yelp.

                                      If you want to sell over the phone, call on people that are used to buying what you sell. An if you are selling SEO, it's thought of as online advertising by prospects.
                                      That means i would have to manually build a lead list ?
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                                  • Profile picture of the author eccj
                                    Originally Posted by EliHood View Post

                                    I see what your saying claude, but i need to figure out my numbers when selling seo and web design. How many calls i can turn into follow ups to sales.

                                    Im wasting time pretty much, i been at the company since september. I'm more invested in working for myself.

                                    If i can figure out my numbers, i can be more optimistic about cold calling for my business.

                                    The leads i use for SEO & web design comes from out of yellow pages. I made a lead scraper
                                    A couple things I don't think anyone else touched on:

                                    1. If your calling at your other job than by the time your calling for your business you're already worn out. Calling is exhausting business. Your money is covered in your day job so maybe try something else than calling.

                                    2. Why are you building a scraper? You're in business so stop wasting precious time building something and buy some freaking data!
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                                    • Profile picture of the author EliHood
                                      Originally Posted by eccj View Post

                                      A couple things I don't think anyone else touched on:

                                      1. If your calling at your other job than by the time your calling for your business you're already worn out. Calling is exhausting business. Your money is covered in your day job so maybe try something else than calling.

                                      2. Why are you building a scraper? You're in business so stop wasting precious time building something and buy some freaking data!
                                      It's already built, its a leadscraper that scrapes leads yellow scraper, and your right calling is very exhausting. the first 3 hours at work is the most important time, that is when i still have energy, after 1pm people hate me for some reason lol
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                                  • Profile picture of the author yukon
                                    Originally Posted by EliHood View Post

                                    I see what your saying claude, but i need to figure out my numbers when selling seo and web design. How many calls i can turn into follow ups to sales.

                                    Im wasting time pretty much, i been at the company since september. I'm more invested in working for myself.

                                    If i can figure out my numbers, i can be more optimistic about cold calling for my business.

                                    The leads i use for SEO & web design comes from out of yellow pages. I made a lead scraper


                                    Ok, you're scraping relevant leads, at least they're somewhat warm.

                                    Now... a smarter move would be to start advertising to those business addresses instead of trying to be superman and make 870 calls a day.

                                    Turn the table, advertise to your list and let them call you. Easier sales.
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                                    • Profile picture of the author EliHood
                                      Originally Posted by yukon View Post

                                      Ok, you're scraping relevant leads, at least they're somewhat warm.

                                      Now... a smarter move would be to start advertising to those business addresses instead of trying to be superman and make 870 calls a day.

                                      Turn the table, advertise to your list and let them call you. Easier sales.
                                      Not easier when you have to sit and wait, guys like iamnameless are one of the reasons that made me cold call instead of sitting and waiting for people to come to me.
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                                      • Profile picture of the author OptedIn
                                        Originally Posted by EliHood View Post

                                        Not easier when you have to sit and wait, guys like iamnameless are one of the reasons that made me cold call instead of sitting and waiting for people to come to me.
                                        You're getting it.

                                        Cost to advertise? Too much and never ending, especially if you don't have the money to spend.

                                        Cost to pick-up the phone. $0.00.

                                        In the end, guess which one will have the better ROI? :-)
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                                      • Profile picture of the author yukon
                                        Originally Posted by EliHood View Post

                                        Not easier when you have to sit and wait, guys like iamnameless are one of the reasons that made me cold call instead of sitting and waiting for people to come to me.

                                        Funny.

                                        ...but you're ok with waiting to get rejected? I guess If you have the free time, go for it.

                                        I'm guessing you don't understand how advertising works.

                                        You have a scraper for relevant leads.

                                        Your business isn't local so you can potentially target the entire US. No possible way you could manually cover all those leads in 87 lifetimes.

                                        Targeted advertising thins out the useless scraper leads that you're currently wasting time cold calling.

                                        Work smarter, not harder.
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                        • Profile picture of the author Kay King
                          I get the feeling we're about to go through the entire 'cold calling' drama for the third time??? Bring it on.


                          i think im wasting my time working at a job that only pays me commission

                          If that is your mindset, I suggest you get a JOB that pays by the hour or pays a weekly fixed salary.


                          Anyone who can sell - wants 'commission only' - that's where the money is for a salesperson.



                          DONT STOP CALLING AFTER YOU GET YOUR FIRST CLIENT. PLEASE DONT

                          Isn't that what people here told you not long ago?
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                          • Profile picture of the author EliHood
                            Originally Posted by Kay King View Post

                            I get the feeling we're about to go through the entire 'cold calling' drama for the third time??? Bring it on.





                            If that is your mindset, I suggest you get a JOB that pays by the hour or pays a weekly fixed salary.


                            Anyone who can sell - wants 'commission only' - that's where the money is for a salesperson.






                            Isn't that what people here told you not long ago?

                            I'm stubborn, i learn the best when i make my own mistakes.
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                        • Profile picture of the author savidge4
                          How to sell Web Design and SEO cold calling


                          #1 you need business cards. Nothing fancy Grey card stock as thick as you can get it, with what you do " Web Design and SEO " a business name ( but not needed ) a web address, an email address your name. your number. IF you can get away with it, YOUR address - you live in a new apartment so street address and then instead of saying apt 302 call it Suite 302. NO full color print simple black lettering on light grey background. Go all out if you want and get rounded corners... but really not worth the extra change.

                          #2 PUT down the phone. You have stated that you are using your local yellow pages. Cold calling can happen 1 of 2 ways.. you can call, or you can walk into a business. Get your walking shoes on.

                          #3 KEEP your current job. What I am going to lay out for you can be done on Saturdays and after your work hours during the week.

                          #4 Get " Google Contributor " on your phone. IF you have a tablet with data service, that would be preferred but not needed.

                          #5 START contributing. Get used to the controls and functions of the app. write reviews take photos etc ( while you are waiting for your business cards to arrive )

                          #6 Once you are used to the app think of friends or people you know that have or work in a business. Goto said business, and see if they are listed in Google maps. If they ARE NOT you can ADD them. provide information and a review. Again get used to this process

                          #7 FIRST Saturday go into a business district with google maps pulled up and start walking into places of business that are not listed. Talk to somebody, anybody and say "Hi im <insert name > with < insert name of your business > just happen to be in the area and noticed the store is not listed on Google maps. I can add your business right here right now for free, and it only takes a few minutes. who would I speak to get started?"

                          They will do 1 of 5 things.. they will point you in the direction of the person you need to speak to, they will say they are the person you need to speak to, They will say right now is not a good time can you come back, they will say later. They will say the right person is not here. or they will say not interested.

                          So the first 2 are obvious.. you create the listing, you THEN pull out your card and say you will be back in a couple of weeks but in the meantime if you need anything please call.

                          When they say right now is not a good time... ask when would be a good time? explain you have to physically be at the store, SET AN APPOINTMENT hand them a card and say Thank you for your time, I will see you < insert date > ( add date to calendar on phone with 1 hour reminder! )

                          Right person is not here.. ask when they are normally there, and make their schedule work with yours. Hand the person a card and tell them you will stop by at what ever time to speak with X.

                          Not interested. I do appreciate your time. I will be back in a few weeks to check on the others and name the stores that are close, maybe talk to them and see how their experience has been. hand them a card and tell them to have a great day.

                          It takes a week or so for the new listings to appear. Once the listings have appeared you may get phone calls from people that have allowed you to post thier business. SET AN APPOINTMENT.

                          Usually 2 weeks after a listing walk through, I go back and check on everyone and show them their listing and hand them another card. I visit those that said " not interested " and have a 100% rate of listing.

                          So say I spend 2 hours on a Saturday and speak with 20 people, I generally fulfill my free service for 80% of them, I get the remaining 20% 2 weeks later. All said and done I create paying business from 50%+ of the 20.

                          Why does this work?

                          #1 you are not selling a damn thing

                          #2 you are proving your value - actions speak louder than words

                          #3 You are aligning your self WITH Google - its a stretch, but no harm no foul in the association

                          #4 The trip wire service ( Google Contribution ) is in line with your actual service you offer.. if its SEO.. they are already getting traffic from your efforts. If its Web Design.. when people come in and say I saw you on Google ( and in 2 weeks someone will say that ) they have a new found appreciation for the idea of a website.

                          If you have any questions by all means ask.

                          Hope that Helps!
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                    • Profile picture of the author OptedIn
                      Originally Posted by yukon View Post

                      Why?
                      Total lack of self-confidence and a profound inability to sell without having their hand held.
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                      • Profile picture of the author yukon
                        Originally Posted by OptedIn View Post

                        Total lack of self-confidence and a profound inability to sell without having their hand held.


                        Your trading your time for rejections while the folks with warm leads are trading their time for higher/easier conversion rates.

                        Work smarter, not harder.
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                        • Profile picture of the author OptedIn
                          Originally Posted by yukon View Post

                          Your trading your time for rejections while the folks with warm leads are trading their time for higher/easier conversion rates.

                          Work smarter, not harder.
                          I'll close more cold calls than any loser who needs warn leads, any day of the week. lol
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                    • Profile picture of the author Claude Whitacre
                      Originally Posted by yukon View Post

                      We both know nobody is looking for cold calling jobs, they're looking for employers that provide warm leads. Why? Because warm leads make sense.
                      No. The reason salespeople look for companies that supply leads is because they don't know how to generate their own business. And when I hear someone say "just give me a good lead, and I'll close it"...they think they are bragging. But what I know they mean is "Give me a person that has already said they want to buy, and I'll write it up and feel great about myself".

                      I've cold called on complete strangers for 30 years, and I've had people just walk in my store to buy...for 18 years (some overlap). So I speak from experience.

                      Salespeople that create their sales from nothing are real salespeople. They know how to do everything...and will never sit around the office, waiting to be hand fed a lead.

                      And some offers are so matched to the list you are cold calling (like Frank does), and he is so skilled at what he does, that there is almost no advantage to a lead that was generated by the office.

                      Originally Posted by yukon View Post

                      Your trading your time for rejections while the folks with warm leads are trading their time for higher/easier conversion rates.

                      Work smarter, not harder.
                      I get it. Sure, and incoming lead..or a lead generated from a call center....makes it easier to sell. And you are spending most of your actual work time trying to sell...instead of prospecting. And "cold calling" is something every new rep wants to avoid like the Black Death.

                      And the cold calling you hear most posters here talk about is almost worthless. No skill, no script (one that works anyway), no selected list, no idea what to sat after a prospect asks a question. They just suck. And because they are so bad at selling, a lead provided to them makes them feel better.

                      But knowing how to prospect is half of knowing how to sell. And the huge waste of time isn't prospecting...it's pitching people that are absolutely never going to buy.

                      The biggest benefit of cold calling (for me and Frank, not most of you) is that we decide who we talk to. We decide who we spend time with. There is no obligation for us to spend an hour with a bad prospect...because we paid for a lead. And the most important part of selling...the part that generates the most money....is in list selection and qualifying. And that's why I always want to do that myself.

                      And if you are working company leads, you paid for the lead, whether you know it or not.

                      The good news is...after a few years of cold calling, you never need to do it again, if you don't want to. Referrals an past buyers will take up your time. And if you already built a presence online..or wrote a book...or advertise...you'll still get the incoming leads.

                      When I used to sell in people's homes, I worked for a company that provided appointments. They had their own call center. Ever rep loved that idea . And for a few months, I ran the leads. I was selling 25% of them Why? Because I was obligated to spend time with people that were never going to buy, and couldn't buy if they wanted to.
                      And I couldn't choose where these people lived. I couldn't qualify myself, because I was handed an appointment. After a few months, I said "Keep the leads. Give them to another rep. I'll create my own business." And I did. The problem was, I could never teach anyone else in that organization how to prospect. They had crippled themselves by never learning the first half of selling.

                      Teaching someone (or hiring someone) to sell without teaching them how to prospect is like teaching someone how to fire a gun, without teaching them how to hunt.

                      Added later: Here is another reason to know how to cold call. Lead sources dry up. Laws change. If Google suddenly says that PPC ads are no longer allowed, or your lead generating funnel stops working...your business will wither and die.

                      But if you know that if need be, you can always get on th phone..or walk into a business...and within an hour be on a presentation..(my average is about 30 minutes).that's freedom from fear.
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                      • Profile picture of the author OptedIn
                        Originally Posted by Claude Whitacre View Post

                        But if you know that if need be, you can always get on th phone..or walk into a business...and within an hour be on a presentation..(my average is about 30 minutes).that's freedom from fear.
                        Please PM me when you'd like to learn how to shorten that time frame.

                        I do appreciate your kind words about me, but no - you cannot visit.
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                      • Profile picture of the author eccj
                        Originally Posted by Claude Whitacre View Post

                        No. The reason salespeople look for companies that supply leads is because they don't know how to generate their own business. And when I hear someone say "just give me a good lead, and I'll close it"...they think they are bragging. But what I know they mean is "Give me a person that has already said they want to buy, and I'll write it up and feel great about myself".

                        I've cold called on complete strangers for 30 years, and I've had people just walk in my store to buy...for 18 years (some overlap). So I speak from experience.

                        Salespeople that create their sales from nothing are real salespeople. They know how to do everything...and will never sit around the office, waiting to be hand fed a lead.

                        And some offers are so matched to the list you are cold calling (like Frank does), and he is so skilled at what he does, that there is almost no advantage to a lead that was generated by the office.


                        I get it. Sure, and incoming lead..or a lead generated from a call center....makes it easier to sell. And you are spending most of your actual work time trying to sell...instead of prospecting. And "cold calling" is something every new rep wants to avoid like the Black Death.

                        And the cold calling you hear most posters here talk about is almost worthless. No skill, no script (one that works anyway), no selected list, no idea what to sat after a prospect asks a question. They just suck. And because they are so bad at selling, a lead provided to them makes them feel better.

                        But knowing how to prospect is half of knowing how to sell. And the huge waste of time isn't prospecting...it's pitching people that are absolutely never going to buy.

                        The biggest benefit of cold calling (for me and Frank, not most of you) is that we decide who we talk to. We decide who we spend time with. There is no obligation for us to spend an hour with a bad prospect...because we paid for a lead. And the most important part of selling...the part that generates the most money....is in list selection and qualifying. And that's why I always want to do that myself.

                        And if you are working company leads, you paid for the lead, whether you know it or not.

                        The good news is...after a few years of cold calling, you never need to do it again, if you don't want to. Referrals an past buyers will take up your time. And if you already built a presence online..or wrote a book...or advertise...you'll still get the incoming leads.

                        When I used to sell in people's homes, I worked for a company that provided appointments. They had their own call center. Ever rep loved that idea . And for a few months, I ran the leads. I was selling 25% of them Why? Because I was obligated to spend time with people that were never going to buy, and couldn't buy if they wanted to.
                        And I couldn't choose where these people lived. I couldn't qualify myself, because I was handed an appointment. After a few months, I said "Keep the leads. Give them to another rep. I'll create my own business." And I did. The problem was, I could never teach anyone else in that organization how to prospect. They had crippled themselves by never learning the first half of selling.

                        Teaching someone (or hiring someone) to sell without teaching them how to prospect is like teaching someone how to fire a gun, without teaching them how to hunt.

                        Added later: Here is another reason to know how to cold call. Lead sources dry up. Laws change. If Google suddenly says that PPC ads are no longer allowed, or your lead generating funnel stops working...your business will wither and die.

                        But if you know that if need be, you can always get on th phone..or walk into a business...and within an hour be on a presentation..(my average is about 30 minutes).that's freedom from fear.
                        A lot of those companies provide worthless leads too.

                        The bold part is a great point. Even if the cold calling is solely used for setting up big deals, not one time sells, being able and confident to get in front of who you want and make a pitch is a valuable skill.
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                    • Profile picture of the author cardmaverick
                      One of the biggest issues I have with an 'inbound lead only' mindset is that only a very tiny percentage of a given market for a product / service is actively looking for it. This is the big flaw with inbound only business development. It's also why, when door to door alarm companies opened up in the early 2000's, they seriously upended the entire business. It go so bad that the business model for some of these door to door companies morphed into acquiring new accounts... and then after 5 or 6 years they'd sell them all over to one of the big old companies only doing inbound marketing. None of these accounts would have appeared via inbound methods. That's the issue.

                      You can't have a real conversation with inbound marketing in the manner you can with outbound (cold calling, D2D, etc.) marketing. Outbound marketing allows you to develop latent needs into active needs demanding a solution. Ads try to do this, but it's really hard because you need a conversation to make it work. Look at it this way, ads make assumptions that lead to objections. Conversations dig up the specific truth for a specific prospect and lead to closed sales.
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                      • Profile picture of the author OptedIn
                        Originally Posted by cardmaverick View Post

                        One of the biggest issues I have with an 'inbound lead only' mindset is that only a very tiny percentage of a given market for a product / service is actively looking for it. This is the big flaw with inbound only business development. It's also why, when door to door alarm companies opened up in the early 2000's, they seriously upended the entire business. It go so bad that the business model for some of these door to door companies morphed into acquiring new accounts... and then after 5 or 6 years they'd sell them all over to one of the big old companies only doing inbound marketing. None of these accounts would have appeared via inbound methods. That's the issue.

                        You can't have a real conversation with inbound marketing in the manner you can with outbound (cold calling, D2D, etc.) marketing. Outbound marketing allows you to develop latent needs into active needs demanding a solution. Ads try to do this, but it's really hard because you need a conversation to make it work. Look at it this way, ads make assumptions that lead to objections. Conversations dig up the specific truth for a specific prospect and lead to closed sales.
                        Extremely well put and obvious based on sound knowledge of the arena. Kudos.
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      • Profile picture of the author animal44
        Originally Posted by OptedIn View Post

        potential for huge financial reward.
        Like the OP has achieved...?
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        • Profile picture of the author OptedIn
          Originally Posted by animal44 View Post

          Like the OP has achieved...?
          The operative word is potential. It's what you do with the potential by which you get to measure your success. Just because he hasn't made a dime, that has nothing to do with the business model or what another person might accomplish in the same situation.

          I have done quite well for myself over the years through cold calling. It's responsible for allowing me to acquire most of what I own. I'm very appreciative of that fact.
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          • Profile picture of the author animal44
            Originally Posted by OptedIn View Post

            The operative word is potential. It's what you do with the potential by which you get to measure your success. Just because he hasn't made a dime, that has nothing to do with the business model or what another person might accomplish in the same situation.

            I have done quite well for myself over the years through cold calling. It's responsible for allowing me to acquire most of what I own. I'm very appreciative of that fact.
            The potential is failure.
            Most people fail at cold calling, because cold calling sucks.
            For both parties.

            Even if you do get good at it, your income is limited by the mere fact that you'll only ever make one sale at a time... and most people you speak to won't want to know.

            I've made far more money not cold calling... and I think I was pretty good at cold calling... At least far better than OP
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            • Profile picture of the author OptedIn
              Originally Posted by animal44 View Post

              I've made far more money not cold calling.)
              Everyone's situation is different. Your results and experience have nothing to do with what another person might achieve. That's just a fact of life. Period!
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            • Profile picture of the author eccj
              Originally Posted by animal44 View Post

              The potential is failure.
              Most people fail at cold calling, because cold calling sucks.
              For both parties.

              Even if you do get good at it, your income is limited by the mere fact that you'll only ever make one sale at a time... and most people you speak to won't want to know.

              I've made far more money not cold calling... and I think I was pretty good at cold calling... At least far better than OP
              Do you ever make cold contact or do you go where opportunity presents itself?

              I know you use other people's lists but are you contacting list owners "cold" through the mail, phone, email, etc?
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              • Profile picture of the author animal44
                Originally Posted by eccj View Post

                Do you ever make cold contact or do you go where opportunity presents itself?

                I know you use other people's lists but are you contacting list owners "cold" through the mail, phone, email, etc?
                Difficult to give a short succinct answer in a forum post. Difficult even in a training video, as I'm finding out.

                My strategy is to build long term relationships with clients and get them to pay me over and over, rather than get constant new clients. I only need a few clients to make a very healthy income. So quick answer is I don't currently prospect.

                IMHO to do well in my business you need to focus more on relationships than selling. A good relationship with someone may not result in a direct sale, but may well - and if you do it right, it's almost a certainty - result in referrals and indirect sales.

                My dating analogy:
                If you walk up to a stranger and ask for a date, chances of failure are high.
                Your chances increase if you engage her in conversation first.
                Your chances increase more, if you find out what she's interested in and start a conversation around her interests.
                Best chance of all, if the conversation is about something you're both interested in.
                If her friends tell her that you're an interesting guy, you won't have to ask for a date...

                One cold approach I've used is to email and ask a question related to something we both have an interest. And we'll see where it goes from there.

                Another approach I used was to take a stranger out to lunch. Often the invitation would be extended via a third party who knew both of us. The purpose wasn't to sell, but to get to know them - to build the relationship.

                Even though I'm not really a social animal, I've made it a point to mix with business owners and keep in touch. It's amazing how many opportunities present themselves when you happen to be in the right place at the right time...

                Edited to add:

                I was following a pitch from Todd Brown where he was talking about his visit to Agora to find out about their copywriting training. It was, of course, a prelude to a sales pitch (and IMHO quite a good one - might be a copy of one of mine )

                What was interesting is that they don't hire top copywriters. They hire people with no experience. Here's a quote from one of the posts...

                Peter Coyne: 27-year-old who never wrote any copy before. Banged-out his first campaign in 10 days and it generated $4,600,000.

                Matt Insley: Never wrote any copy before. Banged-out his first campaign in 7 days and it generated $10,500,00.

                Robert Phillips: From Columbia. Banged-out his first campaign in just 2 days and it generated $8,100,000.

                Ridge Abraham: Young kid. Never wrote any copy before. Banged-out his first campaign and it generated $7,000,000.

                Evaldo Albuquerque: A Brazilian native. Wrote one piece of copy before. Banged-out his first AF campaign and it generated $20,000,000 in sales and added over 50,000 new customers.

                Patrick McKelvey: Recent college graduate. Banged-out his first campaign and it generated 20,000 new customers.

                Ryan McGrath: Wrote some copy before with no big wins. Banged-out his third campaign and it's generated over $30,000,000 in gross sales.
                Note how rank beginners are creating million dollar campaigns in next to no time.

                Compare that to the OP's results...
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                • Profile picture of the author JohnMcCabe
                  Originally Posted by animal44 View Post

                  I was following a pitch from Todd Brown where he was talking about his visit to Agora to find out about their copywriting training. It was, of course, a prelude to a sales pitch (and IMHO quite a good one - might be a copy of one of mine )

                  What was interesting is that they don't hire top copywriters. They hire people with no experience. Here's a quote from one of the posts...



                  Note how rank beginners are creating million dollar campaigns in next to no time.

                  Compare that to the OP's results...
                  What you left out (and maybe Brown left it out as well) is that although Agora tends to hire and train, there is a considerable apprenticeship where new copywriters work under established (within Agora) copywriters. As I recall from another (non-sales pitch) interview, the apprenticeship usually lasts 2-4 years. Once trained in Agora's methods, copywriters can indeed bang out successful campaigns in short time frames.

                  So you are correct -- Agora doesn't hire top copywriters. They grow their own.
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                • Profile picture of the author eccj
                  Originally Posted by animal44 View Post

                  Difficult to give a short succinct answer in a forum post. Difficult even in a training video, as I'm finding out.

                  My strategy is to build long term relationships with clients and get them to pay me over and over, rather than get constant new clients. I only need a few clients to make a very healthy income. So quick answer is I don't currently prospect.

                  IMHO to do well in my business you need to focus more on relationships than selling. A good relationship with someone may not result in a direct sale, but may well - and if you do it right, it's almost a certainty - result in referrals and indirect sales.

                  My dating analogy:
                  If you walk up to a stranger and ask for a date, chances of failure are high.
                  Your chances increase if you engage her in conversation first.
                  Your chances increase more, if you find out what she's interested in and start a conversation around her interests.
                  Best chance of all, if the conversation is about something you're both interested in.
                  If her friends tell her that you're an interesting guy, you won't have to ask for a date...

                  One cold approach I've used is to email and ask a question related to something we both have an interest. And we'll see where it goes from there.

                  Another approach I used was to take a stranger out to lunch. Often the invitation would be extended via a third party who knew both of us. The purpose wasn't to sell, but to get to know them - to build the relationship.

                  Even though I'm not really a social animal, I've made it a point to mix with business owners and keep in touch. It's amazing how many opportunities present themselves when you happen to be in the right place at the right time...

                  Edited to add:

                  I was following a pitch from Todd Brown where he was talking about his visit to Agora to find out about their copywriting training. It was, of course, a prelude to a sales pitch (and IMHO quite a good one - might be a copy of one of mine )

                  What was interesting is that they don't hire top copywriters. They hire people with no experience. Here's a quote from one of the posts...



                  Note how rank beginners are creating million dollar campaigns in next to no time.

                  Compare that to the OP's results...
                  Cool stuff Animal. Leveraging one relationship to near instantly creating a relationship with many.
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  • Profile picture of the author JanetGriggs
    I love your opinions, however, about five hundred cold-calls that you just simply attempt and close to the very first telephone.
    Have a nice time.
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  • Profile picture of the author cardmaverick
    Cold calling, door to door, etc... are NOT dead. They do work. 99% of people just can't sell. Period. Even with warm leads.

    Having sold successfully in door to door (from 7pm to 9pm - in the dark to boot) and on the phone I have a few major tips for you:

    1) Those who prospect the best, sell the best. When I cold email / call people, I'm only working with targets (or 'suspects' in sales terms) who actually make sense to talk to. I've created methods for identifying who has a need for my product - regardless of them being aware they need it (this is important - most markets for a given product are not actively looking for it). Cold calling *can* be a way to prospect, but it's better termed 'information discovery' and 99% of the time you're not actually trying to get in touch with your internal target, you're usually hitting up the operator / gatekeeper and asking some general questions, including possibly the name of the target you seek, email, etc.. Ideally you should seek answers to most of your qualifying questions BEFORE you get to the target. This is CRUCIAL. The sooner you can disqualify, the better. I also recommend you use these calls to try and flesh out an existing problems you can solve, objections to your solution, etc.. You want your call with the target to be on point and efficient - you really only have one shot, so it needs to count.

    2) I strongly suggest you learn question based selling techniques. There are several names, systems, etc. I suggest starting with the SPIN Selling method (I strongly suggest you buy the field book and do all the exercises). After SPIN, hit Question Based Selling by Thomas Freese. It's the exact same method, but PHD level in it's additional insights. After that, read Asking Questions the Sandler Way by Antonio Garrido. This book is great in that it teaches a LOT of techniques to reverse questions back to the target and get them to elaborate more.

    3) Understand what your trying to close on. Unless your selling small transactional products on the phone, you're not closing the sale. You're closing the appointment, or some other form of action taken by the target. To the close the appointment / action by target, you sell the target on their problem - this is why you gotta learn question based selling techniques.

    4) Many sales trainers stress 'building value' - but fail horribly to teach how it's done. You build value not by rattling off things you think the target will find beneficial, you build value by highlighting their problem, throwing gasoline all over it, and lighting it with a match. Then you ask if a solution might make sense. Again - see question based selling techniques for how this is done.

    5) There are two schools of thought in sales: low hanging fruit and high hanging fruit. If you need money fast, low hanging fruit tactics can do the trick, but you leave behind many more sales when you use them. Question based selling tactics are the path to high hanging fruit sales.

    6) Referrals are great, but not everyone has a good referral that will buy. You should never have a 100% referral based business. One day the wells will run dry and you'll be scrambling, I've seen this happen - 80% of referrals coming from 20% of customers... and boom. That 20% drops your services / product, moves away, goes out of business, etc... It can be a real disaster.

    7) Have. A. Script. Period. Just make sure you use it like a set of guidelines though, once you start literally reading it, you're toast. This is really important when you get into the questions because the ones that matter need to have just the right wording. Write them down and don't leave them to chance.

    That's it for now. I'd recommend you get a gig selling door to door for a while. It's the hardest selling situation around and you'll learn how to read people.

    Some will wonder.... so here's the stats. In my last door to door gig I set appointments. My close rate was around 10-25%. In cold outreach, that's crazy high. I did that with good prospecting and asking good questions. Not every door was knocked... because I knew which ones were a waste of time. I would carefully review my area before knocking it, in fact I had whole cities to work with, so I had a lot of control over where to knock. I have also been forced (by management) to knock in lousy areas they choose - my rates dropped like a rock - bad prospecting does it to you every time. If you work in a call center, this is the worst situation to be in. You won't have much control over the prospecting, because there is in fact none done in advance. You're doing that combo call technique of calling in, qualifying, then closing. It's crazy inefficient, but until your selling in big territories and have real control over who you approach, you'll be stuck doing it.
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  • Profile picture of the author animal44
    Originally Posted by OptedIn View Post

    The smartest person in the world won't make a plug-nickel if they don't apply themselves to something they can achieve success at.. You can't just 'think your way to success. You have to work at it. Even Albert Einstein worked his ass off to become successful through his intelligence.
    Well, Duh!

    If you want to dig a hole, you can:
    1. Sit there and just think... (not to be recommended!)
    2. Use your bare hands. (Marginally better)
    3. Use a shovel. (Starting to use your grey matter)
    4. Use a JCB. (Now we're cooking)

    Who do you think will have the greater success the fastest, and with the least effort...?

    Of course, the cold callers, using their bare hands, will claim success because they've managed to create a small indentation...

    Originally Posted by OptedIn View Post

    Cost to advertise? Too much and never ending, especially if you don't have the money to spend.
    There are plenty of free ways to advertise and even some that give a positive ROI. And most of those don't even look like advertising...

    Originally Posted by OptedIn View Post

    Cost to pick-up the phone. $0.00.
    Calls cost both money and the most precious commodity of all, time...
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    • Profile picture of the author OptedIn
      Originally Posted by animal44 View Post

      Well, Duh!
      Finally - something I can believe in.
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    • Profile picture of the author savidge4
      Originally Posted by animal44 View Post

      If you want to dig a hole, you can:
      I think the analogy is a bit unfair... but then again it depends on the size of the hole needed. So we will say its a big deep hole.

      You then have a network guy and cold caller.. the network guy gets on the phone and starts calling people they think have a JCB. < the next part comes from personal experience > The equipment is on another job. Its already loaned out. I can get it to you next Wednesday.. yada yada yada... lots of calls and no actual JCB to do the job.

      The cold caller on the other hand, gets the yellow pages and looks up " equipment rental " And based on geography starts calling. Usually 1 or 2 calls one is located and it will either be delivered that day, or they can go pick it up.

      Which leads me to:

      Originally Posted by animal44 View Post

      Calls cost both money and the most precious commodity of all, time...
      So again, based on experience.. the cold caller will have the hole dug FASTER


      And then there is this little nugget:

      Originally Posted by animal44 View Post

      There are plenty of free ways to advertise and even some that give a positive ROI. And most of those don't even look like advertising...
      If for the life of pete you find a way to get negative ROI on free advertising its time to just hang it up and call it a day.
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      • Profile picture of the author animal44
        Originally Posted by savidge4 View Post

        So again, based on experience.. the cold caller will have the hole dug FASTER
        Yep. The OP is a great example of that...!

        Originally Posted by savidge4 View Post

        And then there is this little nugget:

        If for the life of pete you find a way to get negative ROI on free advertising its time to just hang it up and call it a day.
        Well,, it's your fellow cold caller who thinks advertising costs...
        Originally Posted by OptedIn View Post

        Cost to advertise? Too much and never ending, especially if you don't have the money to spend.
        Animal drives one of these, albeit in a more tasteful blue:


        The average cold caller drives one of these:


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        • Profile picture of the author savidge4
          Originally Posted by animal44 View Post

          Yep. The OP is a great example of that...!
          The OP is a great example... mostly of what not to do. In the short little narrative I gave above, being the cold caller... you may notice I did something.. I became selective in the list. I didnt start with the A's and go down the list. I started with the listings that made sense geographically. I broke down the list to better match MY needs. I will suggest that the OP is not so much doing this.

          So lets really break this down a bit. In SEO there are basically 3 kinds of sites. There are Lead gen sites, There are Commerce sites, and there are information based sites. As much as the 3 are the same in a way, the tactics and strategies to rank these are kinda different. Without having each of these built out for yourself and getting decent ranking.. suggests that maybe you shouldn't be out selling SEO.

          That aside... Picking one of the 3 categories can reduce and focus your list. Say lead gen... By doing this you are removing " SEO " from your pitch. you go from " Hi, I do SEO to better rank your site, would you like to hear more? " to asking the benign stupid question " Would you like more leads for your business? "

          By doing this you are confronting the PROBLEM, and through more communication lead the prospect towards a solution, YOUR solution.

          In all of my years selling - Cold Calling - I have NEVER picked up the Yellow Pages and started calling. I would suggest it is just short of senseless. HOWEVER.. I will pick up the yellow pages as a reference to who is spending money, and use that as a variable in the overall greater picture to identifying potential prospects to add to my call list.

          Unlike many here.. I do NOT buy lists. I create my own. time consuming yes... but I have found it to save time in the long run. For local SEO and web development.. between the local paper, some searches on Google, and looking at the Yellow pages, I could come up with a list of 100 numbers in a matter of say an hour.. and I could probably close 3 to 5 of those calls over the next 3 hours.

          Your overall perception of cold calling seems to be based on your own failures.. and the examples left on this very board. forget the likes of Claude or Opt or Jason, or Misterme or Ewen or Durham, or myself.

          Yes Cold calling failure is very prevalent on this board.. from those that seek advice to have a better experience. I would actually suggest that the success rate here with cold calling is FAR greater than say over on the main board with simply trying to get traffic, let alone converting traffic.

          Which comes right around to where I started.. if you cant develop traffic for yourself, then you really shouldn't be offering traffic development as a service.

          And in regards to what you drive.. my F-250 would roll right over the top of your " Super Car "
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          • Profile picture of the author animal44
            Originally Posted by savidge4 View Post

            Your overall perception of cold calling seems to be based on your own failures..
            Wrong.
            I was actually pretty good at cold calling.
            I just sell way more now than I ever did through cold calling. Simply impractical to reach as many people as I do by cold calling.

            Here's an example:
            https://www.warriorforum.com/offline...l#post11380993

            4 days and 90 people who he might be able to sell to.

            Same time frame, 4 days, I made 9,124 sales, over a million quid.
            And I didn't have to be in the office at the time.
            One day at a track day.
            Another day, out with the wife. (For some strange reason, wifey won't go to track days)
            I was in the office, pottering, for the other two days...

            Compare that to your previous post with the silly hours. That's not a business, it's a job. And a pretty sh*t one at that.

            I know which lifestyle I prefer...
            Originally Posted by savidge4 View Post

            And in regards to what you drive.. my F-250 would roll right over the top of your " Super Car "
            You'd have to catch it first...
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            • Profile picture of the author savidge4
              Originally Posted by animal44 View Post

              Compare that to your previous post with the silly hours. That's not a business, it's a job. And a pretty sh*t one at that.

              I know which lifestyle I prefer...
              The hours I posted are tame as compared to what they have been in my life. Its the over all goals that separate what you think to be " Work " where as I see them as a step in the right direction. Going back 20 years now... 2 years of 20 hour days with a pretty close to 9 digit payoff.. was probably worth the effort.

              Selling my 18 hour days web development business for mid 7 digits, was well worth it. Currently working on less hectic hours to develop my LIFES GOAL of developing a business that goes public, worth ever second - gives me a reason to get up in the morning. My JOB? its not a job.. its literally who I am.. I love what I do.. Im good at what I do. Silly to you.. is normal for me. If I did what you are doing.. a day with the wife a day with the horses.. doing much of nothing.. I seriously would kill myself.

              When I sold my web development business and was signing the non competes and getting the check on my desk.. I seriously went into a state of panick.. holy S now what? LOL

              Im happy for you.. its great.. just not great for me

              Originally Posted by animal44 View Post

              You'd have to catch it first...
              Faster doesnt always win the race... I just have to wait for the thing to be parked in your garage.. again being selective and identifying MY needs ( to crush your car ) if the F-250 wont get the job done, I can make a call from my F-250 and find the closest place to rent a JCB.. and im pretty sure that would do the trick.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by savidge4 View Post

            So lets really break this down a bit. In SEO there are basically 3 kinds of sites. There are Lead gen sites, There are Commerce sites, and there are information based sites. As much as the 3 are the same in a way, the tactics and strategies to rank these are kinda different. Without having each of these built out for yourself and getting decent ranking.. suggests that maybe you shouldn't be out selling SEO.
            Yes. Th OP should probably spend more time building websites and lead generating funnels for himself...before cold calling, simply because that's what he sells.

            Like magazine sales reps that don't advertise in their own magazines. Practice what you preach.


            Originally Posted by savidge4 View Post

            I would actually suggest that the success rate here with cold calling is FAR greater than say over on the main board with simply trying to get traffic, let alone converting traffic.
            That's a point I hadn't thought of. Rank beginners (let's be honest, that's mostly who is here), aren't apt to build successful lead generation ads or websites on their first..or even tenth attempt. Cold calling really is the faster way, for newbies, to a sale than the alternative.
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            • Profile picture of the author yukon
              Originally Posted by Claude Whitacre View Post

              That's a point I hadn't thought of. Rank beginners (let's be honest, that's mostly who is here), aren't apt to build successful lead generation ads or websites on their first..or even tenth attempt. Cold calling really is the faster way, for newbies, to a sale than the alternative.

              No.

              Cold calling is the way that doesn't cost a dime. That's why people do it.

              They're broke and/or too scared to invest in what they're doing.

              Cold calling isn't faster especially for a noob stuttering on the phone reading a canned script and listening to dial tones.
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              • Profile picture of the author savidge4
                Originally Posted by yukon View Post

                No.

                Cold calling is the way that doesn't cost a dime. That's why people do it.

                They're broke and/or too scared to invest in what they're doing.

                Cold calling isn't faster especially for a noob stuttering on the phone reading a canned script and listening to dial tones.
                Lets be honest here for a minute... throwing money at the issue really isnt going to make things any better. 3000 calls later ( probably exaggerated ) and he sold 1 client.. and will assume lost said 1 client faster than it took for him to close them. Do you really think handing over a list of " Warm " leads is going to help any? The " Noob " will still be shuttering.over reading a canned script that probably sucks and will still be listening to dial tones.

                The issue is NOT the process, its the understanding and delivery of the pitch, let alone the end delivery of the service. 1 client in hand should be worth 2 referals, IF the 1 client is happy with the service provided.

                I think we should be spending less time bashing the OP and maybe a bit more time helping him getting into the right direction. Specifically what he is doing is not all wrong... its obvious the expectations and deliver needs some work.
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                • Profile picture of the author OptedIn
                  Originally Posted by savidge4 View Post

                  I think we should be spending less time bashing the OP and maybe a bit more time helping him getting into the right direction. Specifically what he is doing is not all wrong... its obvious the expectations and deliver needs some work.
                  This isn't about bashing the OP. It' s more about incessantly defending a defenseless position based on a total lack of understanding of the techniques of cold-calling - and the incredible opportunities it presents when practiced properly. Some people just can't let go.

                  That said, the OP may not be suited in any way for this, but that should not be the basis of denigrating a powerful sales medium, that many people have built incredibly successful careers around.

                  If I seem to be extreme in my defense, it's simply because had I not discovered the power of cold-calling I would never have found the one, true gift I possess, that has afforded me all that I have and the satisfaction of teaching many others to make a great living from my training of them.

                  Outside of my good looks, superior intellect and sexual prowess, I have not been blessed with any other gifts in life. You'll forgive me my undying dedication to the craft. :-)

                  You want to insult my mother? Have at it. Just don't knock telemarketing, or we have a problem. lol
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                  • Profile picture of the author yukon
                    Originally Posted by OptedIn View Post

                    This isn't about bashing the OP. It' s more about incessantly defending a defenseless position based on a total lack of understanding of the techniques of cold-calling - and the incredible opportunities it presents when practiced properly. Some people just can't let go.




                    This coming from a guy who started an alien forum thread. Lol.

                    Sorry, can't trust a cold calling alien in denial at dinner time.

                    3 strikes, you're out.
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                    • Profile picture of the author OptedIn
                      Originally Posted by yukon View Post

                      This coming from a guy who started an alien forum thread. Lol.

                      Sorry, can't trust a cold calling alien in denial at dinner time.

                      3 strikes, you're out.
                      Translation: "I got nothin, but I'll continue to embarrass myself, ad infinitum." lol

                      Too weak for words. You were out a strike one. It's been all down hill, since then.

                      There's absolutely nothing wrong with saying, "I don't know enough about this topic to lend anything of value to the discussion." Try it. I promise you'll live AND gain some respect, which you are woefully short of, now.
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                • Profile picture of the author yukon
                  Originally Posted by savidge4 View Post

                  Lets be honest here for a minute... throwing money at the issue really isnt going to make things any better. 3000 calls later ( probably exaggerated ) and he sold 1 client.. and will assume lost said 1 client faster than it took for him to close them. Do you really think handing over a list of " Warm " leads is going to help any? The " Noob " will still be shuttering.over reading a canned script that probably sucks and will still be listening to dial tones.

                  The issue is NOT the process, its the understanding and delivery of the pitch, let alone the end delivery of the service. 1 client in hand should be worth 2 referals, IF the 1 client is happy with the service provided.

                  I think we should be spending less time bashing the OP and maybe a bit more time helping him getting into the right direction. Specifically what he is doing is not all wrong... its obvious the expectations and deliver needs some work.





                  Technically OP doesn't have warm leads. OP has relevant leads. Night and day.

                  A warm lead would have made some sort of contact (phone, mail, etc...) requesting more info.

                  Anyone that thinks 2,999 failed phone calls from one person is good is delusional.

                  The issue is the process, it's a waste of time cold calling people that wish you didn't exist.

                  Nobody wakes up in the morning wishing a telemarketer would cold call them. That's denial from people who are broke.
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                  • Profile picture of the author savidge4
                    Originally Posted by yukon View Post

                    Nobody wakes up in the morning wishing a telemarketer would cold call them. That's denial from people who are broke.
                    You are abolutely right here.. NO ONE wakes up thinking that.. but in the heat of the moment when the storm breaks and the water parts and that lucky bastage of a cold caller calls at exactly the right time... sales happen. But it really isnt about luck... its about being very clear of the PROBLEM, and then offering a solution. GETTING customers to a business website is without question a pretty universal PROBLEM. Its delivering a message in a language the person on the other end of the phone can understand and associate with thats the battle.
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                    • Profile picture of the author OptedIn
                      Originally Posted by savidge4 View Post

                      GETTING customers to a business website is without question a pretty universal PROBLEM. .
                      I defy anyone to show me a faster, less expensive, legal may to make money, than simply picking up and phone and putting your best foot forward.

                      It may not be rocket science, but it does take the heart of an astronaut. Wimps, need not apply. :-)
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                      • Profile picture of the author cardmaverick
                        I think the detractors of cold calling do not realize that the best cold callers are NOT calling randomly selected people. A good cold caller knows where to look and how to vet people fast. When I did door to door solar appointments, I had a high close rate (12-25% most days)... I did NOT knock on every door either. Just the ones that made sense. A cold caller who knows how to prospect will always beat the crap out of the online funnel guy. I'm currently working an inside sales gig, so I have first hand experience with both sides of the coin. The best sales reps I've ever met have been in outside sales operations doing door to door.
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                      • Profile picture of the author animal44
                        Originally Posted by OptedIn View Post

                        I defy anyone to show me a faster, less expensive, legal may to make money, than simply picking up and phone and putting your best foot forward.
                        Yep, OP is really raking it in...

                        Plenty of info in my posts (edit: over the last x years) how to make loads more money with less effort and expense...
                        Sorry, no WSO's here...
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                        • Profile picture of the author savidge4
                          Originally Posted by animal44 View Post

                          Plenty of info in my posts how to make loads more money with less effort and expense... Sorry, no WSO's here...
                          So I went through this thred.. to pull your nuggets of wisdom:

                          Originally Posted by animal44 View Post

                          Stop reading scripts. Start having a real human to human conversation. Understand your ideal customer. Research, so as to ensure you're talking to your ideal customer.

                          If your prospect doesn't see you as a salesman, then you've succeeded...!

                          Final bit of advice. The fastest way to grow any business is on the back of an existing structure. You borrow the trust and credibility of that existing business... Think along those lines and you might just have a chance at "wealth and a great lifestyle".
                          Originally Posted by animal44 View Post

                          Difficult to give a short succinct answer in a forum post. Difficult even in a training video, as I'm finding out.

                          My strategy is to build long term relationships with clients and get them to pay me over and over, rather than get constant new clients. I only need a few clients to make a very healthy income. So quick answer is I don't currently prospect.

                          IMHO to do well in my business you need to focus more on relationships than selling. A good relationship with someone may not result in a direct sale, but may well - and if you do it right, it's almost a certainty - result in referrals and indirect sales.

                          My dating analogy:
                          If you walk up to a stranger and ask for a date, chances of failure are high.
                          Your chances increase if you engage her in conversation first.
                          Your chances increase more, if you find out what she's interested in and start a conversation around her interests.
                          Best chance of all, if the conversation is about something you're both interested in.
                          If her friends tell her that you're an interesting guy, you won't have to ask for a date...

                          One cold approach I've used is to email and ask a question related to something we both have an interest. And we'll see where it goes from there.

                          Another approach I used was to take a stranger out to lunch. Often the invitation would be extended via a third party who knew both of us. The purpose wasn't to sell, but to get to know them - to build the relationship.

                          Even though I'm not really a social animal, I've made it a point to mix with business owners and keep in touch. It's amazing how many opportunities present themselves when you happen to be in the right place at the right time...
                          Ok so you and I agree on many points here... I am a Relationship builder first, and a salesman second. I PREFER putting in the time and allowing things to happen on the prospects terms vs mine. BUT at this point in the game I am in no way looking to pay next months bills. Anyone that has been in the game long enough has a network of contacts to lean on when needed. I have a base core of clients I have been dealing with for YEARS.

                          IF however you are starting out.. that cushion does not exist. There are no long term relationships Rent is due, the lights could be turned off any minute a host of stress's are at play.. forget about dreams and desired lifestyles we are looking at the bare basics in financial needs

                          If you actually read the plan I laid out you will see it checks each and everyone of your ideals of becoming successful. No selling, build rapport, and piggy backing off of the credibility of an existing business. The only difference.. the plan I lay out does not require a list of existing clients or a network.. Its straight up shoes on the ground cold calling.

                          When you can deliver a pitch that has very few moving parts and a total of 5 possible objections, it really doesn't get any easier.

                          The absolute BIGGEST hurdle here is not the effort... or the doing... ( the OP has shown that these are not issues ) but the end result.. the SUCCESS. quoting Aristotle "We are what we repeatedly do. Excellence, then, is not an act, but a habit."

                          What needs to be repeated is pitching anything and delivering.. do this enough, and it no longer is about the effort, but the outcome. Close deals giving Google map listings away for free, you are succeeding. Follow the script at work and booking more appointments per week is succeeding. Success is not an act.. it is a repeated habit.

                          The OP needs to start the process of repeating SUCCESS.. vs call after call after call.
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                          • Profile picture of the author EliHood
                            Originally Posted by savidge4 View Post

                            So I went through this thred.. to pull your nuggets of wisdom:





                            Ok so you and I agree on many points here... I am a Relationship builder first, and a salesman second. I PREFER putting in the time and allowing things to happen on the prospects terms vs mine. BUT at this point in the game I am in no way looking to pay next months bills. Anyone that has been in the game long enough has a network of contacts to lean on when needed. I have a base core of clients I have been dealing with for YEARS.

                            IF however you are starting out.. that cushion does not exist. There are no long term relationships Rent is due, the lights could be turned off any minute a host of stress's are at play.. forget about dreams and desired lifestyles we are looking at the bare basics in financial needs

                            If you actually read the plan I laid out you will see it checks each and everyone of your ideals of becoming successful. No selling, build rapport, and piggy backing off of the credibility of an existing business. The only difference.. the plan I lay out does not require a list of existing clients or a network.. Its straight up shoes on the ground cold calling.

                            When you can deliver a pitch that has very few moving parts and a total of 5 possible objections, it really doesn't get any easier.

                            The absolute BIGGEST hurdle here is not the effort... or the doing... ( the OP has shown that these are not issues ) but the end result.. the SUCCESS. quoting Aristotle "We are what we repeatedly do. Excellence, then, is not an act, but a habit."

                            What needs to be repeated is pitching anything and delivering.. do this enough, and it no longer is about the effort, but the outcome. Close deals giving Google map listings away for free, you are succeeding. Follow the script at work and booking more appointments per week is succeeding. Success is not an act.. it is a repeated habit.

                            The OP needs to start the process of repeating SUCCESS.. vs call after call after call.
                            Thank you savidge for giving me and anyone who is in a similar situation a ton of value not just in this post, but in the other previous posts as well.

                            A member here once told me to stay off this group, keep calling and sales will follow.

                            My problem has always been I rise, i fall, i rise, i fall. This habit makes me financially unstable, cold calling will not be my life, but it will be enough to get me clients, and referrals, and do business with them, and get referrals from them, and so on. Eventually ill move on to the Ecommerce space and do something passive income.

                            I'm 23 im still a young man, im pretty stubborn, but im learning from my mistakes.

                            thank you Savidge
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                            • Profile picture of the author savidge4
                              Originally Posted by EliHood View Post

                              Eventually ill move on to the Ecommerce space and do something passive income.

                              I am a HUGE proponent of doing for self before others. What that means is I need to have the habit of success in place before I offer the service to others.

                              You have a job.. you have nights and weekends... there is NO REASON why you should not be working on a commerce site. NONE.

                              Some more words of wisdom... the word " Later " will bite you on the tail end. I will do that later.. I cant now, I will call them later. Im busy now, Ill hug my kids later. The thing is later never comes. Your not following habits of success. what you are doing is creating a bottle neck that finally overflows and crashes down on top of you.

                              List out 10 things you need to get done every day. There may be more than 10 each day, but only list the 10 most important. At the end of the day mark off everything you have completed. The next day.. do the same, write down 10 things... BUT add anything you did not complete from the day before. So your list wont be 10 it may 11 or 15 or if you had a real bad day 20... and watch the lack of success stack up on you.

                              Learning to work in the NOW and plan for the FUTURE and getting away from battling all the things that should have been done in the PAST is the route to success. This is the pattern that needs to be inbedded into HABIT.
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                              • Profile picture of the author OptedIn
                                Originally Posted by savidge4 View Post

                                Learning to work in the NOW and plan for the FUTURE and getting away from battling all the things that should have been done in the PAST is the route to success.
                                Generally, the younger the person, the less they are familiar with this way of thinking. I'm going to assume from the body of your posts that you have been around the block a few times.

                                Your post is full of good insight that most people could benefit from, by having it pounded into their skull. When you are young, there are simply too many 'tomorrows' at your disposal. At my age, 'tomorrow.' is an 'If I'm lucky," proposition. The ONLY thing I continually put off until tomorrow is mailing that check to the IRS.

                                Regardless of your age, if you are committed to your personal success, do as much as you can on any given day to get you closer to your goal. That's the fastest road to success. Yesterday is a cancelled check, and tomorrow is nothing more than a promissory note. Today is cash in hand, so spend it, wisely.

                                Cheers.
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                            • Profile picture of the author John Durham
                              Savidge and optedin are quickly becoming some of my favorite posters.
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                              • Profile picture of the author OptedIn
                                Originally Posted by John Durham View Post

                                Savidge and optedin are quickly becoming some of my favorite posters.
                                I get that a lot, but usually via PM. Nice that your secure enough to voice that publicly. It won't win you any friends. :-)
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                        • Profile picture of the author OptedIn
                          Originally Posted by animal44 View Post

                          Yep, OP is really raking it in.:
                          Most people get better at things if they keep working at it.

                          Some people will never succeed at anything because they are beaten before they start - by having a defeatist attitude. Additionally, many people believe that because they fail at something, that is everyone's destiny that attempts the same thing. How sad is that? lol

                          It takes all kinds to make the world go round.
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                • Profile picture of the author EliHood
                  Originally Posted by savidge4 View Post

                  Lets be honest here for a minute... throwing money at the issue really isnt going to make things any better. 3000 calls later ( probably exaggerated ) and he sold 1 client.. and will assume lost said 1 client faster than it took for him to close them. Do you really think handing over a list of " Warm " leads is going to help any? The " Noob " will still be shuttering.over reading a canned script that probably sucks and will still be listening to dial tones.

                  The issue is NOT the process, its the understanding and delivery of the pitch, let alone the end delivery of the service. 1 client in hand should be worth 2 referals, IF the 1 client is happy with the service provided.

                  I think we should be spending less time bashing the OP and maybe a bit more time helping him getting into the right direction. Specifically what he is doing is not all wrong... its obvious the expectations and deliver needs some work.
                  Thank you
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  • Profile picture of the author helisell
    I learned over the last 30 years......

    1. Taking inbound warmed/hot leads is very easy and takes a relatively low level of skill
    but definitely doesn't pay well.

    2. Outbound calling to warmed/hot leads is fairly easy, takes a little more skill than handling inbound
    calls and pays a little more.

    3. Doing totally cold calls [face to face or on the phone] is really difficult, takes high levels of skill and tenacity.........but pays more than almost any other profession on earth.

    4. For any given activity, lead generation, advertising, marketing, cold calling........the level of reward is in direct proportion to the amount of skill needed.

    If you can find a way to generate warm/hot inbound enquiries that's great and I'd advise you to do it.

    If you're not so good at that then learn how to be great at cold calling.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by helisell View Post

      3. Doing totally cold calls [face to face or on the phone] is really difficult, takes high levels of skill and tenacity.........but pays more than almost any other profession on earth.

      4. For any given activity, lead generation, advertising, marketing, cold calling........the level of reward is in direct proportion to the amount of skill needed.
      Agreed.

      In my business of selling vacuum cleaners at retail...there are two different types of people that start these retail stores;
      1) Someone who is a retailer/shop employee/vacuum service tech...who opens a retail store selling and servicing vacuum cleaner.

      2) Someone who sold high priced vacuum cleaners in people's homes for decades and are opening a store as a sort of way to retire from in home selling.

      Guess which group is more successful.

      I've actually had this kind of conversation with dealers at conventions...

      Other dealer; "People can buy vacuum cleaners for $50 from Wal-Mart. And I'm supposed to try to sell them a vacuum cleaner for $300? No way"

      Me; "I used to sell vacuum cleaners for $2,000 to people who weren't at all thinking about a vacuum cleaner. And now we get people that come to us, are actually thinking of buying one...and we have vacuum cleaners for less than half of what I used to sell them for. It's about the easiest sales I've ever seen."

      The first guy thinks that if he sells a vacuum cleaner for $400, he has accomplished the impossible. Me? If they buy a $400 vacuum from me, it's because I didn't get enough sleep the night before.

      Cold calling builds muscles that make every other kind of selling feel easy.
      Cold callers are hunters. Everyone else in sales is a farmer.

      Now that I've said that, I need to point out that there are only a few people on this forum that have ever cold called successfully.

      In fact, in my decades of sales training, I've only been able to train three people to make a great living while cold calling. It isn't for most people. In fact, sales of any kind isn't for most people.


      Cold calling is the most brutal way to sell...and makes you the strongest.

      Most people absolutely need the crutch of a sales funnel. And even if you are good at cold calling, a sales funnel will get you the easy sales. Referrals, marketing, and a sales funnel are tools to make selling easier. And it took me a decade or so to learn that.
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      • Profile picture of the author OptedIn
        Originally Posted by Claude Whitacre View Post

        Cold callers are hunters. Everyone else in sales is a farmer.
        One word: Bravo!!!
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  • Profile picture of the author Sid Owsley
    Hi EliHood, first let me congratulate you on taking action by doing all of those cold calls. Second, it's great that you've chosen to look at that fact that you didn't get a client or prospect "Yet" as a learning experience instead of a waste of time or a failure.
    I take my hat off to you Sir, because after going door to door cold calling is probably the next most difficult way to go about getting sales there is. Cold calling can be very demoralizing when you're not getting results.
    Doing the cold calling has given you some confidence that you use to keep going and apply to other areas of your life when it's time to do something that's difficult but necessary. This is an important lesson you've learned from this experience. That you can do something that's not easy, something many people fear, and learn from it.
    As for controlling the conversation try developing and a 30-second elevator pitch you can use whenever someone ask you, what do you do. Start the pitch with a question like, You know how business owners want more "blank" or you know how businesses struggle with getting more "blank", well that's what I do.

    I hope this helps and great job on taking action. Done is better than perfect!!!

    And thanks for sharing the title of the book you're reading. I'm going to take a look at it.


    Good Luck!
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  • Profile picture of the author TheTwoPointZero
    I am about to start doing cold calling myself so I really appreciate your feedback and the information in this post. I am hesitant to start but I need to get more sales. Thanks!
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  • Great description. Thank you for the learning part, I do see myself in the situations quite often, will try to use some of the stuff you have learned on your trial.
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  • Profile picture of the author chuckholmes
    Why not send out postcards and simply answer the phone of people who call you? To me this would be much more efficient than cold calling. Perhaps, you could use a two-step selling process like Dan Kennedy teaches. Give away a free report or free consultation to people who respond and let that do the selling for you. Just my two cents.
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    • Originally Posted by chuckholmes View Post

      Why not send out postcards and simply answer the phone of people who call you? To me this would be much more efficient than cold calling. Perhaps, you could use a two-step selling process like Dan Kennedy teaches. Give away a free report or free consultation to people who respond and let that do the selling for you. Just my two cents.
      This is what i simply do not get....?

      Unless their business module is so poor they simply have to snag new suckers up every day....

      Hint: get a new business.

      You do not see top brands chasing customers do you?
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      • Profile picture of the author OptedIn
        Originally Posted by offmarketinvestor View Post

        This is what i simply do not get....?
        Yes - we can see that. lol You should never opine on subjects that you do not understand. People get to see what you write and it helps shape an impression of your level of expertise, or lack thereof.

        I guess that all of those business that are in a $2.7B a year industry should padlock their doors. lol
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  • Profile picture of the author Copylifemike
    Nice post -

    The what do you do answer is simple...

    One of the most important parts of that script is this...

    Your elevator pitch!

    This is where you explain what it is you do and the benefits as to why you're that person.

    So you sell SEO services...

    You can simply say something like, "I'm glad you asked. I provide small to medium sized business with strategies to help maximize their views on top Internet web searches such as Google. As you know, if your business is not falling within the top 5 listed on Google's first page, that can have a serious impact on your business and leads for more sales."

    "If you can give me 10 minutes of your time, I can show you a simple tweak that can help you immediately."

    Something along that line can go a long way.

    What the recipient is doing is challenging your confidence and expertise. They want to see what BENEFIT you have to offer and if it's really worth their time to even listen to you.

    Cold calling is very quick and straight to the point.

    If you have any fluff in what you say, you lost the attention and the call is over period.

    Hope this helps.
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  • Profile picture of the author John Durham
    Don't need to Savidge.... Just giving credit where it's due. Appreciating.
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