I haven't made a sale since i started cold calling last week, what am i doing wrong ?

30 replies
I want to start off by saying thanks for everyone's input so far. Calling for me is not the hard part, i mean it was when i started but now i have a bigger challenge and that is making a sale.

I am asking for help from people who cold call in the past, im not looking for people to recommend me to take another route like "maybe you should do warm leads or etc". I will do that in the future.

Disclaimer: For those who say "YOU NEED TO LEARN SELLING" i advice you to do this or that. Thats not the case at all. I worked in sales and had success but it was not b2b, it was business to timeshare owners. They were more harsh with their words.


In hindsight, where i excel was building rapport and having a conversation with them until a sale was made. This made me realize the truth in what Jordan Belfort says "sales is a transference of energy". Also, that people buy from who they liked and trust.

Anyway.

So I made about 150 calls today, and i realize that im not getting anywhere. The list that i called today all came from google bad rankings.

ill give you some insights on where i might be missing opportunities.
  • I hang up on receptionists
  • my rebuttals to objections suck

Let me explain further

A huge percentage of the businesses i call, i get a receptionist.... Now there is a way that i can work with them or get pass them.

I say the following:

(in a very polite, customer service voice)

"Yes, hi ____, who would be the best person to reach in regards to your online marketing"


Now, i think it works because i haven't had a receptionist tell me to " f*** yet or take me off your list". Most of the time they are VERY HELPFUL.

80% of the time they either say "one moment(i get transferred to the dms voicemail) or she would say "that would be ______ and hes not in, would you like to leave a message "

Sometimes they would actually check to see if he's in, but this is rare.

With that being said, i usually just say f**** it, and just hang up whenever i suspect that its a gatekeeper, because its quite rare that i get connected to the dm.

Do you think im missing out on opportunities in this case ?


When i do get a DM on the phone, i get an objection in which usually goes like this.

"we got all the work we can handle"

"not interested"

"got a company that does that for me"

All of these objections i have a rebuttal for, however their is another objection after the initial objection, at that point i just say f*** it, im not trying to turn Noos to Yeses, Jordan Belfort mentions that in his new book.

If i can ask questions, conversate, pitch what i have to offer and ask for the sale, my chances of making a sale is likely.

Here is my following opening(my service is lead generation using seo).

ME:This is first lastname with company name , how you doing today pretty good ? the reason for the call is i wanted to see if you had the capacity to handle more clients.

DM:No, were turning down work(or a variation of No).

Me: Oh i see, thank you for your time bye.


if i can just pass this part, I'll be golden.
#calling #cold #made #sale #started #week #wrong
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  • Originally Posted by EliHood View Post

    [I]
    ME:This is first lastname with company name , how you doing today pretty good ? the reason for the call is i wanted to see if you had the capacity to handle more clients..
    You are literally telling him "Just tell me you can't handle any new clients, and I'll go away"

    Originally Posted by EliHood View Post

    DM:No, were turning down work(or a variation of No)..
    See? I told you so.

    Originally Posted by EliHood View Post


    if i can just pass this part, I'll be golden.
    You can get past that point by not asking if they could use more clients.

    Originally Posted by EliHood View Post

    [I]
    ME:This is first lastname with company name , how you doing today pretty good ?
    Nobody cares who you are. Nobody wants to hear small talk from a salesperson. Get to the point. What are you offering? Make a big benefit claim and then ask if they would like to hear more.

    Originally Posted by EliHood View Post

    [I]
    the reason for the call is i wanted to see if you had the capacity to handle more clients..
    You don't have to say "The reason for my call today is..."

    Tell them what you do. Tell them as quickly as possible. And then let them either hang up or say they want to know more.

    I don't want to sound insulting. But for the last couple of weeks a few of us have given every little bit of information you needed to start really selling. And yet your post indicates you haven't learned any of it.


    Read this thread again.

    https://www.warriorforum.com/offline...usinesses.html
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    • Profile picture of the author EliHood
      "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."

      This is the kind of guy i want, i should make more calls to make that happen.

      I am reading this comment, piece by piece Claude, thank you Claude for your help so far.
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      • Profile picture of the author savidge4
        Originally Posted by EliHood View Post

        "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."

        This is the kind of guy i want, i should make more calls to make that happen.
        The above statement is very powerful... VERY... bang through the calls find the persont that needs what you are providing, and they are on the internet as you speak looking for someone. It happens... More than you would think.

        The flip side... "But just know that you'll miss every single prospect that would buy from you eventually, just not today." With local clients I do cold walk ins.. over time I am at about a 80% close rate. What is done today will make tomorrow better.

        Yes there are aspects of my business I quick close... I am a much better relationship builder... I am at my best not selling at all and developing the relationship and the trust. For me.. far less stress.. far greater returns, and far less turn over over time with the client base I gain. Just kinda a win win win.

        BUT.. you want to close a deal today... STOP hanging up LEAVE MESSAGES and cut the crap and get to the chase... you are looking for that ONE. and right now you are arbitrarily picking who you think that ONE may be. let THEM identify themselves and stop picking and choosing

        I literally can not count the number of times i have left a message and the person called me back and I closed the deal. IT HAPPENS
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        • Profile picture of the author EliHood
          interesting im going to give that a shot.
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  • Profile picture of the author JohnMcCabe
    I see two opportunities here, and a comment.

    First, the comment. You are seeing that B2B sales is much different than B2C, especially something like timeshare sales, where high pressure closers are kings (and queens).

    B2B relies more on facts and logic. There is still an emotional component, but it's not the same as B2C. In B2B, buyers are primarily interested in two things -- will this help the company, and will I look good for buying it? Then there's the "what happens to me if this goes toes up?" question.

    Couch your approach in those terms, and see if it helps.

    On to the opportunities...

    1) Gatekeepers are not your enemy. Before cold calling, spend a couple of minutes to see if you can determine the actual title of the person who can say yes. For online marketing, it may be Marketing Manager, Sales Manager, VP of Marketing, etc. Being able to ask for a title helps you get past the initial screening. It also gives you the chance to ask the person's name.

    Much as it may seem like it, gatekeepers are not there purely to screen out sales calls. They are there to help filter useful calls from timewasters.

    2) Learn to love voicemail. Develop a version of an elevator speech that offers a real benefit to the person you are calling (reference comment above). Straight to voicemail is becoming more and more common, so get used to it.

    Your voicemail message has two goals -- get the person to call you back, and failing that, to leave a positive impression that will leave him or her open to taking your follow up call. The follow up can be as simple as telling the gatekeeper "I left a message for so-and-so, and he hasn't gotten back to me yet. Can you connect me?"

    One more thing...

    Unless what you are offering is an impulse purchase with no real downside risk for the buyer, you shouldn't be going for a sale on the initial call. You should be starting a dialog and setting up the next conversation. In all but the smallest companies, there are generally more than one person who has to sign off on purchases. Find out who they are and what they need to move things to the next step.

    Many years ago, I cold called setting up appointments for a company that basically was a time share RV park. Never went for a sale on the cold call, always an appointment with a closer. Went fine until the company folded because they "forgot" to pay their taxes and the IRS padlocked the offices.

    I also spent a summer cold calling for Time Life Books. That was a purchase that was an impulse and could be sold pretty easily on the initial call.

    During my time as a design engineer, I fielded a lot of calls from salespeople, on everything from cheap hand tools to multimillion dollar CNC machines. Even if I wanted to buy, I had levels of approval I had to get before a purchase order was issued. That's just how the B2B world works.
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    • Profile picture of the author EliHood
      thank you for sharing this information
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  • Profile picture of the author Wi11iam
    B2B cold calling is selling the appointment about something they will get for free i.e. Assessment, interview, etc. There's opportunity to collect information from the gatekeeper, so your set-up dialog with the DM can go smoother.
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  • Profile picture of the author Marvin Adam
    patience is key, as always I think if you keep improving you'll see results.
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  • Profile picture of the author Jonleecontent
    I think you diagnosed your sticking points well.

    I second the idea that researching more about the companies on Linkedin so you have a name instead of asking for the person in charge of marketing will definitely help.

    Also it's only been a week, you have to be a little less outcome dependent or you'll stress yourself out.
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  • Profile picture of the author misterme
    You're asking questions which lead to the response you're getting so change the questions to those which get the response you prefer.

    So here are my thoughts:

    ME: This is first lastname with company name , how you doing today pretty good ? the reason for the call is i wanted to see if you had the capacity to handle more clients.

    "how you doing today pretty good?" we all know you don't really care how we're doing. So that gives the sense you're insincere.

    I think instead if you can get right to the pain point, making your offer and asking if you can help, then it's just yes or no on their part.

    "My name is OP and I'm with the XYZ Company. I help with *service description* so that *how that person/company benefits.* I've previously done work for *well-known companies.* If you think it would help you, would you be open to *your offer*?"

    It's not about converting every call. You're just calling down the list to find the person who says "yes" as efficiently and fast as possible.
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    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Originally Posted by misterme View Post

      "My name is OP and I'm with the XYZ Company. I help with *service description* so that *how that person/company benefits.* I've previously done work for *well-known companies.* If you think it would help you, would you be open to *your offer*?"
      .
      Damn....

      That's a fantastic template.
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      • Profile picture of the author misterme
        Thanks. Just off the top of my head.

        The other thing is the asking for the correct person to speak with part. You know, Jason Kanigan has that "little unsure" technique I think is pure gold. For the OP's sake, it's about appearing innocently babe-lost-in-the-woods who to speak with so to have the gatekeeper/receptionist volunteer their help. It's something like, "Ummm, I'm not sure who I should speak with... I'm calling about your outbound marketing?"
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        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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      • Profile picture of the author EliHood
        thanks for this.
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  • Profile picture of the author EliHood
    Update: im getting pass the opening by my updated script that i can't share with you guys yet.

    I smell a sale coming in a few days.

    I had a conversation, pitched what i had to offer, used tie downs, used some take away closes like the following:

    if you're already using facebook ads or doing xyz, then you should be satisfied with what you got, i don't see a reason for you to do anything else, you know what i mean ?

    (you bet they justify that they need more business) he sounded interested

    but i didn't have the confidence to ask for the sale because i felt it was too soon to ask.



    he threw the "let me talk it over with my wife objection".

    And i rebuttal, and

    "if your wife likes it, what other questions would you have for me ?".

    Testimonials, see if it working for them.

    Maybe i just should have asked for the sale.

    Just didn't feel like it was appropriate to ask yet.
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  • Profile picture of the author JohnVianny
    Do the opposite of what other are doing.

    Start with get some infos of the company you are calling and tell them "i've read that your company (name) need this, and im the solution of better performing and optimizing time." then ask a question, simple, suddenly to let them speak
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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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    • Profile picture of the author offmarketinvestor
      seriously...do you think this is your most efficient method to get sales? Maybe one sale in how long? How much effort? Is there no better way?
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      • Profile picture of the author animal44
        Originally Posted by offmarketinvestor View Post

        seriously...do you think this is your most efficient method to get sales? Maybe one sale in how long? How much effort? Is there no better way?
        Of course not... According to the resident experts, it's the fastest way to get a sale...!

        Sorry, couldn't resist!
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        • Profile picture of the author eccj
          Originally Posted by animal44 View Post

          Of course not... According to the resident experts, it's the fastest way to get a sale...!

          Sorry, couldn't resist!
          Well it is fast if you don't suck.

          To the OP: I wouldn't get up beat about those sales. It's very unlikely they will buy.

          I would spend an hour a day trying to find someone you can partner with to get sales. It's basically the same thing as cold calling only with potentially a lot more leverage.

          Read through some of Animal's posts to get some ideas of who to call, what to say, etc.

          If I were selling what you are selling I would look to partner with a computer store that serves local businesses.
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        • Profile picture of the author Claude Whitacre
          Originally Posted by animal44 View Post

          Of course not... According to the resident experts, it's the fastest way to get a sale...!

          Sorry, couldn't resist!
          Like Eccj said, it's fast if you don't suck.

          Now here is the reality about cold calling that is hard to accept.
          Sure, it's a numbers game. But it's also a personality game. The listener only has the sound of your voice and what you say...to base their decision on.

          Selling in general is part marketing, part knowledge, and part performance.

          Most people aren't going to be good at making real cold calls, and make it profitable. There, I said it. It isn't that cold calling doesn't work, it's that most people aren't suited for it. Like acting, most people are going to suck at it.

          Like Eccj also said, you should partner up with someone that can refer potential clients to you. This will help dramatically.

          I hate to say it, but if you have called 1,000 people, and nobody has bought...it's you.
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          • Profile picture of the author offmarketinvestor
            but the point is....is it the best way to market? I don't think so.

            I'd rather pay $1,000 for a red hot, ready to buy lead...say 1:3 actually go through....you talk to 10 a week...not much work much more $$$'s

            There is smart...and there's busy....the two often do not go together for some reason.
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            • Profile picture of the author Claude Whitacre
              Originally Posted by offmarketinvestor View Post

              but the point is....is it the best way to market? I don't think so.

              I'd rather pay $1,000 for a red hot, ready to buy lead...say 1:3 actually go through....you talk to 10 a week...not much work much more $$$'s

              There is smart...and there's busy....the two often do not go together for some reason.
              To me the point is, which is more profitable and takes the least amount of time.

              The OP is doing busy work. If he were selling to a highly qualified list, maybe a list of customers of a competitor, these calls might make perfect sense.

              When I sold vacuum cleaners in people's homes (granted, not like selling online services), cold calling was quick and easy. And even on a cold call, i'd sell 40%. And my cost was maybe $10 an appointment plus my time.

              But...I would have easily paid $100 for an appointment with someone who had bought from an in home salesperson before.

              When I was selling my $5,999 local online marketing program, I would have paid $500 a lead, if they actually asked for information. If hey had gone through a few filters....maybe $1,000 a lead.

              So, yeah..I get your point.
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  • Profile picture of the author helisell
    Am I right in thinking the OP is selling a service to get businesses a higher ranking in Google?

    That's all I can glean from the original post?

    If that IS the case then the OP has got a huge uphill battle on their hands
    as this is one of the most pitched services by cold callers to businesses.

    You may not suck at all OP.......it's just that the task you have taken on is
    monumental given the amount of activity there is in this crowded arena.

    Also customers have been so bombarded by untalented tele-marketers
    already that they simply put up barriers and generally make life difficult for you.

    I haven't read every post in this thread but I can see others have made various
    alternative suggestions and really you ought to consider at least testing another
    way to get the attention of your potential buyers.

    I train start-ups and new ventures how to get started cold calling. I'm good at it,
    very good at it.....and I have to confess that even I would be trying some alternative
    ways to get the potential customers' attention first.

    If you'd started out simply knocking on the doors of these people, I'm pretty sure
    you'd have signed one up by now.

    'I don't have time for that'....I hear you say!

    Well to be honest, your time is not being used well with this venture so far is it....so maybe rethink?
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    • Profile picture of the author Claude Whitacre
      Originally Posted by helisell View Post

      If you'd started out simply knocking on the doors of these people, I'm pretty sure
      you'd have signed one up by now.
      I agree. Every day, we get about 15 cold calls (robo calls) selling types of SEO. Every week we get a few live calls selling SEO.

      Almost never does anyone just walk in the door.

      And in the limited experience I've had cold calling, selling my online marketing service to business owners...it's been by walking in and talking to the owner.

      The absolutely easiest thing to get rid of is and e-mail. Closely followed by a phone call.

      The hardest thing to get rid of is a ...body.

      And the single best lead in the world is a business that is used to paying money to advertise. So my leads were generally businesses that paid for advertising by direct mail.

      But even just walking into businesses, asking if they advertised online...I can't remember a day spent that I didn't make a sale. It may take ten walk ins (frankly, I can't remember the exact number anymore)...

      And in my truly cold walk ins, I just judged which businesses would do better with my service...and which businesses would be easier to work with. In my case, businesses that were either retail or services, with one main service or product line. And they had to have an owner that worked there.

      In my case;
      Furniture stores
      Appliance stores
      mattress stores
      dentists
      specialty stores
      auto repair shops
      tire stores
      home inspectors
      window sales
      gutter cleaners
      kitchen re modelers


      I avoided restaurants and retailers that sell a variety of low cost items.

      I was going to talk to veterinarians and landscapers...but stopped the service before I ventured into those niches.

      Added later;

      The reason I think just walking in the business cold is far better than cold calls on the phone, is that every business owner is used to getting plenty of phone solicitations every day. And like me, they grow numb to the attempts.

      But a rep walking in is a rare experience for many business owners. And all the previous phone calls and e-mails bombarding the prospect simply don't count.

      If you hang up on 1,000 phone callers, you haven't heard 1,000 pitches. You haven't rejected 1,000 salespeople. You have simply not heard them.
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      • Profile picture of the author eccj
        Originally Posted by Claude Whitacre View Post

        I agree. Every day, we get about 15 cold calls (robo calls) selling types of SEO. Every week we get a few live calls selling SEO.

        Almost never does anyone just walk in the door.

        And in the limited experience I've had cold calling, selling my online marketing service to business owners...it's been by walking in and talking to the owner.

        The absolutely easiest thing to get rid of is and e-mail. Closely followed by a phone call.

        The hardest thing to get rid of is a ...body.

        And the single best lead in the world is a business that is used to paying money to advertise. So my leads were generally businesses that paid for advertising by direct mail.

        But even just walking into businesses, asking if they advertised online...I can't remember a day spent that I didn't make a sale. It may take ten walk ins (frankly, I can't remember the exact number anymore)...

        And in my truly cold walk ins, I just judged which businesses would do better with my service...and which businesses would be easier to work with. In my case, businesses that were either retail or services, with one main service or product line. And they had to have an owner that worked there.

        In my case;
        Furniture stores
        Appliance stores
        mattress stores
        dentists
        specialty stores
        auto repair shops
        tire stores
        home inspectors
        window sales
        gutter cleaners
        kitchen re modelers


        I avoided restaurants and retailers that sell a variety of low cost items.

        I was going to talk to veterinarians and landscapers...but stopped the service before I ventured into those niches.

        Added later;

        The reason I think just walking in the business cold is far better than cold calls on the phone, is that every business owner is used to getting plenty of phone solicitations every day. And like me, they grow numb to the attempts.

        But a rep walking in is a rare experience for many business owners. And all the previous phone calls and e-mails bombarding the prospect simply don't count.

        If you hang up on 1,000 phone callers, you haven't heard 1,000 pitches. You haven't rejected 1,000 salespeople. You have simply not heard them.
        I bought a new domain about 4 months ago. I put my cell number on the Icann info to see what would happen.

        I must've had 20 calls the first day. I made a point to answer the ones I could. The people were clearly calling from India or the sub-Continent. They couldn't say my name, like not even close. One poor kid couldn't say "digital marketing" even though that is what he was calling about. The noise in the background from the other telemarketers was very loud.

        I honestly don't know how they stay in business other than the "sucker born every minute model." By sucker I mean the people that pay for the telemarketing.
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        • Profile picture of the author JohnMcCabe
          Originally Posted by eccj View Post

          I bought a new domain about 4 months ago. I put my cell number on the Icann info to see what would happen.

          I must've had 20 calls the first day. I made a point to answer the ones I could. The people were clearly calling from India or the sub-Continent. They couldn't say my name, like not even close. One poor kid couldn't say "digital marketing" even though that is what he was calling about. The noise in the background from the other telemarketers was very loud.

          I honestly don't know how they stay in business other than the "sucker born every minute model." By sucker I mean the people that pay for the telemarketing.
          It's the same model that keeps spammers (the service providers) in business.
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  • Profile picture of the author Kay King
    so maybe rethink
    I think that's what this was to begin with - same questions - same rationalizations and weaknesses in people skills - same city - as a member who asked pretty much the same questions a few months ago...'clautusoar'.

    Repetition but perhaps good for teaching. If you have no self confidence, no people skills...cold calling is going to be a frustrating experience.
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  • Profile picture of the author offmarketinvestor
    simple: What am i doing wrong?"

    Ans: Cold calling
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  • Profile picture of the author yukon
    I haven't made a sale since i started cold calling last week, what am i doing wrong?


    Hint: It rhythms with told, sold, bold, mold, etc...
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  • Profile picture of the author yukon
    Originally Posted by EliHood View Post

    A huge percentage of the businesses i call, i get a receptionist.... Now there is a way that i can work with them or get pass them.

    I say the following:

    (in a very polite, customer service voice)

    "Yes, hi ____, who would be the best person to reach in regards to your online marketing"




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