Pressing On Even After a Hard "No" Cold Call?

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Theres a thread on the sales subreddit discussing persistence even after several "no's" when making cold calls. Some industries instruct their reps to continue pressing until the prospect either buys or hangs up. A recent response was this:
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No. It's never worked and it won't. Doctors make money on referrals to specialists and prescriptions. Still, if a patient rejects their advice - advice that could save the patients life and make the doctor a lot of money - they just think he's a dumbass and move on. You're an expert giving advice. Someone doesn't take your advice? He's a dumbass, next patient.
If you get into the mindset of "I'm in the business of hearing yes and I WILL overcome this no and unleash the dragon within!" You start conveying to other people the ability to validate you. Also, it's a losing battle because it rarely ever works. I've gotten shouting prospects even in B2B to agree to make time for me. They never turned into anything. -----------

I thought this was a pretty good answer. Are any of you guys the pushy type callers, or have you ever worked for a company promoting it?

Just curious.
#“no” #call #cold #hard #pressing
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  • Profile picture of the author Kay King
    Doesn't make sense to me - if you start calling people a 'dumbass' for any reason...it's downhill from there.


    I am assuming that 'speech' was someone advising telemarketers how to keep going on a call. Most people I know - family and friends - hang up quickly on telemarketers whether business or personal cold calls. It's a numbers game and if you take 'no' or 'hell, no' personally, don't try to do it.
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  • Profile picture of the author Claude Whitacre
    Originally Posted by StevenTylerPjs View Post

    Theres a thread on the sales subreddit discussing persistence even after several "no's" when making cold calls. Some industries instruct their reps to continue pressing until the prospect either buys or hangs up.
    .
    It depends on what you sell and who you sell it to.

    You can either (in cold calling;
    1) Be relentless from the moment they pick up the phone.
    2) Try to build a relationship and offer services when the opportunity arises.
    3) Call as fast as you can, looking for the ready buyers.

    How long is your list of names?
    How select is your list?
    Is there a cost involved in finding a qualified prospect? How much?
    Was there any inbound activity before the call?
    Is it a large one time sale or a series of sales?
    Do you have any connection to the people you are calling?

    All of these things matter when choosing the best approach.

    Your personality and emotional makeup also matter.

    Some people are immune to feeling rejection. Some people are devastated by it. Maybe most. There is no one right answer.

    And in some businesses, cold calling isn't needed at all.
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  • Profile picture of the author myob
    The first few "no's" are almost always reflexive, in my experience. And if a prospect keeps saying "no" but stays on the phone, usually he/she is either waiting for more information or needs some time to make a decision.

    I always try to get prospects to expand on their responses by just keep asking questions. Never argue or insult prospects. It helps immensively just to say, "What information do you need to make a decision today?"

    This almost always brings out the real objections, and if the prospect has been properly qualified previously, this is where a productive sales process actually begins.

    Sometimes I get a string of half a dozen or more "no's" in a row, but by being respectful and courteous, I usually can get to the real objections.

    Even after a cold call, no matter what the outcome, I always leave the prospect on an upbeat ... a joke, motivational quote, or added value resource.

    Consider that a cold call is at best an interruption in the prospects' day. Being a "pushy" salesman is just like barging into someone's home and making a lot of noise until they get kicked out.

    My cold calling technique is analogous to knocking on the door, get invited in, show a few options for solutions to their challenges, then graciously leave like a departing guest.

    Making a sale is top priority, but less than 2% of my sales are actually made on the first cold call. More than 80% of my sales occur between the 8th-12th call, so getting to be considered as a welcome guest is essential.
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  • Profile picture of the author animal44
    Originally Posted by StevenTylerPjs View Post

    Theres a thread on the sales subreddit discussing persistence even after several "no's" when making cold calls. Some industries instruct their reps to continue pressing until the prospect either buys or hangs up.
    I've never been that pushy..., or that desperate

    I have been on the receiving end of pushy cold callers and I've never bought. In fact, I cannot ever remember, in the over 40 years I've been in business, ever getting a cold call from someone to sell me something I wanted or needed...

    When I started my SEO business, a few days after forming my company, I was inundated with cold calls. The most annoying were from credit checking companies. These guys wouldn't give up. Even when I told them angrily to FOff, they'd call back the next day to see if I'd changed my mind...

    That was about the time I realised how stupid sales people really are...
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    • Profile picture of the author myob
      Originally Posted by animal44 View Post

      I have been on the receiving end of pushy cold callers and I've never bought. In fact, I cannot ever remember, in the over 40 years I've been in business, ever getting a cold call from someone to sell me something I wanted or needed...
      But you are a buyer. You just haven't yet experienced contact from a professional cold caller.

      Many of us consider SEM to be ineffective and slow, compared to the much faster, more robust and powerful nuances of integrated cold calling.

      I do have a simple system that can multiply SEO results immediately by at least 10 fold. Do a google search for "smart integrated marketing".
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      • Profile picture of the author Daniel Evans
        Originally Posted by myob View Post

        But you are a buyer. You just haven't yet experienced contact from a professional cold caller.

        Many of us consider SEM to be ineffective and slow, compared to the much faster, more robust and powerful nuances of integrated cold calling.

        I do have a simple system that can multiply SEO results immediately by at least 10 fold. Do a google search for "smart integrated marketing".

        Take the short amount of time to cold call 10 people to convert 1 person on his behalf.

        With that proven to him, he'll confirm your ability and you'll have scored yourself a trusted client.

        With search terms aside; he needs to connect with you.

        With that in mind; I don't know what you're waiting for....
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  • Profile picture of the author Claude Whitacre
    Originally Posted by StevenTylerPjs View Post

    Theres a thread on the sales subreddit discussing persistence even after several "no's" when making cold calls.
    Now that I've read this post again.......

    I've never pressed on after someone said "No".

    The fact is, it's hard for me to get someone to say "No". They come up with rationale after rationale......reasons that now isn't a good time....or "I've got another supplier".

    But someone just say "No"? Extremely rare.
    I wish every non-buyer would just say "No" as soon as possible. The time and effort saved would have been extraordinary.

    In my entire life I think I've had one person just say "No" to me at a close.
    And when prospecting, I think I've had someone hang up on me or shut the door in my face 4 or 5 times, out of tens of thousands of contacts.

    It's just not human nature to be that abrupt...to be that rude to a complete stranger the first few seconds.

    My guess is that the hard "No"s and hang ups come from repeated subsequent calls from the same source. I always just hang up on them. But a new caller? A new company? I'll usually listen for a minute before I tell them I'm not a good prospect.

    Added later; My experience is not current. I am talking about decades ending about 5-7 years ago....and most cold calling stopped about 10 years ago. We didn't have the constant barrage of robo calls and dialing software we have today. Human nature doesn't change, but the technology does.
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  • Profile picture of the author myob
    Originally Posted by Daniel Evans View Post

    Take the short amount of time to cold call 10 people to convert 1 person on his behalf.
    I charge $300 per hour plus a negotiated percentage of performance results for my marketing services. Who is going to pay this invoice?

    Originally Posted by Daniel Evans View Post

    With that proven to him, he'll confirm your ability and you'll have scored yourself a trusted client.
    I don't need to "prove" anything, except to specifically targeted, influential prospects within relevant niches.

    Originally Posted by Daniel Evans View Post

    With search terms aside; he needs to connect with you.
    No he doesn't. I respectfully won't waste his time nor mine.

    Originally Posted by Daniel Evans View Post

    With that in mind; I don't know what you're waiting for....
    I don't "wait" for anyone. Well, except for my wife.
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    • Profile picture of the author Daniel Evans
      Originally Posted by myob View Post

      I charge $300 per hour plus a negotiated percentage of performance results for my marketing services. Who is going to pay this invoice?
      Why would you, of all people charge that, assume that to be a figure out of reach?


      I don't need to "prove" anything, except to specifically targeted, influential prospects within relevant niches.
      Why wouldn't this person be a prospect, given the fact you'd already targeted him to reply with:

      I do have a simple system that can multiply SEO results immediately by at least 10 fold.
      You'd 'prove' to the paying client, that they received exactly what they hired you to do - and you'd benefit from that.
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      • Profile picture of the author myob
        Originally Posted by Daniel Evans View Post

        We'd assume your target market is going to pay your invoice based upon results, though you can certainly explore a down payment, rather than disregard them as someone who can't pay.
        Exactly. So, far I have not seen anyone in this thread to be within my target market.

        Originally Posted by Daniel Evans View Post

        Why would you, of all people charging that, assume that to be a figure out of reach?
        That figure is well within reach of my targeted market.

        Originally Posted by Daniel Evans View Post

        Why wouldn't this person be a prospect?
        I have proprietary demographic and vertical-market specific selection criteria for cold prospecting.

        Originally Posted by Daniel Evans View Post

        You'd 'prove' to the paying client, that they received exactly what they hired you to do.
        Exactly. I do show (with testimonials) and guarantee negotiated performance results for the fees I charge.

        Originally Posted by Daniel Evans View Post

        In reflection of the $300 per hour however, that could span through multiple iterations, so that's probably going to require some degree of elaboration, otherwise that result will be hanging in the air whilst you cash pay-checks from the sky.

        Subsequent payments long-after and continuation of service will derive from the client having experienced initial results.
        Your assumption about my internal business practices are speculative, and totally inaccurate. The major portion of my sales comes from selling high-end Amazon and other affiliate products with an MLM business opportunity offer deep in the back end to selected business professionals. The marketing services comprise a relatively minor source of revenue.

        A demonstration of your proposed "cold call 10 people to convert 1 person on his behalf" would neither be "mutually beneficial" nor helpful to anyone reading this thread.

        Read my posts about my cold calling style in https://www.warriorforum.com/offline...effective.html

        In summary, my cold calling isn't all about sales or even conversions, although making the sale is of course the primary ultimate objective. I train my sales reps to make cold calls "with intent", but that is nowhere near our main marketing strategy.

        I have emphasised developing a strong online presence through article syndication in niche-targeted publications, lead-capturing websites, email, blogs, social media, video sites, webinars, etc.

        What I don't bother at all with is SEO, because our niches are dominated in this by heavy hitters and deep-pocketed professionals. I market in some of the most hotly competitive arenas, so none of our sites will ever show up in the search engines within any commercially viable time or expense.

        As part of my marketing consultation service, I show clients how to by-pass the search engines for quickly bringing their products to market. My system is demonstrably much faster than waiting weeks or months for sites to rank in the SERPs.

        I have found that cold calling, when leveraged with online assets, to be the fastest method to crash through obscurity. Many, if not most of the top decision makers (in my targeted niches) can only be approached effectively through cold call prospecting. Over 90% of the business executives I've sold to were initially contacted by phone, and almost always appointments and/or sales are ultimately made exclusively over the phone.

        There is real genius in leveraged cold calling, because prospects will almost always check you out, no matter what the outcome of the call. It is not uncommon for me to get callbacks resulting in a sale and/or referrals from "not interested" after the prospect sees our online assets.
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  • Profile picture of the author Daniel Evans
    You are boasting of your ability to a person that you've identified as a prospect (1 in 10 conversion increase potential) - whether you admit that or not. By that token, you admitted their suitability.

    My assumption about your business is no different that your assumption about the persons business who you proposed to assist, in marketing efforts tenfold
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  • Profile picture of the author myob
    Originally Posted by Daniel Evans View Post

    You are boasting of your ability to a person that you've identified as a prospect (1 in 10 conversion increase potential) - whether you admit that or not. By that token, you admitted their suitability.
    Perhaps so, but I think you have selectively misinterpreted my suggestion that this person has not experienced a professional cold-caller. The integrated marketing system I use can benefit anyone. The synergy of combining multiple online/offline marketing methods has an effective result multiplier of a minimum of 10x over any one single marketing method. Cold calling is an extremely powerful catalyst when leveraged with other methods.

    There really is no big "secret" to it, except to just get out and do the work. Rather than spending $300+ per hour for not much more than paid labor, they can just read my posts in https://www.warriorforum.com/offline...effective.html, do a search about my extensive posts on setting up a foundation of a strong online presence (search "article syndication" by myob), and do the work themselves.

    Originally Posted by Daniel Evans View Post

    My assumption about your business is no different that your assumption about the persons business who you proposed to assist, in marketing efforts tenfold
    Your persistence in apparently pursuing your own agenda is becoming annoying - much like the cold-calling pests we've been talking about. I don't do direct prospecting through my posts. The expert marketing advice and tips offered by me here are free.
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  • Profile picture of the author Daniel Evans
    Originally Posted by myob View Post

    There really is no big "secret" to it, except to just get out and do the work.
    When I stated the same, you did suggest the perfect contrary in that there is indeed a refined skill to a 'Professional Cold Caller' in another thread.

    Originally Posted by myob View Post

    Perhaps so, but I think you have selectively misinterpreted my suggestion that this person has not experienced a professional cold-caller.
    My suggestion is that you, as a person who identified the person as a prospect with 1 in 10 opportune; give him the experience of your skill as a professional cold caller.

    Of course there's no onus, but up until then you'll surely forgive those who have doubt, or indeed pose opposition in identification that there's an attempt at placing oneself on a podium long before action is considered.

    Even if you don't even know what you are specifically selling to be able to raise this bold claim (again a product of assumption in fairness), you might even convert 1 out of 10 people and secure an ongoing business relationship....

    You have to appreciate rejection of the claim; 'I can, but I won't'.
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  • Profile picture of the author myob
    Originally Posted by Daniel Evans View Post

    When I stated the same, you did suggest the perfect contrary in that there is indeed a refined skill to a 'Professional Cold Caller' in another thread.
    This refined skill is honed through education, training and practice. Your implication was that "anyone" can do it with nothing more than just getting on the phone. Your attitude about this profession is the exact opposite of reality.

    Originally Posted by Daniel Evans View Post

    My suggestion is that you, as a person who identified the person as a prospect with 1 in 10 opportune; give him the experience of your skill as a professional cold caller.
    Again, this was an observation that he had not experienced a professional cold caller - one who has done the research, knows, understands, and can relate to the prospect's challenges. This is what we call "prequalifying".

    Originally Posted by Daniel Evans View Post

    Of course there's no onus, but up until then you'll surely forgive those who have doubt, or indeed pose opposition in identification that there's an attempt at placing oneself on a podium long before action is considered.
    This is what we professionals call "positioning". I charge a whole lot of money to set this up for my clients.

    Originally Posted by Daniel Evans View Post

    Even if you don't even know what you are specifically selling to be able to raise this bold claim (again a product of assumption in fairness), you might even convert 1 out of 10 people and secure an ongoing business relationship....
    It doesn't work that way. I never claimed that I convert 1 out of 10 people cold calling. Generally, cold calling has less than an initial 2% conversion rate. You need to read and study my posts more carefully. You might learn something.

    Originally Posted by Daniel Evans View Post

    You have to appreciate rejection of the claim; 'I can, but I won't'.
    I can, but I really don't want to do all this work for someone else. That's why my fees are so high.
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    • Profile picture of the author Daniel Evans
      Originally Posted by myob View Post

      Your implication was that "anyone" can do it with nothing more than just getting on the phone.
      I've now acknowledged my error in reading the point relating to converting 1 - in 10 (my mistake), so be sure to fathom what you have read incorrectly. To save you the re-read, to clarify:

      The degree of the effectiveness of that cold call is the clincher and that was the point that was made.

      In reality, anyone can get on the phone and make a 'cold-call'.

      You've already identified and assumed that your fees are too high for this audience, so you're probably going to find that your services are a little too comprehensive for this audience too. They aren't your target by your own admission, so positioning here has no end.

      With that considered; many people (here and elsewhere) will take steps to make the move themselves - long before acquiring services with 'high fees' that are seemingly unattainable...

      ...and some will do it effectively in accordance with their goal.

      Numbers and personal business practices aside, this represents the underlying point.
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      • Profile picture of the author myob
        Originally Posted by Daniel Evans View Post

        The degree of the effectiveness of that cold call is the clincher and that was the point that was made.
        That was a mute point.

        Originally Posted by Daniel Evans View Post

        In reality, anyone can get on the phone and make a 'cold-call'.
        That doesn't mean they should.

        Originally Posted by Daniel Evans View Post

        You've already identified and assumed that your fees are too high for this audience, so you're probably going to find that your services are a little too comprehensive for this audience too. They aren't your target by your own admission, so positioning here has no end.
        Your misinterpretation and misstatements are overly presumptive and naive. I've been getting sales, leads, and referrals from this Warrior Forum audience since 2002.

        Originally Posted by Daniel Evans View Post

        With that considered; many people (here and elsewhere) will take steps to make the move themselves - long before acquiring services with 'high fees' that are seemingly unattainable...
        And I wish them well. Hopefully they will get some value from my posts and other professionals who have made contributions here.

        Originally Posted by Daniel Evans View Post

        ...and some will do it effectively in accordance with their goal.
        Good luck with that.
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  • Profile picture of the author Daniel Evans
    I don't understand why it's 'mute point' or why that claim stands without elaboration.

    If a person cannot afford a professional (who by their own admission has high prices), then they definitely should if they feel competent in themselves.

    You propose naivety but I'm only going on information you provided:

    That figure is well within reach of my targeted market.
    ...after declaring here your fees here are 'too high'.

    You keep referring to your posts but I'd sooner appreciate the general potential of the individual - unattached to anyones credit.
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  • Profile picture of the author myob
    Originally Posted by Daniel Evans View Post

    I don't understand why it's 'mute point' or why that claim stands without elaboration.
    By definition, a mute point needs no elaboration. This is a self-evident mute point:
    In reality, anyone can get on the phone and make a 'cold-call'.
    Originally Posted by Daniel Evans View Post

    If a person cannot afford a professional (who by their own admission has high prices), then they definitely should if they feel competent in themselves.
    The serious clients pay my consultation fees, because that is the fastest and most economical path for dominating the most lucrative niches. Ignorance is far more expensive than the price of education.

    Originally Posted by Daniel Evans View Post

    You propose naivety but I'm only going on information you provided.
    It appears you have read nothing of what I posted except for which you can justify your stubborn naivety.

    Originally Posted by Daniel Evans View Post

    That figure is well within reach of my targeted market.
    ...after declaring here your fees here are 'too high'.
    Once again, you have selectively taken my words out of context. I am not promoting my marketing consultation services here. Read my posts again. Far more revenue is actually generated from marketing high end Amazon and other affiliate products. I use the exact same marketing methods which I teach.

    Originally Posted by Daniel Evans View Post

    You keep referring to your posts but I'd sooner appreciate the general potential of the individual - unattached to anyones credit.
    That is your prerogative. But all of my own early success is largely attributed to learning from others.
    "It is amazing what you can accomplish if you do not care who gets the credit." - Harry Truman
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    • Profile picture of the author Daniel Evans
      One's initial potential is completely unlinked to anyone else, hence why I press that everyone has potential in their starting state.


      Originally Posted by myob View Post

      By definition, a mute point needs no elaboration.
      That claim suggests a 'Moot' point, and it still isn't applicable.

      I didn't ask for elaboration of my point. I asked for elaboration of your opinion as to why you thought you couldn't reply to a valid point which stipulates that anyone can make a cold call. It's not 'moot', (nor 'mute') because you don't wish to address it.

      Deary me. My brother caught a flea!

      I've been getting sales, leads, and referrals from this Warrior Forum audience since 2002.
      Perhaps you were speaking of other professional services back then, if you insist that you don't market here.

      In light of the bamboozling contradictions, (which also demand no elaboration at this point), I can only conclude with a quote of my own which sprang to mind when you made the claim relating to other peoples inability to cold call:


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  • Profile picture of the author myob
    Originally Posted by Daniel Evans View Post

    That claim suggests a 'Moot' point, and it still isn't applicable.

    I didn't ask for elaboration of my point. I asked for elaboration of your opinion as to why you thought you couldn't reply to a valid point which stipulates that anyone can make a cold call.
    Amateur cold callers are immediately identified, and just as quickly dismissed by the flick of a finger like a pesty flea.

    Originally Posted by Daniel Evans View Post

    Deary me. My brother caught a flea!
    I've been getting sales, leads, and referrals from this Warrior Forum audience since 2002.
    Perhaps you were speaking of other professional services back then, if you insist that you don't market here.
    Here in context, was referring to the thread, not the Warrior Forum. Once again, your blatant persistence in taking my words out of context is showing. I am getting sales, leads, and referrals from the Warrior Forum even now, just as I have nearly 18 years ago. Perhaps you have heard of the War Room as well other advertising options available to forum members. Read my posts again. I do not directly promote my products or services in any of my posts.

    Originally Posted by Daniel Evans View Post

    In light of the bamboozling contradictions, (which also demand no elaboration at this point), I can only conclude with a quote of my own which sprang to mind when you made the claim relating to other peoples inability to cold call:

    "If you hear a voice within you say 'I cannot paint,' then by all means paint and that voice will be silenced."
    - Vincent van Gogh
    "Experience is the best teacher, but a fool will learn from no other."
    - Benjamin Franklin
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    • Profile picture of the author Daniel Evans
      Making a claim and subsequently writhing and wrangling to reach for the suggestion that you are being taken out of context, through lack of your own detail, is void.

      Many cold callers are dismissed with the flick of a finger (like a flea) before they can even express themselves as an 'amateur' or a 'professional'.

      ...They put them in the teapot and make a cup of tea!

      "Experience is the best teacher, but a fool will learn from no other."
      - Benjamin Franklin
      Thus, heed before reaching immediately for the claim that people simply haven't experienced the elusive mystique of a 'professional' cold caller. Their experience isn't yours, nor is their ability.

      Many people have experienced all kinds of cold callers and many people are selling successfully for themselves regardless if you shun the concept with the retort 'Good luck with that...' because it doesn't fit something you wish to hear.

      If you strive for context, you should avoid making blanket assumptions and appreciate and consider each persons contextual account....
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  • Profile picture of the author myob
    Originally Posted by Daniel Evans View Post

    Making a claim and subsequently writhing and wrangling to reach for the suggestion that you are being taken out of context, through lack of your own detail, is void.
    Perhaps. But I would suggest you spend as much diligence in learning the craft of selling as you have in scrutinizing inadvertent omissions of irrelevant detail.

    Originally Posted by Daniel Evans View Post

    Many cold callers are dismissed with the flick of a finger before they can even express themselves as an 'amateur' or a 'professional'.
    Agreed. However, I have provided tips on how to minimize the flicking, even for amateurs. Read my posts in https://www.warriorforum.com/offline...effective.html

    Originally Posted by Daniel Evans View Post

    Thus, heed before reaching immediately for the claim that people simply haven't experienced the elusive mystique of a 'professional' cold caller. Their experience isn't yours - nor your ideal.
    Agreed. However, a "professional" image generally needs to be conveyed quickly to the recipient, and especially when the competition is particularly heavy.

    Originally Posted by Daniel Evans View Post

    Many people have experienced all kinds of cold callers and many people are selling successfully for themselves regardless if you shun the concept with the retort 'Good luck with that...' because it doesn't fit something you wish to hear.
    Agreed. There are exceptions. But I witness all kinds of cold callers everyday, who know nothing about me nor what I do. Very few get past the flick of my finger.

    Originally Posted by Daniel Evans View Post

    If you strive for context, you should avoid making blanket assumptions and appreciate and consider each persons contextual account...
    I will strive to be more diligent in the future regarding this matter.
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  • Ahh, another cold calling debate.

    You either like it or you hate it.

    Pro's for Like - dog cheap to do, keep dialling away and eventually get results. Have an ace opening line - if you get a "No" diplomatically accept it and move on.

    Pro's for Hate - you absolutely "hate" rejection. It can seem time consuming to get results. If you try and handle the "F off's" and go into battle with all the objections you might be worn down into an exhausted emotional frazzle.

    There is an alternative - low(ish) cost to test, less competition than online, and easy to target your audience,

    And what wondrous medium might this be Steve?

    Postcards - with a barnstormingly great headline an irresistible message and a great offer (usually no harm is done if you infuse it with gorgeous graphics).

    It's almost impossible to fling Postcards in the trash without glancing at them and kerbang a very profitable percentage could read the perfect pitch and respond.

    Sit back and let the good people phone you.

    Steve
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    • Profile picture of the author animal44
      Originally Posted by Steve The Copywriter View Post

      Pro's for Like - dog cheap to do
      Only if you don't value your time...
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      • Profile picture of the author myob
        Originally Posted by animal44 View Post

        Originally Posted by Steve The Copywriter View Post

        Pro's for Like - dog cheap to do
        Only if you don't value your time...
        So, does this mean you really don't want to larn about how to be a professional cold coller?
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  • Profile picture of the author vishwajeet baghel
    i have worked in one of those and my god that was quite humiliating.
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