For those Struggling With Cold Calling For Offline Biz.

A T.O. is a "transfer to close".

Its the most effective way to close a phone sale in the book.

One person pitches, another closes

"Okay great, I have what I need. Now as far as payment options, I dont do billing...Im gonna go ahead and transfer you to a processor now, and they will get you handled and off the phone as quick as possible, can you hold a sec"?

This way the sales person doesnt have to make the jump or "shift" from being the customers best friend to "naling them for a credit card" so to speak.

The vibrational shift on a phone can be sensed by the customer if the TM isn't REALLY good.

But it seems normal, when a "processor" does it.

So thats what a T.O. is. Now some guy asked on my forum, whether he should let his VA do all the calling for him or not. and I answered below, I wanted to also share that with my brothers and sisters here on the WF because alot of people seem to be struggling with this.

This can be the difference between having a "talent" dependent business vs a "systems" dependent business.

Here was my very long drawn out answer. Hope it helps someone:

The best way is to have your va call them to tell them about your service and see if there is any interest, and if so (only), then tell them about your offer, and when they are agreeable, transfer them to you for the close.

Dont make your assistant kill themselves selling, only "introducing"... just call people courteously, and say "Hey we are a new business in town, just wanted to let you know about our service and introduce ourselves to the rest of the business community. Do you folks have a website for your company, or is that still in making?

(Infer that everyone either has one already, or is thinking about it..."is yours still in the making"?)

If not "Great. Well it was good to meet you, if you ever have any web needs call us, we'd be glad to help"!

How hard is it just to call people and say "Hi" and be nice all day? Its only hard when you are stressing to manipulate.

Anyway...

If they do that, it wont be too rough on them, and if they do it two or 3 hours per day, you are gonna EXPLODE with sales very shortly.

When you know, like i do, that by holding a good vibe throughout your call session, the sales will naturally come... then you dont stress a whole lot... you just call people all day and say "Hi", knowing that someone will buy at some point during your calling session.

You are just cruising along, biding your time, real nicely and sincerely, and building up your karma account...till you run into your "guy".

BAMMM! The season of reaping.

So have your VA "T.O" to you.

Get em while they are in the mindset. No "Call Backs".

Strike while the iron is hot. Dont let grass grow...

My two shillings.

Ps.

"But John , I called for 3 hours and nobody bought"

Did you hold your vibe for three hours? We you stressing? Were they sensing your need for the sale?

You only have a need vibe when you dont know your reward is coming... trust the numbers!

You only have the "shady" vibe (about telemarketing) when inwardly you believe you are scamming them, or you dont believe you are really providing any value...in that case look at your offer more closely, and figure out how you could make it more helpful and truly beneficial for them. Then you will feel GREAT about offering it!

Whoa!!!!!!!!! Could go into some real advanced teaching here easily if I dont watch it... I have 20 schpiels about this... and how the law of numbers works.

Learned after not only being in the cubicle for a thousand days, but watching over a thousand others as well, and being responsible for their production.

I have learned ALOT!

Everytime you shift your vibe, change your list, change a line in your pitch...

The law of numbers starts back over at ZERO, because you are no longer performing a consistent action.

Another thing is that when you get disappointed that no one has bought yet, you start , even un aware, putting that vibe in your calls. Just KNOW its gonna come, and carry yourself in conversation like you know that. No need to pressure anyone, nor yourself!

Each time you let go of a prospect feeling defeated, (just because they werent interested?), you carry that defeat to your next call. Its not theory.

Its true...so how do you solve the feeling of being defeated?

Simple...quit thinking its a competition where you are trying to BEAT your prospect! lol Does that make sense?

Remember, "You may have said this 100 times today, but its the first time for the guy on the other end". Give him your best enthusiasm, and be optimistic toward them. Dont look at them as someone you have to beat.

Remember this is the first time they have heard this today... even though its your 50th. Dont take it out on them.

I have said that 100 times to telemarketers. Give him the same chance you gave the first guy you called. Give him the benefit of the doubt. He might just be the one who is interested.

You know you arent gonna close everyone you call. In a pile of 100 leads you KNOW that SOMEBODY in there needs your service. Really its just a matter of uncovering them... they have a bunch of leads piled on top of them...you are only "uncovering" them...again.

They might be under the 5th sheet of paper... or they might be under the 99th...you never know, but you KNOW they are there!


- John