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Phone prospecting

by Paul Myers
10 replies
I just saw a question about telemarketing in the main forum, and it reminded me of something I'd meant to post here in response to a thread a while back.

I have no connection with the guy, personally or professionally, other than getting his newsletter for the past 8 or 10 years or so. If you want to learn to use the phone for getting leads, sales, referrals or appointments, one very good source of info is Art Sobczak's "Business by Phone."

BusinessByPhone.Inc

Okay. It won't keep nagging at me every time I see the word "telemarket" now...


Paul
#phone #prospecting
  • Profile picture of the author Dexx
    Interesting find Paul, have you used the information yourself yet?
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  • Profile picture of the author Paul Myers
    Dexx,

    Back in the day, yes. I used to use a mix of online and offline, and his advice is on the money. It is definitely NOT "get rich quick" stuff. Just good old fashioned salesmanship, using the phone. And a very respectful form of it, which is why I stay on his list after so many years.

    I used to train TSRs and customer service reps, so it was easy sorting out who was the real deal and who was repeating what they'd read in a book. Art's the real deal.

    Mix the "print book intro" strategy with his appointment-getting processes and you could do very well, I think.


    Paul
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    Stop by Paul's Pub - my little hangout on Facebook.

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  • Profile picture of the author Chad Heffelfinger
    Thanks for the link Paul. I just checked out the site and it looks pretty promising. The phone is one of those things that I just don't like, I would just prefer to talk to someone in person, but I know it isn't the most efficient.
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    • Profile picture of the author myob
      I have also been getting Art Sobczak's newsletter for many years. Highly recommended for "offline marketing". The phone is still being used by every business, and most of them in the brick and mortar would never see an offer online.
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      “If I have seen further than others, it is by standing upon the shoulders of giants.” – Isaac Newton
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      • Profile picture of the author Ryan Johnson
        If you're going after businesses, yes a phone will work. If you're calling end users, don't see that working very well. Everyone is programmed to screen for telemarketers, plus most people use cell phones now.
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  • Profile picture of the author John Durham
    Wow Paul. I didnt know you had connections with the telemarketing kind. Cool. I always admire good TSR's and respect the level of dedication it takes for someone to be good... no sig point intended. Seriously. In fact Im cutting the sig right now anyway, you just reminded me.


    Originally Posted by Ryan Johnson View Post

    If you're going after businesses, yes a phone will work. If you're calling end users, don't see that working very well. Everyone is programmed to screen for telemarketers, plus most people use cell phones now.
    Yes residential calling as opposed to b2b is hardcore, no doubt. Thats where you hear all the telemarketing horror stories come from... b2b is actually quite easy comparitively.
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  • Profile picture of the author Paul Myers
    John,

    I'd hardly say I was "connected" to Mr Sobczak. I'm not sure we've ever even exchanged emails. I just get his newsletter, which is very good.

    I don't find phone sales to be any harder or easier than any other kind. Different techniques and expectations, but they're pretty easy to learn. Understanding the nuances is the trick.


    Paul
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    Stop by Paul's Pub - my little hangout on Facebook.

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    • Profile picture of the author geraldinesmith88
      I agree that phone prospecting is important especially when you're cold calling... It's really hard and not productive to call people who don't even have a slight interest to your products... It is really more efficient to call people who have the need, are interested, and are more probable to buy products...
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      • Profile picture of the author DukeNasty
        Originally Posted by geraldinesmith88 View Post

        I agree that phone prospecting is important especially when you're cold calling... It's really hard and not productive to call people who don't even have a slight interest to your products... It is really more efficient to call people who have the need, are interested, and are more probable to buy products...
        I dial every day (I am in the financial services space). Yesterday I made 477 dials and spoke to 45 people. That was above normal which for me is usually at least 200 dials per day. If cold calling was as simple as only calling the people who "are interested, and more probable to buy yur products", it would be a piece of cake.

        "Cold" implies that most people aren't interested in your product or service which is why you need to let the law of large numbers work in your favor. Granted, trying to develop a better list (not buying a list, developing a list by digging for phone numbers yourself) can be better than simply picking up the phone book, but I have found through the years of cold calling that there is no magic list or magic script. The law of large numbers (i.e. tons and tons of activity and pure hard work) always trumps everything else.
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        • Profile picture of the author myob
          ... which brings us all the way back to: Art Sobczak's "Business by Phone" :rolleyes:

          BusinessByPhone.Inc
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          “If I have seen further than others, it is by standing upon the shoulders of giants.” – Isaac Newton
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