138 replies
So, after restructuring my marketing business, and deciding to go offline, I finally launched, and spent all day yesterday cold-calling and prospecting. Here are the results.

One outright rejection
twelve warm welcomes
three cold receptions
one "call tomorrow"

Followed up on the "call tomorrow" and boom, got a sales appointment.

I am thrilled. Even the rejection made me happy, as I know two things, I am one step closer to a yes, and I wouldn't have gotten a rejection if I wasn't taking action.

I am doing this full time and have only my wife's income to support us both until I turn a profit, but I have not been so relaxed and happy about my finances in years.

I owe a debt to this forum that I will never be able to repay. Thank you to all the warriors.
#action
  • Profile picture of the author mancmusicman
    Big Up to you bigredrassler ..I hope it goes well for you and you get that sale..im in the same boat as you as i too have started my journey in offline recently.

    Good luck
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  • Profile picture of the author Mehak
    great to hear things are going well for you. Wish you all the best and yes WF rocks!
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  • Profile picture of the author Tim Ross
    Well done!! Good to hear stories like this.
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  • Profile picture of the author eshber
    Well done mate! I would wish you luck, but i'm sure you don't need it!
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  • Congrats on taking action bigredrassler. Keep up the attitude as it will help you out a lot for what you're doing, and keep on taking action and the results will follow.

    Good luck with your new offline business!
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  • Profile picture of the author cbest
    You're over the big hurdle... taking the first step and contacting business's who can use your service. Congratulations on your call-back
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  • Profile picture of the author Tam Chancellor
    Congrats on taking action and especially getting the appointment!
    BTW, I just love your sig
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  • Profile picture of the author rolltide
    congrats on taking action!
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  • Profile picture of the author John Durham
    Good going on your action!

    Now just increase output, and multiply the results... and get this; "stay relaxed"!

    Increasing your output doesnt mean being more "tense", it only means doing more of the thing that is bringing prosperity!

    You can do that in a relaxed manner!

    More prosperity = "Good"

    Hey Im all about that right?

    Nice. You have problems, but you are fine because you know you are doing the things that solve them!

    "I got ninety nine problems and only one solution 'money', and Im taking care of that now, by selling on the phone, so its all good"!

    Great attitude.

    Just keep doing the right thing, and increase output. You will nail it.
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  • Profile picture of the author bigredrassler
    Thanks for all the positive feedback. Developed my needs analysis and presentation today, and my practice dummy(don't tell my wife I called her that) said the close was perfect, and if I would just sound more excited, she knows I will make a sale. And no, she isn't biased, she may be my biggest fan, but is my second harshest critic after myself.

    As far as the excitement, my years on the radio will benefit me when I'm actually in front of this person I am going to ask to pay me, because "while you can't get rid of the butterflies, you can make them fly in formation" which is what going on air was all about.

    Thanks again for all the well wishes and congrats, I will keep taking action, keep positive, keep enjoying the rejections as stepping stones to sales, and keep relaxed.

    I love this forum and its members with all my heart.

    NO MORE J.O.B. Only FREEDOM!!!
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    Experience is overrated, usually by old men who nod wisely and speak stupidly.-Og Mandino

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    • Profile picture of the author addison146
      your action is good for warriors .
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    • Profile picture of the author Diane S
      Originally Posted by bigredrassler View Post

      As far as the excitement, my years on the radio will benefit me when I'm actually in front of this person I am going to ask to pay me, because "while you can't get rid of the butterflies, you can make them fly in formation" which is what going on air was all about.
      What a great quote! I was a DJ on public radio for a year. The butterflies never left. Watch your popping 'p's! Best to you on your journey to money in the offline world.
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  • Profile picture of the author alcymart
    That's great to hear! You took action and already knew you would get those "No's" but still happy with the results, so the best has yet to come should you continue on the same path.

    Take care,

    Bernard St-Pierre
    Marketing Consultant
    Copywriter/Teacher
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  • Profile picture of the author LudVanDaal
    That's great, you've taken action.
    Of course you are going to be rejected by many. It's OK.
    You just have to keep going until you accomplish your goals
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  • Profile picture of the author paulie888
    It's great that you're taking action. I know it may be a little uncomfortable at first to cold call, but after a while you'll get used to it, and won't even give it a second thought anymore.

    Don't take the rejections personally, and just concentrate on your approach and script when cold calling - and try to get in at least 50 calls each day for best results!
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  • Profile picture of the author bigredrassler
    Wow, 50 calls a day would be a neat trick since my town only has about 40 independently owned businesses. I was going to start locally to build a client base and then expand since it's 20 minutes to the next town with businesses and 30 to the closest metropolitan area.

    Maybe if I set up my promotional sheet as an e-mail and mail it to businesses with a date and time I am going to phone to set up an appointment? My current strategy is to talk to the local business owners and let them know what exactly I offer through a well put together promo sheet, let them know I will be calling on them, and I have so far done it all face to face.(So far is a funny term since this is day 3). I will do it starting next week and track my results.

    Thanks for the feedback again guys, you all rock.
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  • Profile picture of the author wanna-succeed
    This is aweomse, keep it up!
    Now, I hate to have a big NOSE, but what bussiness are you involved in?
    All this hype has got me all curious!
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    No sig, good day m8...

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  • Profile picture of the author bigredrassler
    I am a full service marketing company for small and medium sized businesses. I basically handle all aspects like a payrolled marketing department, everything from radio, tv, and print ads to website creation and management, and even do merchandise marketing such as t-shirts, hats, key chains(I am a vistaprint reseller, it is free right now to sign up).

    The first sales presentation did not go as planned, and wasn't ideal...because the prospect threw me for a loop and took control of the appointment. It didn't end in a nightmare though, she used the "not right now, but probably this summer" justification. But, at the risk of sounding naive, I still think the owner is a hot prospect, so I'm going to extremely soft sell her for the next couple of months.

    Any tips on how to keep control of the meeting? It was my first official meeting so, though I had prepared well in advance, I did not prepare for everything.
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    • Profile picture of the author WikiWarrior
      Congrats on getting start Bigred, sounds like you have a lot to offer your prospects. When you say the presentation didn't go as planned and she took control, do you mean she kept interrupting a stand-up presentation or you were sitting down throughout and getting a grilling instead of asking the questions?

      So far I haven't done any what I would call presentations, as such. I just meet with a lot of business owners at a nearby Costa Coffee above the local supermarket and just 'chew the fat' over a drink and seal the deal. It's worked great so far which is lucky because I don't have offices.

      Look forward to hearing about you landing your first client!
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      • Profile picture of the author bigredrassler
        Originally Posted by YOUniversityLife View Post

        Congrats on getting start Bigred, sounds like you have a lot to offer your prospects. When you say the presentation didn't go as planned and she took control, do you mean she kept interrupting a stand-up presentation or you were sitting down throughout and getting a grilling instead of asking the questions?

        So far I haven't done any what I would call presentations, as such. I just meet with a lot of business owners at a nearby Costa Coffee above the local supermarket and just 'chew the fat' over a drink and seal the deal. It's worked great so far which is lucky because I don't have offices.

        Look forward to hearing about you landing your first client!

        Well, it was a sit down presentation, but I have talking points and a visual aide, just a copy of my promo sheet but it helps me give them a point to focus on. I started the meeting by trying to educate them on how impoortant marketing is, but the prospect already knew the information and interrupted with

        "So, what services do you offer" I gave a few of the services I think would benefit them and completely skipped my needs analysis and then the prospect said

        "I'll be honest with you, because I don't want to waste your time. I don't have the revenues for this right now because I'm having just opened up(yes, she said it like that) but around summer time when business slows down and I've established myself, then, if I decide to do any advertising I will definitely call you. I like the fact that you offer so many services and will use you if I decide to do any advertising"

        I was dumbfounded and couldn't see a way to get to my close, I should have mentioned how cheap the website would have been, and I even forgot to get referrals. I felt prepared when I went in, but left feeling like I should have prepared better.

        I'm still positive, because even if this was just a brushoff, it's another step closer to a yes, and I know I can sell my services because they will benefit the clients and bring them more revenue, foot traffic, and more success. It's just figuring out how to communicate that to the prospects.
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        • Profile picture of the author Bill Jenkins
          Banned
          Great work! Most people never get as far as you already have.

          You're bound to succeed in a big way with the way you're working it. And you'll soon hone your pitch and your conversions will sky-rocket.

          Again, great job!

          Bill
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        • Profile picture of the author John Durham
          Originally Posted by bigredrassler View Post

          ...

          then the prospect said

          "I'll be honest with you, because I don't want to waste your time. I don't have the revenues for this right now because I'm having just opened up(yes, she said it like that) but around summer time when business slows down and I've established myself, then, if I decide to do any advertising I will definitely call you. I like the fact that you offer so many services and will use you if I decide to do any advertising"

          I was dumbfounded and couldn't see a way to get to my close.
          I would call him back up and say "Hey Bob, on second thought, listen I got to thinking about this, and like I said I need some good showcase sites that I can demonstrate to the rest of the community... Tell you what, Im a business owner too , I understand cash flow... I could go ahead and build you a four page site for a $100 down if that would help you out... It would help me out to have your site in my portfolio... Then we could just work out some kind of payment plan that is reasonable for you... Im dont mind working with people a little if it helps me too.

          Does that sound fair enough?

          If you can lock him in, then from now on when other salesmen call him he's gonna say "I already have a web guy". You own his business now. Lock him in even if you only get 100 bucks down. Eventually he will want to do more work.

          If you cant lock him back in with the call back, then learn from this and tell yourself the next time you walk in a meeting "I cant fail to walk out without a check, because I will work with people wherever they are at".

          Now in the course of 5 appointments, you have 2 that pay you cash, you have one that didnt pan out, and you have two more that wouldnt have panned out, but you were so flexible that you were able to turn them into customers anyway by allowing a smaller down payment.

          Streams...

          When you know ahead of time that you are willing to do what it takes to get someones business, even if that means a small down payment, there is no fear of failure, because you will always win the client in your meetings.

          Kill em with kindness... "would that help you out Bob"?

          Be so flexible that theres no way to say NO to you.
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        • Profile picture of the author Chris Dolan
          Hey you did good - you found her true objection - cashflow - now the solution is 60/90 day payment plan or something that could get around it.

          Reducing prices or trying to show how cheap wont justify ...

          We learned this basic close when I started out in sales 15 years ago ...

          If X would You X now

          Eg. If we could live with a 90 day payment plan would you begin working with us today ...

          It maybe she would be a great free to paying client - if we deliver x during the next month will you sign for the paid service

          Contract that if you deliver something thats clearly deliverable (and no debatable in the contact) they pay ... like the free to paid paypal subscription model.

          But isolating the objection is good, you need to have the close for it - which could just be - when you have the budget what package do you want ...

          Good work

          Originally Posted by bigredrassler View Post

          Well, it was a sit down presentation, but I have talking points and a visual aide, just a copy of my promo sheet but it helps me give them a point to focus on. I started the meeting by trying to educate them on how impoortant marketing is, but the prospect already knew the information and interrupted with

          "So, what services do you offer" I gave a few of the services I think would benefit them and completely skipped my needs analysis and then the prospect said

          "I'll be honest with you, because I don't want to waste your time. I don't have the revenues for this right now because I'm having just opened up(yes, she said it like that) but around summer time when business slows down and I've established myself, then, if I decide to do any advertising I will definitely call you. I like the fact that you offer so many services and will use you if I decide to do any advertising"

          I was dumbfounded and couldn't see a way to get to my close, I should have mentioned how cheap the website would have been, and I even forgot to get referrals. I felt prepared when I went in, but left feeling like I should have prepared better.

          I'm still positive, because even if this was just a brushoff, it's another step closer to a yes, and I know I can sell my services because they will benefit the clients and bring them more revenue, foot traffic, and more success. It's just figuring out how to communicate that to the prospects.
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  • Profile picture of the author Demond Jackson
    I applaud you for taking action. Action is the bridge between where we are and where we desire to be.

    Even though you need the money, focus more on WOWING (is that even a word) your clients. Make them believe you really care about their business and you will have faithful clients.

    I wish you well.
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  • Profile picture of the author OnlineSeller
    Congrats, good to hear your success story.
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    • Profile picture of the author mjbmedia
      great for taking action. my first couple of meetings I lost the control and even though I knew more about what we were talking about I found I was trying to lead them where I wanted them to go rather than letting them talk about their business and what they wanted to achieve and then showing them how what I know (or bits of it) would help them achieve that.
      So maybe try that softer approach , allow them to do all the talking as theres lots you can offer but it should only be based around what they want
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  • Profile picture of the author kharlhoffman
    Well that was good, keep up the god work,continue to be a good example and continue inspired others.
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  • Profile picture of the author bigredrassler
    Wow, my first "hot thread". Thanks again for all the encouragement. I have some non-sales related appointments today but will be doing phone contacting when I get back. I figured I would call the local accountants being it is tax time and let them know in advance about my website creation service(none of the local CPA's have a dedicated website.)

    Any ideas on how to structure the site or what features should be available?

    I'm more and more excited every day.
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    • Profile picture of the author GCooper
      Great job bigredrassler!

      -G
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  • Profile picture of the author Jody_W
    Point out to the CPAs that though business is great now it's going to slow down once tax season is over if they don't implement a marketing plan RIGHT NOW. Then lead into a plan using maybe an autoresponder and mailing list to get a regular newsletter into their clients' hands to help them plan their tax affairs all year long instead of waiting until it's time to file.

    Good luck!
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  • Profile picture of the author mr2monster
    Congratulations on getting out there and fighting for your share of the pie!
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  • Profile picture of the author tsuccess
    Good job with taking action. It's also good you have a positive attitude.
    You sound like a winner, keep it up and good luck.
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  • Profile picture of the author SteveSki
    Are you a member of John Durham's Telemarketing forum? If not what are you waiting for? Consider becoming a Gold Member so you can download his 4 hours of Off-line on Crack Audio Training. You have the willingness to do what it takes to succeed and John's training will turn you into an ace closer!

    Cheers,
    Steve
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    • Profile picture of the author Michael D Forbes
      Action, nothing happens without it. I just had a conversation with my oldest boys about the difference between making money on an idea or not. It all boils down to doing something, doesn't it?
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      • Profile picture of the author TE2
        Originally Posted by Micheal D Forbes View Post

        Action, nothing happens without it. I just had a conversation with my oldest boys about the difference between making money on an idea or not. It all boils down to doing something, doesn't it?
        No truer words have ever been said.

        Action is the key to all success. Without action, nothing happens.

        John
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    • Profile picture of the author TE2
      Big Red,

      Having 15+ years of professional sales (including management) under my belt, let me offer this to you and everyone else reading...

      The keys to success in selling are:
      • Consistent action (set minimum daily targets for calls, proposals, quotes, revenue, etc..)
      • Being prepared for rejection (it's not personal)
      • It's a numbers game (some will, some won't, so what, someone else is waiting)
      • Let the client do most of the talking
      • Don't try to sell them - let them sell themselves

      One thing to really understand is that when a prospect or client says "no" is that it is a "Business" no - its not personal, so don't take it that way. They are not rejecting you, they are rejecting your proposition.

      What you have to do is understand their objection(s) and counter them.

      Most people try to "sell" by proposing something and then waiting for the other person to accept or reject their proposal. Guess what happens 9 out of 10 times - yep, rejection because the sales person has probably not identified the prospects problems or needs (or even if they have any).

      I was trained in consultative selling and use the SPIN method. That is:

      Situation - first you need to under stand the prospects situation. What's going on in their world? ex: Been in business for 2 years, struggling to make it.

      Problem - what problems are they having? Why are they struggling? Rent to high? Not enough customers? They will share allot of non-relevant information with you but that is part of the qualifying process. If they don't have a problem, then you can't help them. In this case, they need more customer and you CAN help them.

      Implication - how does the problem impact them? In this example, we'd build on the problem they identified themsins or whatever.elves and discuss what impact the problem has on their business. And that will lead to...

      Need - what is needed to solve the business' problem? The prospect will, with your guidance, figure out that they need more customers or higher profit margins or whatever. They will literally tell you what hey need and that is where you can offer a solution.

      Keep in mind that this will not always lead to a an immediate sale. Just because they have a clear need and you have a clear solution does not mean you have a sale. There may be other obstacles to clear like: do they have the money to purchase your product or service? Do they have authority to purchase? Are they bound by legal constraints? Those are just some examples to illustrate the point.

      With all that said, let me say congratulations on "taking action". You are on your way!

      Just make sure that you take "consistent daily action" toward your business goals. If you don't have a plan, stop now and write it down. You can't hit the target if you don't have one.

      Good luck!

      John
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      • Profile picture of the author WikiWarrior
        Originally Posted by TE2 View Post

        Big Red,

        The keys to success in selling are:
        • Consistent action (set minimum daily targets for calls, proposals, quotes, revenue, etc..)
        • Being prepared for rejection (it's not personal)
        • It's a numbers game (some will, some won't, so what, someone else is waiting)
        • Let the client do most of the talking
        • Don't try to sell them - let them sell themselves
        John
        The biggest misconception I had when I started cold-calling 6 or 7 months ago was that I would be forced to be a balls-to-the-wall, in-your-face salesman to win clients. This was a real cause of fear for me when picking up the phone and dialling because I don't like the hard-sell, don't have the gift of the gab and was pretty sure I would get rejected a lot.

        Turns out most customers just want someone to listen to their problems and that IS something I am good at. I just chime in along the way with how I can help them and by the end of the discussion they have pretty much sold themselves. This was such a relief to discover.

        Another thing that really helps is if you are dealing with local business owners who you can meet up with. This is a really powerful tool for building a relationship and closing. Once you earn their trust and get your foot in the door, you'll become their go-to guy for anything they do online.

        One more thing. It may be different for you but I threw my script out the window after the first hour of the first day on the phones. I had all my questions/answers neatly and logically set out and not one of the people I spoke to would oblige by following the order!

        I definitely see value in having a script and pulling the person back into it if they try to derail you but I found it was less confusing for me to just try and flow with whatever they say. I guess the other part of it is that it doesn't take long to internalise the points you want to make and the principles of how to steer them and handle objections.

        Sorry to go OT there, looking forward to seeing you land a client Bigred!
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        • Profile picture of the author stevex
          Originally Posted by YOUniversityLife View Post

          The biggest misconception I had when I started cold-calling 6 or 7 months ago was that I would be forced to be a

          Another thing that really helps is if you are dealing with local business owners who you can meet up with. This is a really powerful tool for building a relationship and closing. Once you earn their trust and get your foot in the door, you'll become their go-to guy for anything they do online.


          Sorry to go OT there, looking forward to seeing you land a client Bigred!
          You just hit so many good points there about dealing with people on the phone that I had to give you a thanks.

          I used to work as a cold caller setting appointments for Insurance Salesman, and one of the key things my boss taught me was to learn how to listen to people. But also be ready with practiced rebuttals, and have some kind of script to guide you.

          Listen and guide them back-its all you can do a lot of the time. But also let the conversation be natural. Great points.
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  • Profile picture of the author bigredrassler
    Thanks TE2 for the detailed method. That is how I want to sell this, I want them to understand that what I do is help their business, not just take their money.

    I think that makes a difference. In IM there are so many ways to make money, different strategies, but I chose one to help others, because I want my local businesses to succeed. The business owners around here are people I know, people I talk to most every day, and I want their success as much as I want my own.

    "You can have anything you want, you just have to help enough people get what they want first"

    As far as signing up for a group or becoming a gold member, I am doing this with no working capital and no income outside of this business. My wife's income is taken up by the bills. I will reinvest in my business and personal developement with any profits I earn, but right now, it's just not feasible.

    Finally. Action plan for this weekend.
    1. Get a call list together.
    2. Create a calling script.
    3. Determine how many people I need to contact each day to reach my goal.
    4. Visualize(Yes, I am a PMA guy)
    5. Role play, rehearse.

    Monday.
    Take more action!

    I know this will work, and anyone trying something, anything, it will work, but you have to keep trying and take action EVERY DAY. Do everything you can possibly do, each day, to help you reach your goals. Even imperfect action helps, because then you can learn what you are doing that isn't working and change course. It is the most liberating feeling to know you are doing something, and not just daydreaming.
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    Experience is overrated, usually by old men who nod wisely and speak stupidly.-Og Mandino

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    • Profile picture of the author TE2
      Here's a simple script for you:

      Hi, may I speak to_____________

      If not them and you are asked by the gate keeper what is the nature of your call, you say: This is Red at <your business name> and I am calling about getting more customers and more revenue for <their business name>

      They'll either put you through or take your information - Occasionally you'll get a flat rejection or hangup.

      If they say this is them speaking, then say: This is Red at <your business name> and I am calling about getting more customers and more revenue for <their business name>. Would that be something you would have a few minutes to discuss?

      Then follow the SPIN model and let it flow. Start by asking them: How is your current business doing? Are you getting enough customers through the door? Enough revenue?

      Just let if flow naturally.

      Good luck and let us know how you are doing,

      John
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  • Profile picture of the author wcbanks914
    That is good to hear best of luck to you and your business.
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  • Profile picture of the author Amir Luis
    Originally Posted by bigredrassler View Post

    So, after restructuring my marketing business, and deciding to go offline, I finally launched, and spent all day yesterday cold-calling and prospecting. Here are the results.

    One outright rejection
    twelve warm welcomes
    three cold receptions
    one "call tomorrow"

    Followed up on the "call tomorrow" and boom, got a sales appointment.

    I am thrilled. Even the rejection made me happy, as I know two things, I am one step closer to a yes, and I wouldn't have gotten a rejection if I wasn't taking action.

    I am doing this full time and have only my wife's income to support us both until I turn a profit, but I have not been so relaxed and happy about my finances in years.

    I owe a debt to this forum that I will never be able to repay. Thank you to all the warriors.
    That IS AWESOME!!!!!!!!!!!! I didn't read the whole thread before replying because I am SOOOOO excited to see someone TAKING ACTION!

    I love it....

    You GOT THIS!

    You are willing to do what 90% of the people on WF won't do. Cold Call....

    You are a success story waiting to happen....
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  • Profile picture of the author bigredrassler
    Thanks for the simple script. I will be printing it out tomorrow (Can't do it from the laptop and I'm trying to let the wife sleep, she has the flu).

    You know, I knew I would get some "attaboys" for this thread but the sheer volume of encouraging statements is overwhelming. I already had an intense desire to make this succeed but now I feel like I've got a cheer squad that I would let down if I failed. Good thing I can only fail if I give up, since I'm not giving up, no risk of failure.
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  • Profile picture of the author bigredrassler
    Okay, I'm staying positive, but am honestly a little frustrated. I got a great prospect list together this weekend with plenty of information. I role played all evening on sunday, and then the blizzard hit. Businesses in 6 counties are closed and no one is answering the phones.

    What do I do now? Just wait out the storm and call after? Every day not talking to prospects is a day without income.

    Anyone have circumstances like this?
    Signature

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    • Profile picture of the author Amber Jalink
      Originally Posted by bigredrassler View Post

      Okay, I'm staying positive, but am honestly a little frustrated. I got a great prospect list together this weekend with plenty of information. I role played all evening on sunday, and then the blizzard hit. Businesses in 6 counties are closed and no one is answering the phones.

      What do I do now? Just wait out the storm and call after? Every day not talking to prospects is a day without income.

      Anyone have circumstances like this?
      Actually you might be able to turn this into a twist....

      (this is totally just off the top of my head here, I'm not very experienced in cold calling BUT.... I could see how this could work).

      There isn't much you can do about storms, a lot of people lose power, or just don't risk going into work.

      SO.. you might try tomorrow, but even if they can't be reached (because they're still cleaning out LOL), try Thursday.

      AND - you can automatically say, "I called you on Tuesday but the storm obviously made it difficult for us to connect".

      If you put a spin on it as simple as that, you're just following up on your phone call, you might reach people faster because the gatekeeper "might" totally forget to brush you off.

      Just my thoughts - not sure if I'm right or not, but give it a try.

      (We're set to get our part of that storm tonight, it's incoming right now, going to be horrible overnight... glad I work from home!)

      Amber
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      • Profile picture of the author Amir Luis
        Originally Posted by dimeco View Post

        Actually you might be able to turn this into a twist....

        (this is totally just off the top of my head here, I'm not very experienced in cold calling BUT.... I could see how this could work).

        There isn't much you can do about storms, a lot of people lose power, or just don't risk going into work.

        SO.. you might try tomorrow, but even if they can't be reached (because they're still cleaning out LOL), try Thursday.

        AND - you can automatically say, "I called you on Tuesday but the storm obviously made it difficult for us to connect".

        If you put a spin on it as simple as that, you're just following up on your phone call, you might reach people faster because the gatekeeper "might" totally forget to brush you off.

        Just my thoughts - not sure if I'm right or not, but give it a try.

        (We're set to get our part of that storm tonight, it's incoming right now, going to be horrible overnight... glad I work from home!)

        Amber

        Great idea.... now I wish it was snowing here....
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        • Profile picture of the author Amber Jalink
          Originally Posted by Amir Luis View Post

          Great idea.... now I wish it was snowing here....
          no... really you don't wish that LOL! (Maybe for the excuse... but not for the snow!!) It's coming down hard now.

          Yuck. I wish I was back in Florida for the winter <sigh>. Unfortunately my daughter wants to say in high school in one place. Go figure. :rolleyes: (LOL).

          Amber
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          • Profile picture of the author Amir Luis
            Originally Posted by dimeco View Post

            no... really you don't wish that LOL! (Maybe for the excuse... but not for the snow!!) It's coming down hard now.

            Yuck. I wish I was back in Florida for the winter <sigh>. Unfortunately my daughter wants to say in high school in one place. Go figure. :rolleyes: (LOL).

            Amber

            Kids.... She doesn't know just how fun Florida is I suppose. Buy I understand where she is coming from. I went to 2 junior highs and 3 high schools... That sucked.
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            • Profile picture of the author Amber Jalink
              Originally Posted by Amir Luis View Post

              Kids.... She doesn't know just how fun Florida is I suppose. Buy I understand where she is coming from. I went to 2 junior highs and 3 high schools... That sucked.
              She loves Florida - and one of her best friend's is there.

              However - being that we're Canadian, we can't stay in the US longer than 7 months... (school here goes from the first week of Sept thru to just about the very end of June).

              And she has gone to a few different schools so she wants to stay in one place - I get it. I don't like it because it means no FL for a while lol - but I get it.

              Anyway - back to the topic at hand - bigred, any good since? Or is it still down from snow where you are? (It's still coming down here, but I know some areas are mostly done with it now).

              Amber
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            • Profile picture of the author The Niche Man
              Congratulations: You've seem to have discovered a key to success all the hypie informercials, online ads and email blast ignore. You seem to love what you're doing.

              Your quote "I am thrilled. Even the rejection made me happy," says a lot about your attitude and chances of success. I've found when a person enjoys what they do for a living, they'll never work another day in their life.

              To Your Success!
              Signature
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              "201 Ways To Live Better On Less Money".
              "Because The Easiest Way To Make Money is ... ... By Saving Some First!"
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              • Profile picture of the author cagwatson
                congrats mate, thats excellent. I'll hopefully not be too far behind you, just fine tuning my own pitch before making those calls
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                • Profile picture of the author Amir Luis
                  Originally Posted by cagwatson View Post

                  congrats mate, thats excellent. I'll hopefully not be too far behind you, just fine tuning my own pitch before making those calls
                  If you need help with your pitch let us know...

                  There are quite a few of us that are making a killing by picking up the phone and selling it....


                  Also, there are quite a few pitches available over at The Telemarketing Forum - Index

                  There you can find a LOT of support and read multiple success stories of people doing what you are doing.

                  Just sayin...
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            • Profile picture of the author SamyE
              New Strategy for your Cold Calling....


              When they give you anything but yes, go to plan B....

              Thats OK, I understand, before I go, would you be interested in .....(Free Report & Bait Piece) ?

              If they say yes, take their email, if they wont give you their email tell them you have to charge for the report, that the free version is free because its all electronic.


              Work out a powerful tittle that a) solves a problem and is b) benefit driven, then offer them the report before you hang up.

              At least this way you get some educational materials into their hands, as well as the email and contact name.

              Then put them into your personal follow up sequence (not an autoresponder)
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              Samy Elashmawy Simple Sales Training
              Personal One on One Coaching, Training, and Consulting. Phone 201-467-4929 or Cell 201-926-9412. And Yes, I answer my own phone. If I am on a call, please leave a message and I will personally get back to you!

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              • Profile picture of the author Amir Luis
                Originally Posted by SamyE View Post

                New Strategy for your Cold Calling....


                When they give you anything but yes, go to plan B....

                Thats OK, I understand, before I go, would you be interested in .....(Free Report & Bait Piece) ?

                If they say yes, take their email, if they wont give you their email tell them you have to charge for the report, that the free version is free because its all electronic.


                Work out a powerful tittle that a) solves a problem and is b) benefit driven, then offer them the report before you hang up.

                At least this way you get some educational materials into their hands, as well as the email and contact name.

                Then put them into your personal follow up sequence (not an autoresponder)

                Sorry bro... but that is not new to me...

                One of the BEST ways to sell SEO is to offer a website.

                "Oh, you have a website... Great, How has it been working for you? Is it making you money like you thought it would?"

                I can offer you a free marketing analysis of your website and see if there are
                ways we can turn your website into a cash machine that makes your phone ring off the hook. What's your primary email address?"
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                • Profile picture of the author paulie888
                  Originally Posted by Amir Luis View Post

                  Sorry bro... but that is not new to me...

                  One of the BEST ways to sell SEO is to offer a website.

                  "Oh, you have a website... Great, How has it been working for you? Is it making you money like you thought it would?"

                  I can offer you a free marketing analysis of your website and see if there are
                  ways we can turn your website into a cash machine that makes your phone ring off the hook. What's your primary email address?"
                  You're absolutely right, many business owners have the tendency to think that all they need to have is a website, and suddenly customers will start appearing out of thin air.

                  When you educate and train them about SEO (without selling anything first), then they're far more likely to trust you and give you the job. You're already setting yourself apart from the majority of the SEO companies out there who push for the sale right off the bat, without gaining rapport and trust first.

                  Paul
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                  • Profile picture of the author billy84
                    Originally Posted by paulie888 View Post

                    You're absolutely right, many business owners have the tendency to think that all they need to have is a website, and suddenly customers will start appearing out of thin air.

                    When you educate and train them about SEO (without selling anything first), then they're far more likely to trust you and give you the job. You're already setting yourself apart from the majority of the SEO companies out there who push for the sale right off the bat, without gaining rapport and trust first.

                    Paul
                    absolutely, there are plenty of people out there who think they know how to manage the reputation of a company and they dont. a good SEO job is essential for any company who wants to invest in online marketing
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                    • Profile picture of the author paulie888
                      Originally Posted by billy84 View Post

                      absolutely, there are plenty of people out there who think they know how to manage the reputation of a company and they dont. a good SEO job is essential for any company who wants to invest in online marketing
                      The real issue here is that many SEO firms just start selling right away (usually in a pretty aggressive manner) without educating the business owners or building some rapport (typically in the form of giving helpful advice) first.

                      Paul
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    • Profile picture of the author TE2
      Originally Posted by bigredrassler View Post

      Okay, I'm staying positive, but am honestly a little frustrated. I got a great prospect list together this weekend with plenty of information. I role played all evening on sunday, and then the blizzard hit. Businesses in 6 counties are closed and no one is answering the phones.

      What do I do now? Just wait out the storm and call after? Every day not talking to prospects is a day without income.

      Anyone have circumstances like this?
      Sorry for the delay, the answer is...

      Be prepared to leave a short voicemail message and

      "Email"

      You just got some more experience (call it a lesson) and have learned that you should have multiple lead generating methods.

      Regards,

      John

      ps - Keep us posted on your progress
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  • Profile picture of the author Amir Luis
    Nope... But motion creates emotion....

    Keep moving..... What can you do since you can't call? Send everyone on your list a personalized letter. Letting them know you are going to call. Or better yet... asking for an appointment, that way they can call you.

    If they don't... no biggie... you are going to call them.

    If they do... bonus....

    You didn't sit through torturous reruns of "the Veiw" and "Rachael Ray"

    So.... there you go.... you now have something productive to do.
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  • Profile picture of the author PaulMark
    Awesome bigredrassler!
    That's a great testimony to taking action.
    I've actually thought about just walking through businesses around the area and dropping my card just to see what happens. It's totally different than my current approach, but I'm just curious. Now that I read your post, I may do it just to have something to report!

    Thanks for sharing!
    Mark
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    Just PM questions : Paul answers questions about rapid product creation, recurring revenue and creating online training programs. Mark answers questions about SEO, organic traffic, & local business marketing.

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  • Profile picture of the author princeambrose12
    Banned
    Congratulations to act bigredrassler. Keep up the situation as it will help you a lot of what you do and continue to take measures and the results will follow.
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  • Profile picture of the author bigredrassler
    Good day of calls, no yes's but some good feedback, keep plugging away until I get yes, and another yes and another.
    Signature

    Experience is overrated, usually by old men who nod wisely and speak stupidly.-Og Mandino

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  • Profile picture of the author mrmatt
    It is amazing what happens when you get your butt out from behind the computer and start talking to people. Congrats!
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    • Profile picture of the author Amir Luis
      Originally Posted by mrmatt View Post

      It is amazing what happens when you get your butt out from behind the computer and start talking to people. Congrats!
      Ain't that the truth!

      Even if it's cold.... like it is right now... you can be doing something productive.... just keep moving forward no matter what.
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  • Profile picture of the author bigredrassler
    Getting ready to get some sleep, gonna triple my efforts starting bright and early.

    task for tomorrow, make 45 calls. Goal, make a sale.

    Decided I've been putting in too much time researching the prospect before making first contact, which severely limits the calls I make in a day. But if I just stop searching the internet and directories for the information I want and ask the prospect when I call, I will get the same info much faster and should get better results, or any results.

    I love the fact that I learn new ways to improve everyday.
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  • Profile picture of the author Amir Luis
    45 calls is a drop in the bucket. I hope you get started early. Prime time to call is between 8 to 10am.

    You know the saying.... "The early bird gets the worm" ?

    I believe there is some truth to that.

    Since your making less than 100 calls. You might as well make the most out of each call.
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  • Profile picture of the author bigredrassler
    Hot damn, so close to a yes I can taste it. Contacted a nearby(couple of towns away) cleaning service. Good branding but not great, no real web presence, but a very effective business model with good profit margins. I think they are positioned to expand, perhaps more than just expand. I know I could help them reach whatever goal they have with an effective and broad reaching marketing campaign.

    This would be a great client for my portfolio, and my full list of services could help them reach their goals. Win-win.
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    • Profile picture of the author John Durham
      Originally Posted by bigredrassler View Post

      Hot damn, so close to a yes I can taste it. Contacted a nearby(couple of towns away) cleaning service. Good branding but not great, no real web presence, but a very effective business model with good profit margins. I think they are positioned to expand, perhaps more than just expand. I know I could help them reach whatever goal they have with an effective and broad reaching marketing campaign.

      This would be a great client for my portfolio, and my full list of services could help them reach their goals. Win-win.
      Go get em Dawg!!
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    • Profile picture of the author Jody_W
      Originally Posted by bigredrassler View Post

      I know I could help them reach whatever goal they have
      As long as you have this customer-focused attitude, together with your willingness to take action, you are sure to be successful. I'm looking forward to reading about your first client.
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  • Profile picture of the author Amir Luis
    John if I didn't see that photo of you... I would totally think your were gangsta....
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    • Profile picture of the author John Durham
      Originally Posted by Amir Luis View Post

      John if I didn't see that photo of you... I would totally think your were gangsta....
      Whats a photo got to do with bein an OG?
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  • Profile picture of the author Amir Luis


    HAHAHA.....

    Sometimes I learn what to do... by knowing what NOT to do.
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  • Profile picture of the author Ardoris
    Congrats for taking first step.

    Now, all you have to do is put other foot in front of that first step
    You are one step closer to your first client.
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  • Profile picture of the author tjbooker
    Great to hear someone taking action! Good luck in your endeavor!

    TJ
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  • Profile picture of the author lxzer
    congratulations on this. I too need to start my offline marketing business, im still in the research stage though. Im going to get off with selling QR codes. theres just a few questions i have regarding it and after they are answered i will implement the techniques right away.
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  • Profile picture of the author highestpaidgpt
    I love how this forum is very helpful!
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  • Profile picture of the author bigredrassler
    Just came from a successful meeting. Wedding planner/formal wear store, worked out that she needs to run an e-mail marketing campaign. The job was taken on spec, condition is that she must sell 5 dresses from my campaign. She is providing me with a targeted list of 1000 names of brides-to-be in the local area.

    I also want to provide her with a value added bonus. She sells prom dresses and is having trouble targeting high school kids. Her current strategy is to hand out business cards to the local school's students, but I think there is a marketing campaign I can run to target these kids and maybe expand to nearby cities. Anyone think of a way to reach these kids and get their information?
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    • Profile picture of the author Rus Sells
      Are you writing the emails or is she?

      Word of advice, as I used to own a Bridal store back in the 90's. They buying season for wedding happening "this" year is almost over so she's laid out some cash if she's doing wedding dresses and probably some for prom dresses too. Most shops do their dress sales in late summer and fall in preparation for the weddings the following spring and early summer months as well as for prom.

      The shop owner should have or will be looking at the 2011 fall fashions and buying those samples right about now if she hasn't done that already. So she needs to make room in the store for those, find out if she intends on having a sample sale and if so can you use that in the email.

      Many brides/prom girls to be are looking to save big bucks and will jump at buying a sample that is reduced in price. Bridal shop markup takes the wholesale cost of the dress and multiplies by 200%. So a dress that cost's the shop $400 is going to retail for $800 and a sample dress can still sell for around $550-$650 depending on the dress brand. She'll still make a nice profit and get rid of her sample inventory from the previous year. Mark up is same for prom dresses as well so this still applies to your situation. Just target it for prom and weddings too. = )

      If she's not interested in doing this with the campaign you'll have at least impressed her with your in-depth knowledge of the bridal industry. hehe

      Let me know, I am interested to find out what she says.



      Originally Posted by bigredrassler View Post

      Just came from a successful meeting. Wedding planner/formal wear store, worked out that she needs to run an e-mail marketing campaign. The job was taken on spec, condition is that she must sell 5 dresses from my campaign. She is providing me with a targeted list of 1000 names of brides-to-be in the local area.

      I also want to provide her with a value added bonus. She sells prom dresses and is having trouble targeting high school kids. Her current strategy is to hand out business cards to the local school's students, but I think there is a marketing campaign I can run to target these kids and maybe expand to nearby cities. Anyone think of a way to reach these kids and get their information?
      Signature
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  • Profile picture of the author John Durham
    @bigredrassler... TOTALLY love your sig!
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  • Profile picture of the author Pmcgrathm
    Congratulations man...one tip

    I currently run an offline marketing consultancy as well. One way to source potential clients is to browse through local small and mid sized businesses in your area - primarily retailers - and do due diligence on their web visibility.

    If they have none...let them know
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  • Profile picture of the author bigredrassler
    @russ...Great info. I will be writing the emails to showcase my copywriting abilities(another service I offer that she is hesitant to sign up for). She has already approved a discount on custom dresses, as an offer, but when I take the proposal to her, I will let her know about helping her clear her stock.

    She is mainly having two problems right now. The main one being that her wedding planning services are not paid for in advance, though a deposit is made it is fully refundable up to 90 days before the wedding, and many of the weddings are months away causing a cash flow problem.

    The second one is that many of her current customers are on the low end budget-wise and are buying her "previously loved" dresses, on which her markup is much lower. The reason her customers are not high-end is twofold. One-They think of her as a thrift store due to the fact that she does sell used dresses, and two, she does not yet carry the large name brands, though she is in negotiations with the suppliers.

    To fix the first problem, I came up with an email campaign that targets these brides offering the approved discount to get some dress sales going and help her cash flow.

    To fix the first part of the second problem will require some branding, which I can do, but she can not afford just yet(brand building my way is all encompassing and can get quite pricey, but it does the trick).

    The second part of the second problem is up to her, but I will stay with her and help her market whatever happens with the contract negotiations. With planning and hard work, I know I can exceed her expectations.
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    • Profile picture of the author Rus Sells
      I am interested to see how it goes so please update us.

      Originally Posted by bigredrassler View Post

      @russ...Great info. I will be writing the emails to showcase my copywriting abilities(another service I offer that she is hesitant to sign up for). She has already approved a discount on custom dresses, as an offer, but when I take the proposal to her, I will let her know about helping her clear her stock.

      She is mainly having two problems right now. The main one being that her wedding planning services are not paid for in advance, though a deposit is made it is fully refundable up to 90 days before the wedding, and many of the weddings are months away causing a cash flow problem.

      The second one is that many of her current customers are on the low end budget-wise and are buying her "previously loved" dresses, on which her markup is much lower. The reason her customers are not high-end is twofold. One-They think of her as a thrift store due to the fact that she does sell used dresses, and two, she does not yet carry the large name brands, though she is in negotiations with the suppliers.

      To fix the first problem, I came up with an email campaign that targets these brides offering the approved discount to get some dress sales going and help her cash flow.

      To fix the first part of the second problem will require some branding, which I can do, but she can not afford just yet(brand building my way is all encompassing and can get quite pricey, but it does the trick).

      The second part of the second problem is up to her, but I will stay with her and help her market whatever happens with the contract negotiations. With planning and hard work, I know I can exceed her expectations.
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  • Profile picture of the author bigredrassler
    Okay, got the final draft of the sales proposal down. Got my marketing strategy created. My figures tell me that I can get her 37 sales off of this campaign, a far cry from the 5 she is requesting.
    I actually think selling on spec may be a strategy I can adopt. It would nly really work with retail stores, but hey, it could be a start. I take the proposal in tomorrow(she is closed on mondays) so wish me luck.

    And I have to say again, thanks to all the warriors who have been so encouraging, I was beginning to consider putting this venture on hold again since I hadn't had any income for three weeks, but I reread this thread and said to myself, "I should keep trying", my next meeting was the one that got me the sale. I honestly love and respect every member of this forum and wish you all the success you desire.
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  • Profile picture of the author bigredrassler
    Okay, went over the proposal with her and when we started talking price she seriously tried to low ball me. $75 to $100 a month would be her budget if I could get her website, facebook, and e-mail campaigns to work. I like this lady so I resisted the urge to slap her.

    I told her that for this first campaign, I would take a small base and a commission of the sales tracked to the e-mails.(discount offered through the e-mails). Once we saw how successful the campaign was, we could talk about my contract rate.

    I plan on offering the coupon as a downloadable pdf and I am trying to figure out how to track the downloads so I can reduce the discount after a set amount (I was thinking like 10% for the first 100 and 8% after that). Any help with how to do this would be appreciated

    I know that this campaign will be successful, and I can replicate it to help her get a steady cashflow. Right now, all I am waiting on is for her to get me the list, which she has to find somewhere in her store. It's been 2 days since the meeting, so if I don't hear from her today, I will call her after she opens tomorrow and remind her that I need that list.
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    • Profile picture of the author Amir Luis
      Originally Posted by bigredrassler View Post

      ... I like this lady so I resisted the urge to slap her.
      I literally choked on my sandwich while reading this....


      Originally Posted by bigredrassler View Post

      ... track the downloads so I can reduce the discount after a set amount (I was thinking like 10% for the first 100 and 8% after that). Any help with how to do this would be appreciated
      I am not sure why you would want to reduce the discount... other than to create urgency.... but there are other ways to do that. One thing I would consider doing is split testing the campaign.

      10% is not enough motivation for me to get off my couch.... or a simple mouseclick for that matter. What can I say... I am lazy.

      Tell me I pay "NO SALES TAX" and I will jump for joy on just the opportunity to screw 'the man'. Some how psychologically... I won't go for 10% but I will go for a lesser amount... pending on the sales tax in your area.... just on principle alone.

      I handled some marketing campaigns for a furniture store.

      Sunday Print ad... Really low prices and 10% off this weekend ONLY!

      You could hear crickets in the store. There was some traffic, but no measurable difference than any other Sunday with out blowing $4,000 on a full page advertising.

      Sunday Print ad.... Really low prices and PAY NO SALES TAX!!!

      There weren't enough sales people to handle the business that came in the door.

      To keep it legitimate.... The Furniture Store backed the percentage of tax off the purchase price. So the consumer recieved a 8.375% discount. But still paid the 8.375% sales tax.

      Some people complained when the cashiers would show them their receipt. Until it was explained what had happened... and the furniture stores accountant had to show they paid sales tax as a law.....

      They would shrug and walk away happy based on principle.

      Just sayin....
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  • Profile picture of the author kakucis
    Really inspiring!

    I have recently established my small business and any motivational success story is great for me! Well in my case I don't need to do a cold calling but still I am on the same boat wit you in some case!
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  • Profile picture of the author bigredrassler
    I like that idea since our tax rate is 7.95%, but I was actually going to pitch the discount in dollar amount. Custom dresses are expensive and 10% might not sound like much but "discounts start at $70 and just keep going up" with a fine print of "discount is 10% of total purchase price"

    And yes, the idea was to create a sense of urgency. The coupon will only be valid for two days, but that isn't enough to make me print the coupon out now, so I decided, hey if they think that they will miss out on the discount, they will hurry and print it, and that makes them more likely to go to the store.

    It may be a flawed assumption but it was how my mind worked at the time and I still believe it will work. The discount will be pitched as "Only the first 100 to download the coupon will get this discount" but then if, not likely considering the small list, but if 100 people actually download it, I still want the rest to have incentive to go in, so a slightly smaller discount will be offered.
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  • Profile picture of the author Amir Luis
    You may try the NO TAX idea the next round... a back up plan of sorts...

    Just an idea. I can see the logic of your current gameplan but it is always a good idea to have a back up plan....
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  • Profile picture of the author jsnfou
    Originally Posted by bigredrassler View Post

    I am thrilled. Even the rejection made me happy, as I know two things, I am one step closer to a yes, and I wouldn't have gotten a rejection if I wasn't taking action.
    That made me laugh for some reason, congrats and keep up the good work.
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    • Profile picture of the author Amir Luis
      Originally Posted by jsnfou View Post

      That made me laugh for some reason, congrats and keep up the good work.
      Made me think of the first time I tried to "make out" with a girl....


      I got slapped... but I am THAT closer to a yes....

      WOOOOO!!!!!!!!!
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      • Profile picture of the author Focused Action
        congrats on taking action.

        think of this process as a numbers game

        1. if you get 1 client out of 25 calls/contacts - you now know how many calls/contacts you need to add a client

        2. if you do a great job with the new client, you can probably get the new client to refer you to say 2 more new clients. so now think of it as getting 3 clients for every 25 calls/contacts!!!

        keep it up.
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  • Profile picture of the author Amir Luis
    This is an absolute truth...

    One client is not just a one time sale... That one client can turn into a full time job within itself... with full time pay of course....

    And... They Have Friends...

    That is why I started networking with the local politicians... That little invite to a dinner form a happy client has turned out to be quite lucrative.
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  • Profile picture of the author bigredrassler
    Got the list of e-mails just before the weekend and imported it into mailchimp(in case no one has realized, I am doing this on a $0 budget) and the list was much shorter than indicated, almost 50%. But that's okay. It is highly targeted, by lifestage demographic, gender, and geography.

    I will compose the campaign this week and launch this weekend, timed e-mails should be sent in 2-4 day intervals with the last two of this 6 message shot within 24 hours, then one or two additional "approaching the end" e-mails. And finally, a post-event thanks.

    This should help my client(can't get over how good that feels to say/type) build a relationship with this list.

    The method and copy will be as follows:

    1st e-mail-Introduction of myself and client's business, share a story with prospect of negative event relating to wedding dress purchase (from unnamed rival store...*ahem*David's Bridal*ahem), tease of special offer from client only available to e-mail list, as a thank you for volunteering their information(kind of a twist on the free report we use in IM)

    2nd e-mail-Casual niceties, second story relating a humorous, near disaster from a wedding dress that was not custom ordered(note: I have researched and found anecdotal stories, I am not fabricating them myself), hint at client's upcoming deal with major wedding gown designer, reminder of special deal we want to offer but are still working out the details on.

    3rd e-mail-More friendly greet than previous mails, feedback request on dress styles preferred. Slight overshare of clients habits to develop a feeling of being an "insider"(this will be approved by the client) and also relating to her wanting to give an offer that is "too good" and will overwhelm her.

    4th e-mail-In depth greeting as if they are my close, personal friend, perhaps an overshare/anecdote relating to my own marriage, probably the old joke about my wife coming to me on her hands and knees after a fight(women typically love this joke). Story of dream wedding dress found at an unassuming little shop in a little town far removed from the standard stores, romanticized as much as ethics allow. Information on the offer and that the next e-mail will have the final details.

    5th e-mail-OFFER, what the discount is, where to get the coupon, timeline and restrictions. I am still trying to figure out how to set up this coupon. As mentioned before, I want to put a counter on it to indicate 93 downloads or whatever and after 100 downloads change to slightly lower discount.

    6th e-mail-Follow up on offer, reminder of store hours and valid date of coupon, where to get, and restrictions.

    This is the strategy. Any advice is welcome, though understand that I am fairly confident in this method as I have seen this style of quick relationship building and event oriented marketing work before, even been the customer of one of these campaigns.

    As an aside, I have come up with what I feel is a unique marketing strategy to market my marketing services(ack, the sentence structure burns) but am hesitant to share details right now, if it works I will gladly share it with my many supporters on this forum in a new thread, no opt-in or anything, just free info for the warriors who have helped me so much and the ones just starting out.
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  • Profile picture of the author Amir Luis
    I am not big on email marketing... but it looks good to me.....
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  • Profile picture of the author billy84
    telesales is a matter of stadistic, do not give up
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  • Profile picture of the author HaydenR
    Congratulations on clearing the most difficult part that 90% of people fail to.. pick up the phone and just call..
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  • Profile picture of the author GoGetta
    Awesome, action is all it takes!

    When cold calling, think of it as "every single NO I get, I am one call closer to the YES"

    Keep the momentum up!

    GoGetta
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    • Profile picture of the author paulie888
      Originally Posted by GoGetta View Post

      Awesome, action is all it takes!

      When cold calling, think of it as "every single NO I get, I am one call closer to the YES"

      Keep the momentum up!

      GoGetta
      Great way of summing it up - it is a numbers game after all, and if you can keep the numbers up with your calling then your success is all but assured!

      Paul
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  • Profile picture of the author bigredrassler
    so question, what do I do when I run out of minutes on my phone? I can hit the local businesses again, but in a town of 3000 people, the local business pool is small
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    • Profile picture of the author Amir Luis
      Originally Posted by bigredrassler View Post

      so question, what do I do when I run out of minutes on my phone? I can hit the local businesses again, but in a town of 3000 people, the local business pool is small
      Big Red.... In our conversations... You know that I lived in Eureka,KS. A population of roughly 3,000 people at the time. Really I think that was an inflated number to make us look metropolitan.

      Anyway.... in a town of that stature... a day trip was going to Walmart 30miles down the road in El Dorado. Long A mind you....

      The really cool thing about a town like that was everyone... and I mean EVERYONE knew everyone else. That is the town where you do something simple, effective, and free for a major player in the community as a lead in.

      Once the see there is something to that "interwebz thang you always talkin' 'bout" You will get referral after referral.

      Volunteer and get involved with the community... Let people get to know you as that nice guy who is willing to help. Then when the chips are down they will be willing to help you.

      As far as running out of minutes.... how could that possibly happen? You have a headset? Get a skype phone number or a Google Voice # and connect it with your Google Chat. You can make unlimited calls with unlimited long distance for FREE. You don't even need a phone.

      There is no phone needed to make money with what you are doing. Just a highspeed internet connection.... that's all...

      You have everything you need to be successful. So don't worry if you run out of minutes. Hell... I wouldn't use my phone if I had limited minutes because the internet and VOIP phones are more cost effective.

      Especially Google Voice.... did I mention.... FREE...
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  • Profile picture of the author Daws0n
    Wow, this topic is no more then a small e-book to me with a lot of good to know points
    I congrats OP for taking action because its the most important part

    I used to be in the same business and this is what i believe:

    1: take every call as its going to be your last call (it should be full of energy + positive attitude)

    2: It won't hurt to keep in mind that customer is always right (or sometimes the call will end up in a fight)

    3: One happy client == a lot of references == your wealth
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    I don't have a signature dude!
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  • Profile picture of the author bigredrassler
    Don't have a headset, and don't even have a mic on my computer, sold my high end one when I got out of radio. Should have minutes tomorrow, but when I run out, I get pretty upset. No minutes means very little opportunity to do business.

    As for making a play with a hub business, my current client is the best networked person in town. She has owned multiple businesses here and knows the value of marketing. Though the rest of the "Square" don't watch her every move, if I can get her foot traffic to grow significantly, everyone will notice. And she loves to spread the word.
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  • Profile picture of the author Amir Luis
    Run down to Wally World and get you a headset when you get a chance... Less than $20... That way you can save your minutes for when you need them....

    Just sayin...
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  • Profile picture of the author bigredrassler
    sounds good, will check that out. Thanks again Louie, always there with some helpful advice.
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    • Profile picture of the author paulie888
      Originally Posted by bigredrassler View Post

      sounds good, will check that out. Thanks again Louie, always there with some helpful advice.
      If you're strapped for cash (which you seem to be), sign up for a free Google Voice account and number - this will allow you to make and receive long distance calls (US and Canada) on it, so you won't have to use your cellphone minutes at all as long as you're at your internet connected computer.

      Paul
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  • Profile picture of the author John Durham
    Luis is rep-re-zent-in... knowhutumsayin?
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    • Profile picture of the author Amir Luis
      Originally Posted by John Durham View Post

      Luis is rep-re-zent-in... knowhutumsayin?
      I literally spit out some of my sandwich on that one John.... LOL
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      • Profile picture of the author John Durham
        Originally Posted by Amir Luis View Post

        I literally spit out some of my sandwich on that one John.... LOL

        Paul Meyers calls that a SPLORF
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  • Profile picture of the author Amir Luis
    Hey man... Will needs help on The Telemarketing Forum - Index

    You may go check it out....
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  • Profile picture of the author Kwin
    The funny thing is that your customers are right there and you pass by them every day. not everyone will say yes, but it is a numbers game and you have to keep at it. If you are intimidated by rejection you have to change your mindset because you will never be successful if you don't try!
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  • Profile picture of the author Brenden Clerget
    Originally Posted by bigredrassler View Post

    So, after restructuring my marketing business, and deciding to go offline, I finally launched, and spent all day yesterday cold-calling and prospecting. Here are the results.

    One outright rejection
    twelve warm welcomes
    three cold receptions
    one "call tomorrow"

    Followed up on the "call tomorrow" and boom, got a sales appointment.

    I am thrilled. Even the rejection made me happy, as I know two things, I am one step closer to a yes, and I wouldn't have gotten a rejection if I wasn't taking action.

    I am doing this full time and have only my wife's income to support us both until I turn a profit, but I have not been so relaxed and happy about my finances in years.

    I owe a debt to this forum that I will never be able to repay. Thank you to all the warriors.
    Bigred,

    I am stoked for you that you've taken your first step in the right direction. If I can, I'd like to suggest a few things to you in the coming weeks and days. These are things that if people would have told me from the get go, I would have been better off when I started.

    1. Don't know if you have a script yet. But write one. Think to the times you got some reception and openness from the business owner, and write something similar to what you said then. Read it out loud, 10, 15, 20 times. Work on your voice levels, intonation, things like that, talk in the mirror. Sell yourself. Record it if you have a way, listen back to it. Do it again.

    Change it until it sounds right, you'll know what I mean when you do it. You'll get that tingle on the back of your neck, arm hair might stand up.

    2. Be critical and honest of yourself. Don't undersell yourself, but don't expect to hit it out of the park every time. Be realistic, expect failures, but push for success. Always get something positive out of everything that happens.

    3. Don't get comfortable. Every success should make you more hungry - and want to push for automation, passiveness and more profit in your business. When you sign a client, find a way to automate the stream, capitalize on your new found income stream by upselling and expanding, and GET REFERRALS. Work ON your business.

    4. Once you have enough, and find it profitable, market yourself with paid local marketing. Find a media company and try to get a local commercial for a cheap time slot between 7 and 9 PM at night. If you need suggestions on how to get a cheap commercial made and running, hit me up.

    5. Have fun, your life only gets better from here on out.

    Good luck buddy, ask me sometime if you have any questions!

    - Brenden
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    • Profile picture of the author Amir Luis
      Originally Posted by Brenden Clerget View Post

      Bigred,

      ....Find a media company and try to get a local commercial for a cheap time slot between 7 and 9 PM at night. If you need suggestions on how to get a cheap commercial made and running, hit me up.

      - Brenden

      I would be interested in hearing how you get cheap commercials during prime time. Hell I think all of us would.
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      • Profile picture of the author Brenden Clerget
        Originally Posted by Amir Luis View Post

        I would be interested in hearing how you get cheap commercials during prime time. Hell I think all of us would.
        Not all channels do national advertising, many do regional advertising, with national mixed in. Depends on the time of day, and channel.

        And that's not necessarily prime time for certain channels with certain programming, it depends what they're showing. It is however, prime for who you want to market to. At least in my area.
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  • Profile picture of the author bigredrassler
    There are myriad ways to get "bargain" primetime spots, the main one being, not buying prime time but buying a large number of ROS, depending on how heavy the station or network is scheduled, you could end up with a commercial in the prime slot and be paying the station's cheapest rates. This does depend a little on luck.

    If you want the best rates, remember two things. You are a marketing and ADVERTISING agency, agencies get discounted rates. And also, 90% of the time, rates are negotiable. Every media sales person knows exactly what to do when they hear these words: "I'd like to buy some ad time, but these rates are just too high". I'll give you a hint on what the account executive does then, step 1, overcome the objection without giving in, "Well, these are the standard rates, and advertising is more an investment than an expense", if that fails, step 2. "Would you buy more if I dropped the rates more than usual?"

    So remember kids, being an agency gets you cheaper rates, and ALWAYS try to negotiate. This works with broadcast and print.
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    • Profile picture of the author Amir Luis
      Originally Posted by bigredrassler View Post

      There are myriad ways to get "bargain" primetime spots, the main one being, not buying prime time but buying a large number of ROS, depending on how heavy the station or network is scheduled, you could end up with a commercial in the prime slot and be paying the station's cheapest rates. This does depend a little on luck.

      If you want the best rates, remember two things. You are a marketing and ADVERTISING agency, agencies get discounted rates. And also, 90% of the time, rates are negotiable. Every media sales person knows exactly what to do when they hear these words: "I'd like to buy some ad time, but these rates are just too high". I'll give you a hint on what the account executive does then, step 1, overcome the objection without giving in, "Well, these are the standard rates, and advertising is more an investment than an expense", if that fails, step 2. "Would you buy more if I dropped the rates more than usual?"

      So remember kids, being an agency gets you cheaper rates, and ALWAYS try to negotiate. This works with broadcast and print.
      Big Red.... That is pretty standard... I was hoping for some secret sauce here...

      My father was the Sales Manager for KAUT Channel 24 in Wichita Kansas... Before moving to OKC and becoming the National Sales Manager for KOKH 25 in Oklahoma City....

      Maybe I should ask him...
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  • Profile picture of the author bigredrassler
    Oh, you mean the secret handshake with the media salespeople that gets you a 75% discount on all primetime slots and that can even be used to get national super bowl ads of :60 for only $25? Yeah, I want to learn that too, but I left the industry just before being taught that

    I know that is standard, but I also know that the average person has no idea about that stuff, especially that ROS spots can and many times do, end up in the choicest slots. I was never a sales manager though, just a lowly DJ/producer/copywriter/easter bunny, so I may have missed out on something.

    It would be cool to know that there is a secret method to getting bigger discounts, but I really don't think there is.
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    • Profile picture of the author John Durham
      Originally Posted by bigredrassler View Post

      Oh, you mean the secret handshake with the media salespeople that gets you a 75% discount on all primetime slots and that can even be used to get national super bowl ads of :60 for only $25? Yeah, I want to learn that too, but I left the industry just before being taught that

      I know that is standard, but I also know that the average person has no idea about that stuff, especially that ROS spots can and many times do, end up in the choicest slots. I was never a sales manager though, just a lowly DJ/producer/copywriter/easter bunny, so I may have missed out on something.

      It would be cool to know that there is a secret method to getting bigger discounts, but I really don't think there is.

      What in the heck are you two talking about...? Please use more hillbilly friendly language so that some of the more linguistically challenged people wont feel alienated.

      Thank yall.
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      • Profile picture of the author Amir Luis
        Originally Posted by bigredrassler View Post

        Oh, you mean the secret handshake with the media salespeople that gets you a 75% discount on all primetime slots and that can even be used to get national super bowl ads of :60 for only $25? Yeah, I want to learn that too, but I left the industry just before being taught that

        I know that is standard, but I also know that the average person has no idea about that stuff, especially that ROS spots can and many times do, end up in the choicest slots. I was never a sales manager though, just a lowly DJ/producer/copywriter/easter bunny, so I may have missed out on something.

        It would be cool to know that there is a secret method to getting bigger discounts, but I really don't think there is.
        Agreed....


        Originally Posted by John Durham View Post

        What in the heck are you two talking about...? Please use more hillbilly friendly language so that some of the more linguistically challenged people wont feel alienated.

        Thank yall.
        Since moving to Tucson I have lost my hickness...

        The other day a girl was talking about how she likes country accents... I tried to "turn it on" and just couldn't....

        Mass Media folk do have their own language... as do IM guys... It's all good...
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  • Profile picture of the author Amir Luis
    hmmmmm... And this helps us... how?

    As you stated... We would want to focus on prime time to be of maximum benefit.

    Also.... there is a difference between local station advertising and cable station advertising...

    I am trying to figure out the cheap effective advertising cost you mentioned in the previous post... I just can't seem to wrap my head around it....
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  • Profile picture of the author bigredrassler
    Ok guys, fingers crossed. Been pounding the pavement like a mad man, and neglecting my current account(I don't feel overly guilty though as she still hasn't sent me the second half of the mailing list she promised last week) and have an appointment in 30 for a sale. She already knows the price and is interested, I want to go over a few things with her so I know what she wants on her site and then I'm going to extremely soft upsell her on SEO. I also have an idea that I'm hoping she goes for, but don't want to jinx it yet.

    I am confident, prepared, and fresh as a daisy...a manly daisy, with chest hair and a hard hat.

    Peace and love to you all.

    Oh, one more thing, any newbies reading this...stop reading after this paragraph and hit the phones or hit the streets. Best high I've had since the incident in the hospital with the morphine.
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    • Profile picture of the author John Durham
      Originally Posted by bigredrassler View Post

      Ok guys, fingers crossed. Been pounding the pavement like a mad man, and neglecting my current account(I don't feel overly guilty though as she still hasn't sent me the second half of the mailing list she promised last week) and have an appointment in 30 for a sale. She already knows the price and is interested, I want to go over a few things with her so I know what she wants on her site and then I'm going to extremely soft upsell her on SEO. I also have an idea that I'm hoping she goes for, but don't want to jinx it yet.

      I am confident, prepared, and fresh as a daisy...a manly daisy, with chest hair and a hard hat.

      Peace and love to you all.

      Oh, one more thing, any newbies reading this...stop reading after this paragraph and hit the phones or hit the streets. Best high I've had since the incident in the hospital with the morphine.
      Good luck Bro!
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  • Profile picture of the author bigredrassler
    $125 in my pocket, another $125 when the site is finished. She jumped at it too. Just home to refill my cup and headed to the other side of town to sell some more. Gods I'm amped.
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    • Profile picture of the author John Durham
      Originally Posted by bigredrassler View Post

      $125 in my pocket, another $125 when the site is finished. She jumped at it too. Just home to refill my cup and headed to the other side of town to sell some more. Gods I'm amped.
      Yeah buddy! Thats what Im talkin about!

      BIG RED RASSLER!!!! Momentum! Movin ahead like a freight train! Not a one hit wonder!

      BTW: A Big Red Bull kinda daisy... we understand! lol
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    • Profile picture of the author Amir Luis
      Originally Posted by bigredrassler View Post

      $125 in my pocket, another $125 when the site is finished. She jumped at it too. Just home to refill my cup and headed to the other side of town to sell some more. Gods I'm amped.
      Another freakin' success story of someone that took action!!!!!

      There are probably some out there that would say... Only $250? Why would he sell a site that low..... I know why!

      He is now... The Web Guy... When they need ANYTHING internet.... He is at the top of the shortlist.

      If you are thinking to yourself... Why so low?

      Think about the 15,000 FREE websites Big Bird... (yellowbook) GIVES AWAY every single month....

      Big Red.... CONGRATS!!!!!!!!!!!!!!!!!!!!!!!!

      Good to see you making it!!!!

      If you can do it once.... You can do it a THOUSAND times.... I don't care what "it" is......
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  • Profile picture of the author bigredrassler
    Thanks for the big ups guys. And I am pretty sure that quote is Ziglar, though I read so many damned books it's hard to keep straight what came from where.

    No sales between first and lunch, tried to meet a few people during lunch but it proved fruitless as they were either "out to lunch"(dur) or working a lunch rush. Figured I'd take a chance to start with the concept of the site and hit it hard at 2, this is getting fun...and it's kind of addictive going and talking to people now that I have had an ambitious buyer.

    I love this forum and this life it has helped me realize.

    Oh yeah, and one more thing. Anyone thinking, as Louis said, that 250 isn't much, or that 125 in hand isn't worth it. At my best paying legal job, I brought in a weekly paycheck of just under $900. I was more thrilled to get this 125 than any of my 900 dollar checks.
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    • Profile picture of the author Amir Luis
      Originally Posted by bigredrassler View Post

      ... At my best paying legal job, I brought in a weekly paycheck of just under $900. I was more thrilled to get this 125 than any of my 900 dollar checks.

      Nice...
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      • Profile picture of the author bigredrassler
        Originally Posted by Amir Luis View Post

        Nice...
        I wasn't always I nice guy. I spent some time in the shady side of KC, until I met a woman who said the greatest sentence to make a man go straight..."I won't pay your bail." She is now my wife and I am now an honest citizen.

        As for doing this with an 8-5 job, there are ways around it, you could hire a salesperson, on commission even, to do the sales, then you fulfill the contracts. You could focus on business that don't keep banker's hours(bars, nightclubs, etc.) or you could even look into telecommuting or a 4x10 workweek if your boss is okay with that.

        You may also try reading "The 4 Hour Work Week" to free up some time if it is applicable to your situation. And if you really do have a nice salary, maybe cut some expenses, save up about 6 months worth of your reduced expenses, and then give two weeks and start cold calling like a mad man.(Only attempt this if you have a LOT of self discipline, I don't so I just quit my job and forced myself into a situation where it was act or starve, but I'm psychotic).
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        • Profile picture of the author Molad
          I could actually take 2- 3 weeks vacation.

          I just canme back from one, but I can schedule another in April or May.

          Thanks
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        • Profile picture of the author Amir Luis
          Originally Posted by bigredrassler View Post

          I wasn't always I nice guy. I spent some time in the shady side of KC, until I met a woman who said the greatest sentence to make a man go straight..."I won't pay your bail." She is now my wife and I am now an honest citizen.

          I resemble that statement...

          I showed a girl a picture of me 10 years ago... she said... "who's that thug?"


          We all change....
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  • Profile picture of the author Molad
    Congratulations Big Red!

    I really want to do this... has anyone with a full time 8-5 job tried this?
    I have a full time corporate downtown job that pays a very very healthy salary in this ecomony. I wish I could quit now and pursue this full time... but I can't at least not yet. My goal though is to quit by mid -2012, so I've been working on ways to get a passive income or small business going. The warrior forum has really helped in giving me many ideas.

    So far, Offline marketing looks very doable and offers a long term business model with opportunities to expand. Small biz owners at one of the forums that I frequent, spend as much as $5,000 dollars on simple e-commerce websites.

    I sure can do this by the side for now, but how do I call small businesses when I'm at work? I know there must be a creative way around this? Any ideas would be appreciated. Please people, there has to be a way!.
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  • Profile picture of the author bigredrassler
    Hey guys, another update. Worked on the Bridal store's email campaign this morning/afternoon. Built the design template and wrote some rough copy, mainly wanting to showcase the design.

    Sent a test to the client and told her it was just a test to show the design. I wasn't really happy with the copy but only took about 20 minutes on writing and researching so it wasn't what I was planning to use. She decided that the design looked good but wanted to go a different way from my idea and is sending me stuff.

    Creativity on contract, but it is her campaign and I want her to be happy with it, I just want to make sure it works.

    Will be restructuring the entire campaign to comply with her requests, but hopefully can still use the product launch model.

    Was going to do the wireframing on the salon's website today too, but I don't know what all she wants on her site, color scheme, logo, pages, content. I really don't like designing, I'm more of a content guy, can't wait until I can outsource.
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    Experience is overrated, usually by old men who nod wisely and speak stupidly.-Og Mandino

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  • Profile picture of the author Amir Luis
    I know the feeling... I would rather do.... nothing really...

    I like picking up checks.... I leave the techie stuff to others....
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  • Profile picture of the author bigredrassler
    I had a successful day of calling, a lot of calls, no sales. But I still consider it a success because after call and rejection 90, I could have gotten all upset and given up, but I kept on going. I once again put my mental limitations in the background and kept plugging ahead. I am convinced(and not just because I'm reminded every day) that if I keep taking action, and keep working towards correct action, every step of the way is a step towards my ends.

    I know a couple of people who have been following this thread are not where they want to be either, but don't get discouraged, just keep on plugging away, and we will see each other on the next level.
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    Experience is overrated, usually by old men who nod wisely and speak stupidly.-Og Mandino

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    • Profile picture of the author Amir Luis
      Originally Posted by bigredrassler View Post

      I had a successful day of calling, a lot of calls, no sales. But I still consider it a success because after call and rejection 90, I could have gotten all upset and given up, but I kept on going. I once again put my mental limitations in the background and kept plugging ahead. I am convinced(and not just because I'm reminded every day) that if I keep taking action, and keep working towards correct action, every step of the way is a step towards my ends.

      I know a couple of people who have been following this thread are not where they want to be either, but don't get discouraged, just keep on plugging away, and we will see each other on the next level.
      My TM's make 300 calls a day... They work 4 hour shifts...

      They don't give up either.... They know that if they don't generate a lead or make a sale every single day... They are fired.

      I appreciate your tenacity. That is all it takes to make it in this business. That's really all it takes to make it in any business.

      That... and a positive mindset.

      You notice that people who are unlucky in Vegas... are unlucky in other aspects of their life?

      I used to be one of those people.... I looked at what I can get... not what I can give.... Eventually... I had a change of thought and a change of perception in this world. I started to accept responsibility for my actions. Not thinking that I was a victim of circumstance...

      But actually OWNING my mistakes and failures.

      When I am trying to give to this world and it's people.... I receive more...

      Though my motives have to be pure.... I don't give so that I can receive... I just give.


      That being said.... Every day that you continue to take action... You are getting closer to success. The ONLY place that success comes before work is in the dictionary.

      You have everything you need to be successful.....

      You have the willingness to be successful or you not have made those calls today.

      You have a phone.... You have a script.... You have a Team of people standing behind you.... Wanting more than anything to read your success story.

      Stop thinking and start doing.

      Everything will work out exactly the way it's suppossed to.

      I am not going to get religious on you... Because I am not religious. But I am spiritual in nature. There is a book called "the Greatest Miracle in the World" by Og Mandino. I suggest you keep moving forward. And after you have spent at least 4 hours making calls and pefecting your pitch..... you go to the library and see if they have a copy.

      Once and when you get your hands on a copy of that book. Read Chapter 9.

      Read it every day for a month. While you keep calling EVERY single day.

      If you haven't made money in one week of calling 4 hours a day.

      I will shoot my dog.

      I love my dog..... so get on the phone.
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  • Profile picture of the author erange
    Great example of a 'never give up' attitude. Great job!

    To Your Success,
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    Eileen Starbuck
    Single Mom | Super Affiliate Promoter of "The Well Oiled Affiliate Machine"
    (...where anyone can learn how to bring home the online bacon!)
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  • Profile picture of the author bigredrassler
    I know I will be successful, and I know that that success will come from helping other people. Like Ziglar says, "You can have anything in life you want, you just have to help enough people get what they want first."

    I am getting ready for bed, looking forward to another day of calling, with a fresh tweak on my script thanks to Dave at TMF and my mood firmly under my control.

    So good night all, and I will post a success story tomorrow(I'm thinking a mid five-figure day would be a good one)
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    Experience is overrated, usually by old men who nod wisely and speak stupidly.-Og Mandino

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