How I got my first client without cold calling and For Free

31 replies
Hi Warriors, I have seen a lot of posts here in the Warrior Forum about how many people got their clients cold calling and how cold calling rocks and I sadly realize that most people here don't know other ways to market their services/products.

That is why I decided to share part of my story with you and help some newbies to start making some dollars selling their services better, I must say that I deeply respect all the marketers in this forum and that I am not bashing anybody, I am just trying to give my 2 cents to the community and show other side of the coin, I have always cheers the good content and positive post of many Cold Calling Masters in this forum, but that does not mean I like their way to market, once I said that here I go....

I migrate to Canada some years ago by myself, I did not know anybody I was not married, I had a nice life but I was looking for adventure... I always try to have a company and never really succeed on that field .... cold calling was never working for me, I did not close good deals, etc....... but I had a "good job" as a Technology consultant.... but I was always wondering if there where more things to see.....that is how I simply quit my job and came to this wonderful country....

I was able to communicate in both official languages (english and french) that allow me to work again as "Technology consultant", but very fast I realize that in this country I was going to be able to do more.... here the people are very business oriented an that there is a lot of wealth to be made.... as long as I did not have friends, family or anybody to distract me, everyday after my 9 to 5 I start studying IM.... fortunately enough one of the first ebooks I bought talked about copywriting and sent me to Gary Halberts site:

The Gary Halbert Letter

Oh boy I devour everything that he wrote!!!!!, I read every post, every resource he gave, EVERYTHING, so I started offering some info product online applying this guys techniques to write better copy.... and that blew my mind, because they worked!!!!

So long story short I hated my job, I hated my boss, I was making some money online... and is when the thought came to me... Why I don't offer this same services to the brick and mortar clients? that can be the start of my business!!!!, I was by myself, so the time was right.... but the question was:

How Am I going to get clients?..... What If I cold call them and they hear my accent and laugh at me? ....What if they don't understand me?....all those were stupid doubts, but to me were so real....so this is what I did:

1) I set up a very simple 2 page website, the first page capture people
name, email and phone number, the second page was a report I created.

2) The report was about how to get a work permit in Canada, I did it about that, because it was a topic I knew and I have found many immigrants that did not have their papers in order.

3) I went to craigslist and I put a post like this:

"Secrets about work permits immigration lawyers dont want you to know"

I wrote it under the service section on the legal area and I basically sent them to the webpage were they will exchange their information for the free report.

That simple technique has many lessons that I will explain:

a) Go where your prospects gather, what ever you are going to offer, go wherever your prospects are, if somebody is in craigslist in the service section under lawyers, it is because he/she is looking for a lawyer!!!!!!

b) Talk directly to your prospect in a language he understands: If you are looking for a family lawyer, you don't click on an immigration post do you? my headline is talking to people with immigration problems, besides that it is pinching one of the most powerful emotions we have: CURIOSITY, and talking about lawyers.....we all hesitate about their transparency, so I use that as well.

c) Just talk to people who REALLY WANTS YOUR SERVICE: If you are on craigslist on the service section under legal, you see my headline, you read it, you click on it you arrive to my landing page, you fill up the form..Do you think this guy is a qualified prospect???? YOU BET IT IS!!!... and you did not have to "cold call" 400 people and get slammed the phone in your face... these people are already looking for an answer!!!!!

I was having on average 5 sign ups per day!!, no kidding.... so now the question was how do I contact an immigration lawyer and get into an arrangement with them.

Again I was facing the cold calling problem.... and I was going to go to a lawyer office.. me.... a nobody in a lawyer office!!!.... I know I know... silly thoughts, but they seem so real to me... I did not have an office....I did not have business cards... I was not even Canadian!!!!! how were they going to accept me? .... I know I was really stupid, but if I can overcame all my non sense for sure you can.

So this is what I did, I went again to craigslist and I post and ad like this under the job section:

"An Open Letter To Every Lawyer In Toronto Eager To Make More Money"

I should say that I had already 70 leads in my list and some of them have already start writing me back asking me if I could help them...

As you can imagine in the post I explain that I had a lead generation website and that I need somebody to take care of this leads, I was looking for a lead broker to sell the leads for me... and I was going to pay on a commission base... I left my contact information

Can you guess what happened next?

LAWYERS START CALLING ME!!!!!!!!

Yes, me, the insecure immigrant with no office, no business cards, or anything at all start getting calls of lawyers asking me to sell them the leads to them...

The rest is history... but that is how I started, that was my first client, true story.....that is how I started a few years ago in this wonderful country that open me its arms... and I hope to become citizen very, very soon.

I wrote this to explain a few things:

a) There are other ways to get clients besides cold calling.

b) Some of them can be free or you can start them with very few investment.

c) When you apply direct marketing principles you are creating a very powerful asset that not many people mention and that the cold callers will never have:

"YOUR MARKETING ASSETS"

What are those? those are ads, headlines, letters that pull a steady flow of leads every time you use them.... and they are proved to work.... after I "test" my marketing message in craigslist what I did was to use them in flyers, stickers, etc.... and it keep sending a steady flow of leads every month, once I had more money I put them on my PPC campaigns.

Lets see, as a cold caller you always will have just 24 hours per day.... you can't escalate that model..... unless you are hiring other telemarketers and then you increase your over head.... and... a direct marketer will kill you easily.... with the profit margins.

Cold calling it is an 8/hr job, while testing your marketing message will pay you 200/hr once you have test the right message.. you decide to work for 8/hr or for 200/hr....cold calling is like trying to bring water to your home with a bucket while direct marketing is creating a set of pipes to bring the water.... yes in the beginning when you are testing your message it may seem like cold calling is doing more, but once you have tested what message is converting the best cold callers will never see you again, trust me.

Once again I did not write this post to attack anybody, I did it to explain that it is possible to get clients without cold calling and for free, and to encourage all the offliners that are struggling right now.

Respectfully

Miguel "patadeperro" Pancardo

P.S.

I know that my English is not perfect, today I have a native English speaker as editor of all my material, she did not edit this, because this is my personal stuff.
#calling #client #cold #free
  • Profile picture of the author virginiad
    Hi, Miguel

    Great story. You really are very creative.

    I am sure that none of the telemarketing aficionados would be insulted by your presenting a different method.

    Thanks for a great idea

    Virginia
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    Virginia Drew


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    • Profile picture of the author patadeperro
      My pleasure Virginia, i am just trying to help some warriors here that seem to have a hard time getting clients and cold calling.

      I am very glad that you enjoy it.

      Originally Posted by virginiad View Post

      Hi, Miguel

      Great story. You really are very creative.

      I am sure that none of the telemarketing aficionados would be insulted by your presenting a different method.

      Thanks for a great idea

      Virginia
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  • Profile picture of the author Molad
    Thank you for this. My mind has been toying with how to profit from the huge potential of new immigrants coming to canada every year. I am an immigrant myself and I understand the huge potential available in this market, but I just didn't know how to tap into it.

    Molad
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    • Profile picture of the author patadeperro
      You are welcome Molad, enjoy and apply it to many other ventures.

      Originally Posted by Molad View Post

      Thank you for this. My mind has been toying with how to profit from the huge potential of new immigrants coming to canada every year. I am an immigrant myself and I understand the huge potential available in this market, but I just didn't know how to tap into it.

      Molad
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  • Profile picture of the author lestat1000
    Miguel, I know this story, I´m witness of every word...so when I read it, I can say that maybe is on of the best posts you have ever shared...Congratulations¡¡ Ah, I forgot, I also hate cold calling¡¡¡
    Luis Mejía (Medus)
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  • Profile picture of the author Mike McAleer
    Thanks so much!

    I have just started looking @ other ads on CL and this is another good strategy for me to use.
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    • Profile picture of the author patadeperro
      Originally Posted by Mike McAleer View Post

      Thanks so much!

      I have just started looking @ other ads on CL and this is another good strategy for me to use.
      Go on mike, craigslist can help you to test your message and after you have tested the winner you can use it in other media.
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  • Profile picture of the author iAmNameLess
    Miguel... Congratulations on achieving success, however you are one of very few people who can without cold calling. Of course it all depends on the service you are offering. For web design, google places, and local SEO, if you don't cold call, you're missing out on thousands and thousands of dollars.

    If cold calling didn't work for you, then you didn't have a good script or you stepped away from having a script! Perhaps you didn't play out your law of averages.

    Everyone I have had making cold calls, even with no knowledge of the service, have been able to make sales. ANYONE can make a minimum of 2,000 a week if you are cold calling and have a proven script. I can make 100 calls a day and know that I will make at least one sale. One sale will be at least $600. I have a higher law of averages though, for me it is now 1 in 25 calls.

    Bottom line, anyone that needs to make money fast, needs to cold call. Sure you can get leads using other tactics, but cold calling is proven to work, no matter what!

    Great post though, and you're definitely right about there being other methods, just not as quick!
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    • Profile picture of the author patadeperro
      Originally Posted by iAmNameLess View Post

      Of course it all depends on the service you are offering. For web design, google places, and local SEO, if you don't cold call, you're missing out on thousands and thousands of dollars.
      First of all thanks for you words and comments iamnameless, nevertheless I should say that I have sold SEO as well via direct marketing.

      If cold calling didn't work for you, then you didn't have a good script or you stepped away from having a script! Perhaps you didn't play out your law of averages.
      You may be right here, I have never used the law of averages, because I have never wanted to be "average"

      Maybe as you said, I had a bad script, but what a cold caller never realizes are two very important point in marketing.

      a) PROSPECTING. When you are cold calling you are just calling any random person that you "believe" may need your service and push them to see you, you don't know if they give you an appointment just to stop you from keep calling them or because they are really interested...furthermore you can be wasting precious time with people who are not going to buy from you.

      b) POSITIONING. I always ask this question to all the cold callers... when have you seen a doctor cold calling? Have you ever heard a dialer saying "Good night Ms Jackson this is Kelly calling from your Oncologist do you need a mammogram ? because we have an special discount today.... NEVER.. Why? Because doctors position themselves as experts in their field and that gives them a lot of leverage when charging money!!!..when you are cold calling you are showing that you WANT their business...with a doctor is not like that, the patience is the one that needs the cure... and that makes a HUGE difference when talking about prices

      Respectfully
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      • Profile picture of the author iAmNameLess
        Originally Posted by patadeperro View Post

        First of all thanks for you words and comments iamnameless, nevertheless I should say that I have sold SEO as well via direct marketing.



        You may be right here, I have never used the law of averages, because I have never wanted to be "average"

        Maybe as you said, I had a bad script, but what a cold caller never realizes are two very important point in marketing.

        a) PROSPECTING. When you are cold calling you are just calling any random person that you "believe" may need your service and push them to see you, you don't know if they give you an appointment just to stop you from keep calling them or because they are really interested...furthermore you can be wasting precious time with people who are not going to buy from you.

        b) POSITIONING. I always ask this question to all the cold callers... when have you seen a doctor cold calling? Have you ever heard a dialer saying "Good night Ms Jackson this is Kelly calling from your Oncologist do you need a mammogram ? because we have an special discount today.... NEVER.. Why? Because doctors position themselves as experts in their field and that gives them a lot of leverage when charging money!!!..when you are cold calling you are showing that you WANT their business...with a doctor is not like that, the patience is the one that needs the cure... and that makes a HUGE difference when talking about prices

        Respectfully
        Absolutely true... positioning is the difference between paying the bills, and becoming wealthy! Very good point!

        I think cold calling is great though, and I get many sales from it and it definitely helps if you need money fast! I recommend it to anyone that is in a sticky situation. Hell, if you hire a commission only sales person, you should be pulling in quite the profit.

        It is very beneficial to cold call when you're new in an area. It generates a bit of interest, and sales! People hear your company name, and they say no right away, at least they heard your company name!

        Direct mailing is great. Like you said, positioning is really a key point, and that gives you great positioning!
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  • Profile picture of the author Chris Dolan
    Great story Miguel and surely something that will inspire people to go out there, and create their own success story.

    Chris
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  • Profile picture of the author ltplenus
    Excellent post Miguel !
    You just reminded me of a strategy that i have to use myself. As you said, its not an attack against the cold callers around here. No way ! it's a great strategy of course however...it's not for me. I just can't do it. I'm not comfortable with it for many reasons including the ones you have mentioned. I've been in US for about 10 years and my English is not the worse thing in the planet but... still i don't like doing it even on my native language lol !!
    Of course i'll be looking for "phone lovers' out there. Some people just love this kind of job/task and it wont be any hard to work with one of them on a commission basis though, i wont open my mouth until a customer is hooked :-)
    Thanks again buddy !
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  • Profile picture of the author rr1455
    Great Stories.... Prospecting is hard work is done correctly... Here is a web site that might help some of you out: prospect 4 Let me know what you think.
    Roger
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    http://www.apibestinclass.com

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    • Profile picture of the author ltplenus
      Looks good at a first glance i'll check it out...Thank you !
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  • Profile picture of the author krjewellers
    This is a success story. Thanks for sharing it. I have a horrible
    time with ghosting at craigslist for items I want to sell in my
    area. It got really bad about 6 months ago. I have never thought
    of promoting internet activities for that reason. Any pointers?
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    • Profile picture of the author patadeperro
      Originally Posted by krjewellers View Post

      This is a success story. Thanks for sharing it. I have a horrible
      time with ghosting at craigslist for items I want to sell in my
      area. It got really bad about 6 months ago. I have never thought
      of promoting internet activities for that reason. Any pointers?
      Just post one ad per email address per day make sense?
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      • Profile picture of the author krjewellers
        Originally Posted by patadeperro View Post

        Just post one ad per email address per day make sense?
        Makes sense. I will definitely try based on your success. Thanks.
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  • Profile picture of the author Dexx
    Awsome story of taking action and eliminating all the excuses!

    Keep it up!

    ~Dexx
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  • Profile picture of the author brik2500
    Awesome story...I love Gary Halbert as well.

    You learned a ton of important lessons....

    1. If you can make the crowd, you can charge what you like.

    2. The power of making the "rivers" flow to you!

    Awesome.

    BEST

    Brik
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    • Profile picture of the author patadeperro
      Originally Posted by brik2500 View Post

      Awesome story...I love Gary Halbert as well.

      You learned a ton of important lessons....

      1. If you can make the crowd, you can charge what you like.

      2. The power of making the "rivers" flow to you!

      Awesome.

      BEST

      Brik
      Absolutely!!! Gary Halbert should be a MUST for everybody trying to make money online.
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  • Profile picture of the author Caper224
    Its always the simplest ideas that blow you away, great read, thanks for the tactic.
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  • Profile picture of the author Richard Essi
    Hi Miguel!

    I absolutely love your story! I also have all the Gary halbert's newsletters. The guy is a true genius.

    I love the part where he talks to some students about selling the most hot dogs.

    Basically, he asked his students the following question:

    - What would you do to sell the most hotdogs? By the way, no matter your answer, I will still have a strategy that will allow me to outsell you all.

    So the students started firing away with ideas:

    - Some talked about having the best stand with music and all
    - Others talked about having the best warm bread
    - Some talked about having the best tasting hotdog
    - etc

    Gary Halbert commended their ideas, but then told them how he would outsell all of them:

    He told them that he would get a regular hotdog stand, with the usual bread and hotdogs, and POSITION himself in the middle of a business district between 11:30 and 2 pm. Basically, during the lunch break.

    The image spoke volumes to me! Rather than spending all kinds of energy on all kinds of stuff, the real energy should be spent on positioning. This way, you are not begging people to buy your hotdogs, they are litteraly begging you to serve them as fast as you can!

    Excellent stuff Miguel! More success to you!

    Richard
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    • Profile picture of the author patadeperro
      Originally Posted by Richard Essi View Post

      He told them that he would get a regular hotdog stand, with the usual bread and hotdogs, and POSITION himself in the middle of a business district between 11:30 and 2 pm. Basically, during the lunch break.
      Salut Richar, Merci

      Great Gary Halbert explaining one of the most basic and misunderstood principles in marketing: THE STARVING CROWD.
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  • Profile picture of the author Newtron Bomb
    Great story.
    In marketing and promotion... the idea is to put yourself in front of those people who are looking for you. Excellent
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  • Profile picture of the author Newtron Bomb
    Great story.
    In marketing and promotion... the idea is to put yourself in front of those people who are looking for you. Excellent
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  • Profile picture of the author scarab
    There are always more ways to skin a cat. Congratulations on finding a new way to get noticed and generate leads at the same time
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  • Profile picture of the author SteveSki
    Hi Miguel, Great story. At the age of 48 I moved from the USA to Australia. Being in photography for years I knew how to generate plenty of leads but direct mail was too expensive to follow up on them. Thankfully I almost failed... but hunger forced me to overcome my fear of the phone and when I finally took action in spite of still feeling the fear guess what happened... yes I starting to book more photo shoots making 2 hours of calls than what a 2000 direct mailings got me. Went from earning almost nothing to $5,000, $10,000 and even $20,000 in profits for each weekend I book full of portrait sessions. My thick accent is very difficult for Australians to understand so I thought they would hang up on me if I called... but the opposite happened... they listened more carefully, paid more attention to what I was saying and perceived me as being a "Out of Town Expert" who was better than the local photographers they all knew. I bet the same will apply to you if you just take action despite your phone fears and started to dial for dollars! Use your copywriting skills to generate leads and pick up the phone and call them just to introduce yourself and ask if they have any questions you can answer. I bet you will be very surprised and pleased with the results.

    Cheers,
    Steve
    Action Supersedes Everything!
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  • Profile picture of the author pmbrent
    Craigslist is always a great resource, good idea though...
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