55 replies
Hey all,

I just wanted to pick some of your minds. What is your experience with cold calling?

I work full time in the morning but wanted to make some cold calls during the later part of time. Unfortunately, my targets are small business (so I'd probably have to leave a message or something like that).

Any tips for a first time cold caller?
#calling #cold
  • Profile picture of the author P1
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    • Profile picture of the author JustSomeWarrior
      Don't leave messages. They don't get returned.

      It's hard to offer good advice because I'm not sure what you're selling, but if it can be provided to businesses on the other coast, then target them when you get home from work (or before leaving in the morning).

      Make sure that you don't waste time with anyone that is rude or nasty. If they aren't interested, it's not worth your time.

      Try to stick to at least 30 dials per hour. This is a numbers game. The calls that go to voicemail and the calls that go to rude jerks will help keep your overall average call time down significantly.

      If you can load all of their information into a database or spreadsheet and make the phone number a clickable URL that launches a SIP phone, then it will be even easier to do that, because you won't have to wast time dialing numbers.

      Remember - your goal here is only to qualify your prospects - not to sell. Cold calling is all about trimming your list and finding the people that are RIGHT for buying what your selling. The real sales start after the call is made.
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  • Profile picture of the author Susovan
    I agree with Jodib. It is a number game and you should keep on trying even if you get 100 "No"-s.

    1. Do not call in the morning
    2. Make calls in the afternoon/ during break time
    3. start with some stunning facts or information or questions...e.g. what is your per day expenditure conveyance? The person replies something and you tell him.....we are providing you health insurance for your family for an entire year at a cost per day of mere 10% of what you spend on conveyance per day".........you have sit with your set of data and chalk out some interesting, attractive but true figures. ...basically jugglery of numbers
    4. do not waste time for rude people
    5. Your simple job is to ensure an appointment
    6. Try using references if possible
    7. Do not believe on voice message, if no one receives, leave that for then and try later.

    Will be happy if this helps you anyways.....

    Thanks and regards
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  • Profile picture of the author socialdaniel
    Wow, thank you so much guys.

    @jodib thank you for such a warm respond.
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    • Profile picture of the author Mwind076
      Cold calling works, or my husband and I would be living on the street! We've been doing it for over 6 years.

      Random advice:
      -If you don't want to do it, hire someone that does it and loves it.
      -Have something DIFFERENT to offer, they get sales calls all day.
      -Go for appointment setting, not sales over the phone (let your telemarketer set the appt, you go sell face to face).
      -Don't expect 15 appts in your first week of 20 hours of calling...or something else outrageous. You have to get INTO the list and get to the DM's.
      -Have a targeted list, not a random zip code list.
      -Scripts are crap, TALK to your potential customers and know what you are talking about...for me that is knowing the business name, what we offer, and getting them to agree to an appt. They don't want pricing and "guarantees" over the phone.

      Any questions, PM me.
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      • Profile picture of the author DrPaul
        Originally Posted by Mwind076 View Post

        Cold calling works, or my husband and I would be living on the street! We've been doing it for over 6 years.

        Random advice:
        -If you don't want to do it, hire someone that does it and loves it.
        -Have something DIFFERENT to offer, they get sales calls all day.
        -Go for appointment setting, not sales over the phone (let your telemarketer set the appt, you go sell face to face).
        -Don't expect 15 appts in your first week of 20 hours of calling...or something else outrageous. You have to get INTO the list and get to the DM's.
        -Have a targeted list, not a random zip code list.
        -Scripts are crap, TALK to your potential customers and know what you are talking about...for me that is knowing the business name, what we offer, and getting them to agree to an appt. They don't want pricing and "guarantees" over the phone.

        Any questions, PM me.
        - If you hire someone to do it, make sure you supply them with the complete federal regulations, and coach them on what they can or can not say, and what they MUST say during a cold call.

        - After you get your targeted list, make sure to vet the list against the Federal Do Not Call list, as legally required in the US. also be sure to vet your list against Cell Phones, Pager numbers and reverse charge numbers (800-866-877-888) as cold calls to paid incoming devices can earn you a nice healthy lawsuit. (this is also a big reason not to do SMS marketing)

        If you have been doing it for 6 years, why are you still doing it? Shouldn't you have developed a monster list of clients by now? Repeat customers and referrals? Shouldn't you have your own phone ringing off the hook from fresh clients?

        You are in a Marketing Niche, why aren't you applying your own Marketing techniques to your own business, and drawing in business owners without cold calling?
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        • Profile picture of the author Deidra Renee
          Originally Posted by DrPaul View Post

          - If you hire someone to do it, make sure you supply them with the complete federal regulations, and coach them on what they can or can not say, and what they MUST say during a cold call.

          - After you get your targeted list, make sure to vet the list against the Federal Do Not Call list, as legally required in the US. also be sure to vet your list against Cell Phones, Pager numbers and reverse charge numbers (800-866-877-888) as cold calls to paid incoming devices can earn you a nice healthy lawsuit. (this is also a big reason not to do SMS marketing)

          If you have been doing it for 6 years, why are you still doing it? Shouldn't you have developed a monster list of clients by now? Repeat customers and referrals? Shouldn't you have your own phone ringing off the hook from fresh clients?

          You are in a Marketing Niche, why aren't you applying your own Marketing techniques to your own business, and drawing in business owners without cold calling?
          cold calling works..period..it's a fact..you know it, I know it, yellowpages knows it because THEY STILL DO IT! Of course there are rules..as there are rules about email marketing which some consider spam, but yet I still do it...sucessfully..every week..as far as why someone is still doing it after 6 years..Why not?? If it ain't broke, don't fix it maybe 65 clients or however many is not enough for some people! Who said you had to stop prospecting after so many clients and just use word of mouth or referrals? That's like saying if your direct mail campaign is working so good...why are you still doing it...ummm let's see...because it works??
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  • Profile picture of the author TheKeys
    If your nervous I would suggest hiring an expert who has done this before. Say like $50 per appointment or obviously you can change this price. Just find well-rounded aspiring individuals.
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  • Profile picture of the author ramireec
    even if you are going to hire some one I suggest calling your self so you can get an Idea on what the perception is for your product and I have to agree with some of the members here you have to know your product and be ready for lots of "no's" before some people to say yes is a numbers game, I've done call and warm calling and its always better when people show interest in your product much easy sale.
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  • Profile picture of the author Gingerroot
    In my experience, HOW you sound of the phone makes a difference too. Try not to sound rehearsed......make each call sound like the first time....that you called a given client with their specific interests in mind. In terms of auditory aesthetic, sound professional, knowledgeable and positive.
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  • Profile picture of the author Joshua Morris
    I dont know why people are saying dont call in the morning.......

    I make all my cold calls before 9am and i have a huge success rate....... if your the first caller of the day, then they do not have a negative attitude already built.

    If you call in the afternoon, you can be sure that you are not the first, and they will automatically not trust you....

    Cold calling is great, its how I found all of my clients.

    I have made a thread that talks about the biggest problems during a cold call, i wont bother rewriting it here, you can go and check it out if you want....... http://www.warriorforum.com/offline-...solutions.html

    If you get through to a gatekeeper, keep telling them you need to speak to the business owner, but at the same time answering thier questions politely and honestly and be very professional...

    When you talk to the gatekeeper, you are trying to close "talking to the busienss owner", so everything the gatekeepers asks you, finish your answer with "... I really think the business owner would want to hear this... can you put me through please"

    When you talk to the business owner, you are trying to close "getting the meeting".

    When you ask for a meeting DONT say "when is a good time for you", instead say "How is tuesday next week at 2pm"... when you are specific then the busienss owner is much more likely to say that they are free an happy for you to meet them.

    Tell them that you have seen some very important improvements that could be made that will increase thier online sales dramtically....... and you would like to arrange a meeting... is next tuesday at 3pm ok?

    If you go to my thread with the biggest problems, you will have the solutions to solve most of your cold calling issues.

    Good luck
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    • Profile picture of the author DrPaul
      Originally Posted by drummer05 View Post

      I dont know why people are saying dont call in the morning.......

      I make all my cold calls before 9am and i have a huge success rate....... if your the first caller of the day, then they do not have a negative attitude already built.
      Actually, because it's a violation of federal telemarketing laws to call a prospect before 9 am their local time. 15 U.S.C. § 6102 : US Code - Section 6102: Telemarketing rules

      Originally Posted by drummer05 View Post

      If you call in the afternoon, you can be sure that you are not the first, and they will automatically not trust you....

      Cold calling is great, its how I found all of my clients.

      I have made a thread that talks about the biggest problems during a cold call, i wont bother rewriting it here, you can go and check it out if you want....... http://www.warriorforum.com/offline-...solutions.html

      If you get through to a gatekeeper, keep telling them you need to speak to the business owner, but at the same time answering thier questions politely and honestly and be very professional...

      When you talk to the gatekeeper, you are trying to close "talking to the busienss owner", so everything the gatekeepers asks you, finish your answer with "... I really think the business owner would want to hear this... can you put me through please"

      When you talk to the business owner, you are trying to close "getting the meeting".

      When you ask for a meeting DONT say "when is a good time for you", instead say "How is tuesday next week at 2pm"... when you are specific then the busienss owner is much more likely to say that they are free an happy for you to meet them.

      Tell them that you have seen some very important improvements that could be made that will increase thier online sales dramtically....... and you would like to arrange a meeting... is next tuesday at 3pm ok?

      If you go to my thread with the biggest problems, you will have the solutions to solve most of your cold calling issues.

      Good luck
      The same federal rules also have very clear disclosure requirements.

      You MUST disclose that you are making a sales call, even if you are only trying to set an appointment to make a sales pitch. This disclosure includes the type and price of the service you are offering.

      The rules clearly state that you must make this disclosure to the person receiving the call, this means the 'gate keeper'.

      Professional Marketing and PR firms Don't Cold Call

      • Marketing 101 - The 4/12 rule

      There is a reason, PR and Marketing firms who leverage high end clients in the billions of dollars per year, don't do cold calling, besides all of the rules, it's Reputation Management.

      The 4/12 rule is a key principle of leveraging viral reputation management for any and all types of businesses.

      The rule states simply that; "On average, a customer who has a positive experience with you and your company, will relay that experience to 4 people, however, a customer who has a bad experience will relay that experience to 12 people."

      Throw this factor into your "Numbers Game" and every "Rude Person" is actually 13 people. and every closed sale is only 5.

      Your reputation as a reliable, 'Professional' business spirals out of control, down the drain, with every cold call you make.

      Cold Calling is the SINGE WORST WAY to find prospects, BAR NONE.

      I don't do it, I never recommend any of my clients do it. The only people I have seen, who do recommend it, are generally folk who have never picked up a copy of the federal guidelines, or have never actually taken an accredited course in Marketing, Or have already invested in building boiler room call centers and will destroy your business reputation as fast as hell, for a small per call fee.
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      • Profile picture of the author digichik
        Originally Posted by DrPaul View Post

        Actually, because it's a violation of federal telemarketing laws to call a prospect before 9 am their local time. 15 U.S.C. § 6102 : US Code - Section 6102: Telemarketing rules



        The same federal rules also have very clear disclosure requirements.

        You MUST disclose that you are making a sales call, even if you are only trying to set an appointment to make a sales pitch. This disclosure includes the type and price of the service you are offering.

        The rules clearly state that you must make this disclosure to the person receiving the call, this means the 'gate keeper'.

        Professional Marketing and PR firms Don't Cold Call

        • Marketing 101 - The 4/12 rule

        There is a reason, PR and Marketing firms who leverage high end clients in the billions of dollars per year, don't do cold calling, besides all of the rules, it's Reputation Management.

        The 4/12 rule is a key principle of leveraging viral reputation management for any and all types of businesses.

        The rule states simply that; "On average, a customer who has a positive experience with you and your company, will relay that experience to 4 people, however, a customer who has a bad experience will relay that experience to 12 people."

        Throw this factor into your "Numbers Game" and every "Rude Person" is actually 13 people. and every closed sale is only 5.

        Your reputation as a reliable, 'Professional' business spirals out of control, down the drain, with every cold call you make.

        Cold Calling is the SINGE WORST WAY to find prospects, BAR NONE.

        I don't do it, I never recommend any of my clients do it. The only people I have seen, who do recommend it, are generally folk who have never picked up a copy of the federal guidelines, or have never actually taken an accredited course in Marketing, Or have already invested in building boiler room call centers and will destroy your business reputation as fast as hell, for a small per call fee.

        Please, please, please do not believe any of this. Cold calling by telephone is the single most effective way to find prospects; that is why every single Fortune 500 company in the US does it, either for lead generation or selling over the telephone.

        The laws sited by DrPaul apply to residential telemarketing and NOT business-to-business telemarkting(cold calling).

        THERE IS NO BEST TIME TO CALL, some days mornings will be better and some days afternoons will be better. Just keep calling. Just because you get a 'No' from someone today, doesn't mean you will get a 'No' from them if you call them a month later. Yes, large corporations using telemarketing for cold calling will continue to keep recalling the businesses on their lists. They will just wait a few weeks or months to call them back again. Remember, it can take many contacts to convert some leads into appointments. You may have to contact them by phone, email, direct mail, and/or in-person cold call. Follow-up is important.

        Also remember that each call you make and get a 'No' is getting you that much closer to getting that 'Yes', because it is a numbers game. You can improve your numbers by getting better at your spiel and answering their questions(overcoming their objections), but it is always a numbers game.

        To repeat, cold calling by telephone is the single most effective way to get appointments; and thus new clients. That is why every Fortune 500 corporation in the US uses this method.

        P.S.
        >>"The only people I have seen, who do recommend it, are generally folk who have never picked >>up a copy of the federal guidelines, or have never actually taken an accredited course in >>Marketing, Or have already invested in building boiler room call centers and will destroy your >>business reputation as fast as hell, for a small per call fee."

        I have an MBA in Marketing and have worked for Fortune 500 corporation in Sales, Marketing, and Business Development, and I highly recommend cold calling by telephone. It is completely legal, and super effective when done right.

        It is the one method which can take your from $0 to $$$ in a hurry.
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    • Profile picture of the author RRG
      Originally Posted by drummer05 View Post

      I dont know why people are saying dont call in the morning.......

      I make all my cold calls before 9am and i have a huge success rate....... if your the first caller of the day, then they do not have a negative attitude already built.

      If you call in the afternoon, you can be sure that you are not the first, and they will automatically not trust you....
      This is sound advice.

      I used to work as a recruiter, finding middle managers making an average of $60k per year (2002).

      We had a nationwide market, so all work was done on the phone.

      Our recipe:

      Marketing (calling companies for job orders who were looking for employees) in the morning. Hit them while they're fresh and before they've received a bunch of cold calls.

      Recruiting (calling the target execs to find candidates) in the afternoon. Catch them after they've been working most of the day and might be frustrated by the myriad issues they've been dealing with.
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  • Profile picture of the author DrPaul
    Originally Posted by socialdaniel View Post

    Hey all,

    I just wanted to pick some of your minds. What is your experience with cold calling?

    I work full time in the morning but wanted to make some cold calls during the later part of time. Unfortunately, my targets are small business (so I'd probably have to leave a message or something like that).

    Any tips for a first time cold caller?
    Yeah... DON'T DO IT!...

    See my post above for the reasons why.
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  • Profile picture of the author freeiHelp
    I was always afraid of the phone. But now I love it - However I cold call my leads.. so is not really cold calling..

    These are people that already show some kind of interest in my stuff..

    It is WAY more efficient when you cold call leads / prospect that are already in your funnel.
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    • Profile picture of the author DrPaul
      Originally Posted by freeiHelp View Post

      I was always afraid of the phone. But now I love it - However I cold call my leads.. so is not really cold calling..

      These are people that already show some kind of interest in my stuff..

      It is WAY more efficient when you cold call leads / prospect that are already in your funnel.
      Actually it's not cold calling at all, if they have already contacted you through some other means, it's followup calling... completely different type of call...

      I agree, followup calling is way more productive / pleasant when the relationship has already been initiated by the prospect.
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  • Profile picture of the author mjbmedia
    hey Dr Paul, Drummer05 is UK based so the federal laws dont apply over here , thank god
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  • Profile picture of the author Joshua Morris
    @Drpaul

    Firstly, im talking from experience in the UK.. so i dont know if things are different here..

    Also that 4/12 rule is rubbish....... why are you giving yourself a bad name for calling up businesses to try and HELP THEM!!

    That all your doing, one professional to another, you are trying to improve thier sales in the best way that you can!.... thats all!

    Besides, cold calling is the ONLY thing that I did in my business, And in my first week of cold calling I made over £1500.
    My best week of cold calling I made around £6,500 (in one week)

    I spent maximum half an hour a day cold calling, and maximum 2hours a day in meetings...... Thats all it takes!

    cold calling works, and it works very well...... you just need to know how to do it right.

    You cant disagree with me, because I am talking purely with experience and results....
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    • Profile picture of the author DrPaul
      Originally Posted by drummer05 View Post

      @Drpaul

      Firstly, im talking from experience in the UK.. so i dont know if things are different here..

      Also that 4/12 rule is rubbish....... why are you giving yourself a bad name for calling up businesses to try and HELP THEM!!

      That all your doing, one professional to another, you are trying to improve thier sales in the best way that you can!.... thats all!

      Besides, cold calling is the ONLY thing that I did in my business, And in my first week of cold calling I made over £1500.
      My best week of cold calling I made around £6,500 (in one week)

      I spent maximum half an hour a day cold calling, and maximum 2hours a day in meetings...... Thats all it takes!

      cold calling works, and it works very well...... you just need to know how to do it right.

      You cant disagree with me, because I am talking purely with experience and results....
      Yes, the UK and even Canadian laws are different... in fact a lot of the type of calls in the US that people often complain about, are now originating in call centers in Canada.

      And you are right, I completely forgot that this was an international forum.

      I will defend my statements on the 4/12 rule however. I do not know why mr so-n-so was rude over the phone when you called, but you can be sure that HIS experience with your call, was only slightly better than emergency root canal dentistry.

      And it's HIS experience that decides whether he's going to complain to his friends or not, and on AVERAGE, that would be about 12 people.

      In a best case scenario, he merely tells his secretary not to let any sales calls through (1 person).

      In a worst case, he finds out that the UK laws are even more strict than the US law and files a class action suit against you for millions in damages.

      example; Warrior Ben started a thread yesterday about a woman suing NASCAR under class action for exactly the same type of cold communication. (might be time to check the online version of the UK laws, eh?)

      Either way, Cold calling is simply NOT a recomendation I would make, for any business, and especially not for any business specializing in PR, Marketing, or Reputation Management.
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  • Profile picture of the author Tuffy22
    It works. Be prepared to hear a lot of rejection though. It's a numbers game, and if you can get a firm grasp on the numbers, it will really help. Once you determine, for example, how many "sales" or "meetings" you are able to close for every 100 calls you make, you'll learn your success rate. It takes time, energy, and as someone mentioned above...thick skin. While you'll hear a lot of no's, cold calling still does work. The more targeted your prospect is, the more successful you'll be. You might find that outsourcing this is well worth the investment. It also frees up your time to do what you do best.
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  • Profile picture of the author Joshua Morris
    @DRpaul ... Im gonna have to disagree with again im afraid.

    You can get past the gatekeeper because you are not making a sales call... you dont even need to call it a "cold call"... you can call it a "courtesy call".

    You are calling because you are a professional internet marekter, and you have some valuable information that would benifit thier business...

    you cant sell them anything because you dont even know if they want or need it yet........... thats why you set up a meeting to discuss it.


    And that stupid woman suing nascar is gonna get her ass handed to her........

    Basicly, everything you are saying about cold calling is about "the law", or "your personal feelings", or "some marketing 101 rule"

    Everything Im saying is based from pure experience and RESULTS.

    Josh
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    • Profile picture of the author DrPaul
      Originally Posted by drummer05 View Post

      @DRpaul ... Im gonna have to disagree with again im afraid.

      You can get past the gatekeeper because you are not making a sales call... you dont even need to call it a "cold call"... you can call it a "courtesy call".

      You are calling because you are a professional internet marekter, and you have some valuable information that would benifit thier business...

      you cant sell them anything because you dont even know if they want or need it yet........... thats why you set up a meeting to discuss it.


      And that stupid woman suing nascar is gonna get her ass handed to her........

      Basicly, everything you are saying about cold calling is about "the law", or "your personal feelings", or "some marketing 101 rule"

      Everything Im saying is based from pure experience and RESULTS.

      Josh
      Friendly disagreement is fine... that's why this is a 'Discussion Board' and not the 'Friday Night Fights'.

      And based on your experience and results, I can fully appreciate your point of view.

      But, the original post in this thread was by a new member, in Boston, MA, USA...

      He is going to have to know the Laws and rules in the US and how restrictive they are.

      He has to understand how the rules effect not only What he says, but How he says it. (Raising your voice or changing your tone to effect the meaning of what you are saying to a threatening manor, is a jail-able offense in the US)

      He's going to have to vet all of his lists against several 'do not call' lists in his local area, as well as the Federal Repository. before he makes a single call.

      He's going to have to understand the population's opinions on telemarketing in general and what Marketing techniques work, and don't work.

      And from MY experience, it's just not worth it.
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      • Profile picture of the author RRG
        Originally Posted by DrPaul View Post

        Friendly disagreement is fine... that's why this is a 'Discussion Board' and not the 'Friday Night Fights'.

        And based on your experience and results, I can fully appreciate your point of view.

        But, the original post in this thread was by a new member, in Boston, MA, USA...

        He is going to have to know the Laws and rules in the US and how restrictive they are.

        He has to understand how the rules effect not only What he says, but How he says it. (Raising your voice or changing your tone to effect the meaning of what you are saying to a threatening manor, is a jail-able offense in the US)

        He's going to have to vet all of his lists against several 'do not call' lists in his local area, as well as the Federal Repository. before he makes a single call.

        He's going to have to understand the population's opinions on telemarketing in general and what Marketing techniques work, and don't work.

        And from MY experience, it's just not worth it.
        Is DoNotCall an issue in B2B?
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        • Profile picture of the author Joshua Morris
          @Dr.....

          Not if he isnt calling as a cold call, but rather a call to tell them about a problem you found on thier website.

          If anything its a friendly call, no selling involved, where you noticed a problem with thier website, and would love to come in and discuss it.

          If you say that, then its not even a cold call!
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          • Profile picture of the author DrPaul
            Originally Posted by drummer05 View Post

            @Dr.....

            Not if he isnt calling as a cold call, but rather a call to tell them about a problem you found on thier website.

            If anything its a friendly call, no selling involved, where you noticed a problem with thier website, and would love to come in and discuss it.

            If you say that, then its not even a cold call!
            Actually, no... it's worse... that's considered a 'fraudulent pretense' and is specifically disallowed.

            Telemarketing, 'cold calling' specifically, in the US is considered 'Black Hat' marketing.

            Even 'Followup Calling' where someone has filled out a lead form, is still considered 'Grey Hat' even tho it is legal.

            This perception in the US comes from our history with telemarketing companies and Telesales in general.

            When Motor Carriers International (MCI) first stepped into the Long Distance market, after the Baby Bells were forced to divest, in the worlds largest anti-trust lawsuit, they began a campaign of cold calling every person who was using AT&T's long distance service.

            It was MCI who first coined the phrase "It's a Numbers Game" in regards to success or failure rates in telemarketing. It's because of MCI also that many of the rules about telemarketing came about.

            • No calling before 9 am or calling after 8pm local for the recipient.
            • Maintain a Do Not Call List and vet all numbers against this list.
            • No automated dialing systems.
            • No prerecorded cold calls.
            • etc.

            In fact, the calls became such an annoyance that it became an icon of popular culture, being woken up, or interrupted at the worst possible moment, and being asked if you want to change phone carriers, or if you were interested in the 'Friends&Family' plan.

            In fact, one telemarketer for MCI actually got through to the oval office and spoke with President jimmy Carter, trying to sell him on MCI's new long distance plan. The call was recorded and the transcript is available at the Jimmy Carter Presidential Library in Atlanta, GA.

            There are even Patents filed with the U.S. Patent office for no less than 24 different types of 'Call Zapper' designed to defeat auto dialer or otherwise combat telemarketing.

            When new rules went into effect, most companies simply stopped making the calls, however the less reputable companies moved out of the US where the US laws don't take effect.

            Now in this damaged economy, with INCOMING call centers for foreign products such as Dell, and other PC manufacturers, moving to overseas countries with a questionable grasp on English Diction, many US residents now see it as a continuation of the practices that have given telemarketing a bad name.

            Many of these companies are seeing a marked reduction in sales and stock prices because of these 'Grey Area' practices.

            In the US, cold calling is so restricted, and potentially damaging, that the risks outweigh any potential benefit. Yes... it's a numbers game... and I'm here to tell ya, the numbers say, don't do it.
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            • Profile picture of the author RRG
              Originally Posted by DrPaul View Post

              Actually, no... it's worse... that's considered a 'fraudulent pretense' and is specifically disallowed.

              Telemarketing, 'cold calling' specifically, in the US is considered 'Black Hat' marketing.

              Even 'Followup Calling' where someone has filled out a lead form, is still considered 'Grey Hat' even tho it is legal.

              This perception in the US comes from our history with telemarketing companies and Telesales in general.

              When Motor Carriers International (MCI) first stepped into the Long Distance market, after the Baby Bells were forced to divest, in the worlds largest anti-trust lawsuit, they began a campaign of cold calling every person who was using AT&T's long distance service.

              It was MCI who first coined the phrase "It's a Numbers Game" in regards to success or failure rates in telemarketing. It's because of MCI also that many of the rules about telemarketing came about.

              • No calling before 9 am or calling after 8pm local for the recipient.
              • Maintain a Do Not Call List and vet all numbers against this list.
              • No automated dialing systems.
              • No prerecorded cold calls.
              • etc.

              In fact, the calls became such an annoyance that it became an icon of popular culture, being woken up, or interrupted at the worst possible moment, and being asked if you want to change phone carriers, or if you were interested in the 'Friends&Family' plan.

              In fact, one telemarketer for MCI actually got through to the oval office and spoke with President jimmy Carter, trying to sell him on MCI's new long distance plan. The call was recorded and the transcript is available at the Jimmy Carter Presidential Library in Atlanta, GA.

              There are even Patents filed with the U.S. Patent office for no less than 24 different types of 'Call Zapper' designed to defeat auto dialer or otherwise combat telemarketing.

              When new rules went into effect, most companies simply stopped making the calls, however the less reputable companies moved out of the US where the US laws don't take effect.

              Now in this damaged economy, with INCOMING call centers for foreign products such as Dell, and other PC manufacturers, moving to overseas countries with a questionable grasp on English Diction, many US residents now see it as a continuation of the practices that have given telemarketing a bad name.

              Many of these companies are seeing a marked reduction in sales and stock prices because of these 'Grey Area' practices.

              In the US, cold calling is so restricted, and potentially damaging, that the risks outweigh any potential benefit. Yes... it's a numbers game... and I'm here to tell ya, the numbers say, don't do it.
              You're right about all this--as it relates to calling residential consumers.

              Now, I know there are better ways to generate business than cold telemarketing . . . BUT

              That doesn't mean that it's illegal.
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              • Profile picture of the author DrPaul
                Originally Posted by RRG View Post

                You're right about all this--as it relates to calling residential consumers.

                Now, I know there are better ways to generate business than cold telemarketing . . . BUT

                That doesn't mean that it's illegal.
                Just because you CAN do a thing, does not mean you SHOULD do a thing.

                If you are marketing a service to businesses, to drive more business to them, shouldn't your services be able to do the same thing for your business?

                What's more, 90% of all businesses in the US are small businesses, and 50% of those are Home Based businesses.

                We're back to calling residential numbers again, so all of the risk v reward math is again, skewed against you.
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                • Profile picture of the author DrPaul
                  Originally Posted by DrPaul View Post

                  Just because you CAN do a thing, does not mean you SHOULD do a thing.

                  If you are marketing a service to businesses, to drive more business to them, shouldn't your services be able to do the same thing for your business?

                  What's more, 90% of all businesses in the US are small businesses, and 50% of those are Home Based businesses.

                  We're back to calling residential numbers again, so all of the risk v reward math is again, skewed against you.
                  I just clicked on my own math here....

                  45% of all businesses in the US are Home Based businesses... why not market to THOSE businesses as you would to any other Consumer?

                  Didn't YOU get into Internet Marketing to start a Home Based Business?

                  Where did you see the advert that brought you here? why not model that advertisement for your own campaigns? You're your own proof that it worked!

                  (and I bet no one cold called you about this site.)
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                  • Profile picture of the author RRG
                    Originally Posted by DrPaul View Post

                    I just clicked on my own math here....

                    45% of all businesses in the US are Home Based businesses... why not market to THOSE businesses as you would to any other Consumer?

                    Didn't YOU get into Internet Marketing to start a Home Based Business?

                    Where did you see the advert that brought you here? why not model that advertisement for your own campaigns? You're your own proof that it worked!

                    (and I bet no one cold called you about this site.)
                    Like I said before, I agree with you.

                    All I've tried to say is that B2B calling is not covered by Do Not Call legislation.
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                    • Profile picture of the author Limekwat
                      Originally Posted by RRG View Post

                      All I've tried to say is that B2B calling is not covered by Do Not Call legislation.
                      RRG is right, the legislation as it's written right now does not prohibit B2B cold calls. It is still illegal to cold call residential numbers though.

                      Cold calling can be extremely effective. The most important thing is to not start off in a way that drives the listener away immediately. Be polite but get what you're trying to say across right away. If you start a long winded speech you're just going to irritate the person and they might hang up on you. Get to the point and be as descriptive as possible in as short a time as possible. If you manage that, the rest is easy.
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                  • Profile picture of the author RRG
                    Originally Posted by DrPaul View Post

                    Didn't YOU get into Internet Marketing to start a Home Based Business?
                    I'm not an internet marketer.

                    I'm a marketer.

                    The internet is merely a medium.

                    It is a tool.

                    Nothing more, nothing less.
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              • Profile picture of the author Joshua Morris
                Originally Posted by RRG View Post

                You're right about all this--as it relates to calling residential consumers.

                Now, I know there are better ways to generate business than cold telemarketing . . . BUT

                That doesn't mean that it's illegal.

                Also with SEM business consulting, which is what we are all talking about... we are not calling any residential consumers...
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            • Profile picture of the author DWolfe
              Originally Posted by DrPaul View Post


              In the US, cold calling is so restricted, and potentially damaging, that the risks outweigh any potential benefit. Yes... it's a numbers game... and I'm here to tell ya, the numbers say, don't do it.

              Dr. Paul what are you offering as an alternative so Warriors can learn besides cold calling ?
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              • Profile picture of the author DrPaul
                Originally Posted by DWolfe View Post

                Dr. Paul what are you offering as an alternative so Warriors can learn besides cold calling ?
                Lets start by using some of the techniques you are potentially offering your prospects, Local SEO, Facebook Fan Pages and FBapps

                I just watched a killer webinar by Sam Bakker and his team About Facebook Apps, which also showed how to find local business owners already on Facebook, but still need help.

                Business Fliers With QR codes to your presentation video, on local community billboards where Business Owners normally put up their Business cards, in places Like Gas Stations, Grocery Stores Libraries, Restaurants, etc. (if they put up their cards, they generally are regular visitors to that location)

                How about going to the local Better Business Association and talking shop, face to face, with local members.

                Looking for Restaurant clients? Why not take a lunch at places near you and bringing a flier for your business with you, in a security envelope, then ask the head waiter/waitress to give it to the owner.

                If you have good printers near you, make up an entire client package with custom folder, Colorful but simple descriptions of your services, a DVD with examples of a campaign.

                All of these things are going to present you as a professional in your field, locally, and none of them risk the entire business on one miss spoken word or phrase or intonation during a cold call.
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                • Profile picture of the author Deidra Renee
                  Originally Posted by DrPaul View Post

                  Lets start by using some of the techniques you are potentially offering your prospects, Local SEO, Facebook Fan Pages and FBapps

                  I just watched a killer webinar by Sam Bakker and his team About Facebook Apps, which also showed how to find local business owners already on Facebook, but still need help.

                  Business Fliers With QR codes to your presentation video, on local community billboards where Business Owners normally put up their Business cards, in places Like Gas Stations, Grocery Stores Libraries, Restaurants, etc. (if they put up their cards, they generally are regular visitors to that location)

                  How about going to the local Better Business Association and talking shop, face to face, with local members.

                  Looking for Restaurant clients? Why not take a lunch at places near you and bringing a flier for your business with you, in a security envelope, then ask the head waiter/waitress to give it to the owner.

                  If you have good printers near you, make up an entire client package with custom folder, Colorful but simple descriptions of your services, a DVD with examples of a campaign.

                  All of these things are going to present you as a professional in your field, locally, and none of them risk the entire business on one miss spoken word or phrase or intonation during a cold call.
                  I do agree that you should use more than one marketing technique, but cold calling still works and produces FAST results BUT I do find it funny when people are selling *ways to get more customers* to businesses but they can't find customers to sell it to lol Now if you're a newbie, that's understandable, but if you've been doing this for years now common sense should tell you that some of the things you plan on doing for your clients, you can do for yourself too.
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              • Profile picture of the author DrPaul
                Originally Posted by DWolfe View Post

                Dr. Paul what are you offering as an alternative so Warriors can learn besides cold calling ?
                Oh... and lets not forget these options...

                [2,841 SOLD!] - EXTRACT CASH FROM ANY LOCAL MARKET *WITHOUT* CLIENT MEETINGS OR SELF PROMOTION!

                How I Landed A $36,000 SEO Contract - How To Get Unlimited Potential Leads - Make Money Today
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            • Profile picture of the author Rocket Media
              Originally Posted by DrPaul View Post

              Actually, no... it's worse... that's considered a 'fraudulent pretense' and is specifically disallowed.

              Telemarketing, 'cold calling' specifically, in the US is considered 'Black Hat' marketing.

              Even 'Followup Calling' where someone has filled out a lead form, is still considered 'Grey Hat' even tho it is legal.

              This perception in the US comes from our history with telemarketing companies and Telesales in general.

              When Motor Carriers International (MCI) first stepped into the Long Distance market, after the Baby Bells were forced to divest, in the worlds largest anti-trust lawsuit, they began a campaign of cold calling every person who was using AT&T's long distance service.

              It was MCI who first coined the phrase "It's a Numbers Game" in regards to success or failure rates in telemarketing. It's because of MCI also that many of the rules about telemarketing came about.

              • No calling before 9 am or calling after 8pm local for the recipient.
              • Maintain a Do Not Call List and vet all numbers against this list.
              • No automated dialing systems.
              • No prerecorded cold calls.
              • etc.

              In fact, the calls became such an annoyance that it became an icon of popular culture, being woken up, or interrupted at the worst possible moment, and being asked if you want to change phone carriers, or if you were interested in the 'Friends&Family' plan.

              In fact, one telemarketer for MCI actually got through to the oval office and spoke with President jimmy Carter, trying to sell him on MCI's new long distance plan. The call was recorded and the transcript is available at the Jimmy Carter Presidential Library in Atlanta, GA.

              There are even Patents filed with the U.S. Patent office for no less than 24 different types of 'Call Zapper' designed to defeat auto dialer or otherwise combat telemarketing.

              When new rules went into effect, most companies simply stopped making the calls, however the less reputable companies moved out of the US where the US laws don't take effect.

              Now in this damaged economy, with INCOMING call centers for foreign products such as Dell, and other PC manufacturers, moving to overseas countries with a questionable grasp on English Diction, many US residents now see it as a continuation of the practices that have given telemarketing a bad name.

              Many of these companies are seeing a marked reduction in sales and stock prices because of these 'Grey Area' practices.

              In the US, cold calling is so restricted, and potentially damaging, that the risks outweigh any potential benefit. Yes... it's a numbers game... and I'm here to tell ya, the numbers say, don't do it.
              Dude..... COOL. STORY. BRO. You are totally ruining this new guys chance at success with cold calling with all this nonsense.

              I know of a ton of people who have great success cold calling and I have NEVER met or heard of someone getting in trouble for calling in the fashion that we do.
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              • Originally Posted by Rocket Media View Post

                Dude..... COOL. STORY. BRO. You are totally ruining this new guys chance at success with cold calling with all this nonsense.

                I know of a ton of people who have great success cold calling and I have NEVER met or heard of someone getting in trouble for calling in the fashion that we do.
                thanks for chiming in.

                To hear his (drpaul) opinion, makes me feel bad for newbies seeking help and guidance.

                PS- I have sold over 100 attorneys, on the phone. Sometimes they yell at me and say it's illegal. and "I'm at home, your breaking the law!"

                My Response (and legal support) : it's ok to call business, since you have public information of your business... that you included your phone's , then I can call.
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        • Profile picture of the author DrPaul
          Originally Posted by RRG View Post

          Is DoNotCall an issue in B2B?
          The federal statutes on telemarketing do not distinguish between Business or Individual. The same rules apply.
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          • Profile picture of the author RRG
            Originally Posted by DrPaul View Post

            The federal statutes on telemarketing do not distinguish between Business or Individual. The same rules apply.
            From the FTC website:


            Can I register my business phone number or a fax number?
            The National Do Not Call Registry is only for personal phone numbers. Business-to-business calls and faxes are not covered by the National Do Not Call Registry.
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            • Profile picture of the author Joshua Morris
              Originally Posted by RRG View Post

              From the FTC website:


              Can I register my business phone number or a fax number?
              The National Do Not Call Registry is only for personal phone numbers. Business-to-business calls and faxes are not covered by the National Do Not Call Registry.

              WOHOOO.. cold calling is back on the table for the US

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              • Profile picture of the author warrioradam
                Remember it's not the product your selling it's about how you sell yourself always. Create relationships first then sell solutions to your customers.
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                • Profile picture of the author Joshua Morris
                  Originally Posted by warrioradam View Post

                  Remember it's not the product your selling it's about how you sell yourself always. Create relationships first then sell solutions to your customers.
                  I totally agree with this, you never start by mentioning any products or services..... always try to focus on building your relationship first.

                  +1 on adam's comment
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  • Profile picture of the author Owen Mailer
    Well im pretty chuffed i have grabbed the bull by the horns the past 2 days to the point that im already writing up the scripts that i am using on my blog for all to see i will add more daily in the hope that they will help all the people out there that were as terriffied as i was to cold call. there is no two doubts about it !! It Works!!!
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  • Profile picture of the author vero
    Cold calling has been my way of producing business for the insurance company I currently work at. Right now, I am working on starting up my own internet consulting business and I do cold calling even if I hate it some times because I know it works.

    I agree with the people that say to call early in the morning or late in the afternoon. Also, to set up appointments I suggest date and time and let them decide if that is good for them. If it is not then I ask when is best for them to let them tell me.

    I just started this week and I will get my first client soon. I'm this close

    So yes, it is worth a try
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  • Profile picture of the author DrPaul
    If you are going to cold call to set up appointments, once you get the appointment, what are you going to show them?

    If you are in any type of face to face sales industry, you have a portfolio, you have samples, mockups, even vacuum cleaner salesmen have specially designed colored dirt they carry around with them to clients.

    Have your portfolio ready. In fact, have several. Make Mockup props and Demo Mobile sites. Demo Facebook Pages. QR codes on Posters, Fliers, News Print. If you are doing Web and Mobile Video, Have a few Videos set to display, and link them to QR codes on your Mockup Materials.

    Resturants? Mock Up a table Tent Display with QR and a video of a special on one side, and a video of a contest on the other. Show the restaurant owner how Lead Capture technologies work by asking them to use their facebook ID to LIKE the video.

    Pizza Place? Mockup a Boxtop QR that takes you to a mobile optimized Order Page. Use Mobile Aware code in the page to capture the geo location of the phone down to three feet of it's actual location. (ok, little scarey, maybe not) But definitely show how to capture user data and how to target future marketing.

    What other type of businesses are you going to approach?

    Real Estate Agent? Mockup For Sale Sign with Mobile QR to a virtual Home walk through. (if you have nice digs, do your own home)

    Retailer? How about mock up shelving signage QR that goes to the Lowes Home Store Commercial where it's showing Lowes customers scanning QR on products. Drive Home the fact that the big chain stores are already doing these things. (pushing the hot buttons)

    What more can I come up with?

    EDIT:

    Oh yeah, my point in all of this is, your services are your sales Materials. USE them!

    Use your Marketing skills. Find your leads and get your product in front of them. A simple Post Card. Mail it to them, or post it in places business owners will see it. Place it as an ad in traditional print media. Make it an 8x10 Bill Flier and pin it up EVERYWHERE!

    YOUR BUSINESS NEEDS MOBILE MARKETING!
    Scan the special bar code below with your
    smart phone to find out why!

    [QR]
    or visit http: // mysite.com / mobile-for-business

    Use Video production to capture their attention, while using Lead capture technologies to set up FOLLOWUP calls.

    To my mind, these types of Marketing are not only Safer and infinitely more professional than cold calling, I believe they are more productive.
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    • Profile picture of the author sethdrebitko
      For a while I sold loans and insurance targeting businesses and always had luck with cold calls. I had my best luck with morning and evening calls. My suggestion is to keep a morning and afternoon list. If you call a couple times in the morning with no luck bump them onto your afternoon list.

      Also instead of a full on call script just make a couple bullet point lists with certain potential responses to questions.
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  • Profile picture of the author TGArthur
    DrPaul, I see you are very against Cold Calling. Have you had a bad experience because many reputable companies have made a lot of money from Cold Calling.

    Dani Johnson a famous Network Marketing who was even on CNBC was a cold caller for her network marketing business.

    CBeyond telecommunications is a well reputable company that generates all their business cold calling as well.

    I understand that cold calling can leave a sour taste in peoples' mouths, but I believe a company's reputation is diminished from the product or service they provide more so, than their method of outreaching to people to promote their business.

    I do understand if someone is pestering a business or was rude on the phone, but that still does not rule out a legal way that people can reach out to many people.

    I'm not against the rules, but the FTC wants people to pay $45,000 to get SAN area code numbers to be SAN compliant (which I think is outrageous)

    I'm all about being compliant, but cold calling works, and it will continue to be used for B2B, and if people are not using it, someone else will to generate business
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  • Profile picture of the author thelibidoguy
    Wow! I'm glad i read this thread. Very interesting. It seems that cold calling is slowly evolving. I'm sure that there are methods that can be more effective and persuasive to achieve better results.
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  • Profile picture of the author roggernrogger
    Cold Calling means getting unexpected call from sales agents or appointment setters. They are calling to prospective customers. Cold word is using to get an unexpected call. It is very necessary to set an appointment. If customer are agree to buy product on call then its fine otherwise you have to convince them for an appointment.
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    • What a great WSO it would be, if telemarketing never existed.

      That some warrior thought up the idea of Telephoning small business on the phone

      ************************************************** ***************
      WSO Sales Line :
      " Brand new technology, never been heard of before, use the secret sauce to be a rockstar...simple, dirt cheap, anybody can do and make Huge Money Now!!!"

      It works - the #'s verify it

      It's cheap - a Phone and Long Distance calls are cheap

      Its easy - pick up the phone and speak about your product or service

      Newbie friendly : No training, education, or experience needed : just be positive, and believe in the work ethic, and what you can offer small business.

      Do it anywhere : home, office, on the beach, while your traveling...

      It's lucrative : just talk to people, build trust and credibility, and they Will Give You Money!

      ************************************************** ***************

      my 2 cents :

      Telemarketing / Cold-Calling ?

      don't go by opinion (analyze it as a business decision you make)

      don't be led by people who conclude that it lacks real business results, as if their not liking it, that it takes work, and confronting rejection directly has no bearing on their conclusion.

      It works, and that is a business fact. if your new don't give in to opinion. If I can do it, you can do it
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  • Profile picture of the author Not So New
    Cold calling sucks, but is effective. Just get others to do it for you : )

    Shawn
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    • Originally Posted by Not So New View Post

      Cold calling sucks, but is effective. Just get others to do it for you : )

      Shawn
      Work (things that suck) :

      doing the things you have to do, when they ought to be done, whether you like it or not.

      I think from Jim Rohn on the subject of Discipline
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