The Biggest Problems You Might Face during a Cold Call - (and the solutions)

Hey guys, Josh M here, I have been really quiet on the warrior forum with regards to helping out and giving some real value to the forum, there is no better time to start than now.

When you call a business or speak to any business relating to your services, there are four very common responses that you need to be ready for, these are

· “no thanks, I’m happy with what I’ve got”
· “I’m not interested”
· “I’m too busy.”
· “Send me some information”

I won’t go into too much detail with each problem because that is out of the scope of discussion here, but I will give you a great response to each question that are tried and tested that you can start using right away.

These have been tweaked and tested by me, and I use these every time I call up a business. I have explained why you are giving each response so you understand the reasoning behind my logic.

“No thank, Im happy with what I’ve got”

“Thats great that you’re doing web marketing Mr Prospect, Many other businesses said that they were happy as well, before they had a chance to see our Marketing packages really complimented what they were already doing. You know something; we should really get together and discuss it, Are you free next week at all?”

The point here is to emphasize that with whatever they are doing, you can do something that will compliment it, and either make them save more money, make more money or help them in some other way improve their online visibility and sales.

Some people take this problem as a conversation stopper, and end up losing the sale, but with this easy response, you can turn this problem around quite often.

“Im not interested”

“Well, Mr Prospect, Many others had the same reaction when I first called – before they had a chance to see how what we will do will benefit them”

Here you put the emphasis on the word “before”, so that your client knows that even though he is not interested, it’s just because he doesn’t know how you can help him.

Here you are using social proof, and you are leveling with the business at the same time. By saying that others had the same thoughts, and then changed their minds, you are giving the prospect an opportunity to change their mind as well, and listen to what you have to say.

Some take this response as a final straw and think, well if they are not interested, how can I help them. Or some people think of funny and clever responses like “how can you not be interested if you don’t know what It is that I’m selling”. This also doesn’t work because it makes the business owner trust you even less, and makes the conversation go in the wrong direction. You want to tell the owner that others have had the same problem, and changed their mind after finding out more information.

“Im too busy”

“Oh - - Well the only reason I was calling was to set up an appointments”

Most people end up responding “when is a better time to call”, this is going in the wrong direction because the business owner will not have time to consult his diary and will probably just tell you a random time and then not be there for the call, or will tell you that he will call you back or something like that.

By telling him the only reason you are calling is to set up the meeting, you can get straight to the point of the call and arrange a time to meet.
If he then says another problem like “Actually, I’m happy with what I’ve got”, you can use response for this problem that I have shown above.

“Send me some information”

This is one of the hardest problems to handle, and some people even believe that hearing this is a good thing. Trust me, it’s not a good thing.

90% of the time the business owner will not even get your information, they will delete it, or just not see it at all. And the other 10% of the time, they might read it, but not call you at all.

Don’t ever give in to sending the business information, either they want to meet you, or they don't.

The best response here is,

“Can’t we just get together? How about next week sometime?”

You have evaded the information sending problem, and jumped straight to the point. The business owner knows that if he wants “more information” then he will have to meet you, and if he is interested at all in what you are offering then he should want to meet up with you.

You can see that the solution to all these problems is to turn them into getting a meeting no matter what. That is the point of cold calling, getting a meeting where you can then discuss the sale.

If the lead is a hot lead, as in they called you, or you call them based on a referral, then this process becomes even easier.

However the bottom line is whenever you speak to a potential lead is, you want to get that meeting.

I really want to help your specific cases, so if there are any questions about cold calling or meeting clients in general then please ask

Good luck


Josh M