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Why I think Cold Calling is the BEST!!...

by Joshua Morris
37 replies
Whatever method you use, whoever you are... you WILL need to speak to a client eventually.... If you want to sell the real services, for the real prices.... no seo for £150 if you buy online and we do it all for you just click and sign up..... no!! You are selling premium SEO services at a hefty fee but you can do this because you are a specialist seo consultant expert guru.

All methods of marketing are there to make the process of communication easier, to make hot leads, or warm leads.... have the businesses calling YOU up
However, it all leads back to communicating with the client, whether he calls you or you call him.

Ok, now I will split up two categories of clients for you... 1. Those that will buy, 2. Those that wont.

All your marketing efforts will be sent out to these two types of clients...

The problem is, people don't like being marketed too... that's the truth, emailing is spam, flyers are trash liners, and direct mail is a shot in the dark method..... The only thing that gets straight to the point, and misses out all potential losses, is calling them up directly.

By sending out any other type of marketing form, you are trying to get hot leads, but end up getting almost nothing in return for your effort.


By contacting the client first you are getting straight to the point, will he buy, or wont he buy. You can find out within 2 minutes....
Obviously your not going to be asking him to buy... you are asking for a meeting... but 90% of clients will buy if they are willing to do a meeting... If their time is worth it, so is their money!!!

So, that is why I think cold calling is the best method of marketing.....

What do you guys think?

Josh M
#calling #cold
  • Profile picture of the author rickdearr
    You may want to check out what Frank has to say about cold calling.

    About Frank J. Rumbauskas Jr. | #1 Best-Selling Author
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    • Profile picture of the author Joshua Morris
      Originally Posted by rickdearr View Post

      You may want to check out what Frank has to say about cold calling.

      About Frank J. Rumbauskas Jr. | #1 Best-Selling Author
      Yeah I read that, and i enjoyed it for what it was, but I dont think he discredits cold calling at all..

      Firstly the book is simply just an overview of how to use the internet to "cold call" your customers... the tactics dont ensure fast track leads like cold calling would, in fact they would all take a while to see results.


      cold calling works very well for new businesses but most of the tactics that frank talks about are only good for people who already have clients..


      I mean, frank says himself that you should get the cold calling done for you by someone else... its in the book!!!


      Sending out sales letters, leaflets etc to people who have not show interest already is technically the same as cold calling, only you havent actually had to pick up the phone, you have managed to distance yourself as much as you can from it!


      I mean he has just put a cold call in a letter, or flyer and sent it out...


      Frank gives the impression that if you spend more money on marketing, more time and effort and resources, like blogging, writing articles, sending out mail, flyers etc, then you will generate leads as quick as you would with cold calling.... this just is NOT true!!




      If you can actually cold call properly and make sure its about the MEETING and not about a sale, then you can be a HELPER to his business... and not a sales person.



      With this attitude cold calling is still the best.



      Josh


      p.s I like franks stuff on networking.... but you got to be the right person for the job i think..
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      • Profile picture of the author RRG
        Originally Posted by drummer05 View Post

        Yeah I read that, and i enjoyed it for what it was, but I dont think he discredits cold calling at all..

        Firstly the book is simply just an overview of how to use the internet to "cold call" your customers... the tactics dont ensure fast track leads like cold calling would, in fact they would all take a while to see results.


        cold calling works very well for new businesses but most of the tactics that frank talks about are only good for people who already have clients..


        I mean, frank says himself that you should get the cold calling done for you by someone else... its in the book!!!


        Sending out sales letters, leaflets etc to people who have not show interest already is technically the same as cold calling, only you havent actually had to pick up the phone, you have managed to distance yourself as much as you can from it!


        I mean he has just put a cold call in a letter, or flyer and sent it out...


        Frank gives the impression that if you spend more money on marketing, more time and effort and resources, like blogging, writing articles, sending out mail, flyers etc, then you will generate leads as quick as you would with cold calling.... this just is NOT true!!




        If you can actually cold call properly and make sure its about the MEETING and not about a sale, then you can be a HELPER to his business... and not a sales person.



        With this attitude cold calling is still the best.



        Josh


        p.s I like franks stuff on networking.... but you got to be the right person for the job i think..
        Marketing to attract leads is not "cold calling" with a flyer.

        It's all about the positioning. Having qualified prospects come to you for more information is more powerful than making unsolicited cold calls.

        That said, of course cold calling can and does work. It's really a matter of how you want to invest your time and how you want to position yourself in your market.

        One thing that can't be denied: successful people like to work with other busy, successful people. What are you implying about your status if you have plenty of time to sit on the phone all day randomly calling businesses?
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        • Profile picture of the author Joshua Morris
          Originally Posted by RRG View Post

          Marketing to attract leads is not "cold calling" with a flyer.

          It's all about the positioning. Having qualified prospects come to you for more information is more powerful than making unsolicited cold calls.

          That said, of course cold calling can and does work. It's really a matter of how you want to invest your time and how you want to position yourself in your market.

          One thing that can't be denied: successful people like to work with other busy, successful people. What are you implying about your status if you have plenty of time to sit on the phone all day randomly calling businesses?
          No one is saying you should sit around cold calling all day, in fact my cold calls would be over by 9.00am. the whole cold calling = bad positioning is bogus..

          and also, how is them coming to you more powerful than you going to them... wont you end up with same amount of money per client either way?

          Think of cold calling in the morning as a temporary and really fast networking hall which you are walking around, introducing yourself to businesses and seeing if they want more information about improving thier online sales and would they like a meeting.

          No bad positioning whatsoever... these businesses have phone numbers, they expect calls....

          Not every business goes to a conference or meeting or will even be happy talking to you face to face, cold calling just skips out thouse boundaries because if you are not successful with a cold call you have wasted 1 or 2 minutes and you didnt need to go anywhere..

          Im not saying those all dont work, they do, very well... but i never liked going to networking stuff and i sure didnt want to to walk into a business and introduce myself...

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

            No one is saying you should sit around cold calling all day, in fact my cold calls would be over by 9.00am. the whole cold calling = bad positioning is bogus..

            and also, how is them coming to you more powerful than you going to them... wont you end up with same amount of money per client either way?

            Think of cold calling in the morning as a temporary and really fast networking hall which you are walking around, introducing yourself to businesses and seeing if they want more information about improving thier online sales and would they like a meeting.

            No bad positioning whatsoever... these businesses have phone numbers, they expect calls....

            Not every business goes to a conference or meeting or will even be happy talking to you face to face, cold calling just skips out thouse boundaries because if you are not successful with a cold call you have wasted 1 or 2 minutes and you didnt need to go anywhere..

            Im not saying those all dont work, they do, very well... but i never liked going to networking stuff and i sure didnt want to to walk into a business and introduce myself...
            I'm not trying to convince you that cold calling is bad.

            I've done it myself. Anyone in sales surely has.

            But my contention that cold calling is poor positioning is not bogus . . . it's merely common sense.

            And yes, you can definitely make more money per client with better positioning. Ask Dan Kennedy how he got to the level where he can charge $18k a day for consulting and copywriting.

            I can assure you . . . it was not from cold calling.

            No disrespect meant to you or Mr. Durham.

            Just adding another perspective for readers to consider.
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            • Profile picture of the author Joshua Morris
              Originally Posted by RRG View Post

              I'm not trying to convince you that cold calling is bad.

              I've done it myself. Anyone in sales surely has.

              But my contention that cold calling is poor positioning is not bogus . . . it's merely common sense.

              And yes, you can definitely make more money per client with better positioning. Ask Dan Kennedy how he got to the level where he can charge $18k a day for consulting and copywriting.

              I can assure you . . . it was not from cold calling.

              No disrespect meant to you or Mr. Durham.

              Just adding another perspective for readers to consider.
              Thanks, i love hearing other points of view... and dan kennedy is a pure model of success... a role model for anyone in this business
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            • Profile picture of the author John Durham
              Originally Posted by RRG View Post


              No disrespect meant to you or Mr. Durham.

              .
              None Taken, but thank you.
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  • Profile picture of the author sherylmartin
    While I agree with what you are saying, I do know of businesses selling high value services via other methods like email and direct mail. I do close most of my deals via the telephone because it is much more personal and the feedback is instant. I just don't have the initial contact via telephone because I'd rather have demonstrative proof that they are "looking" for what I am offering versus just calling them up and seeing if they are interested. I want to do business with people who are looking for the services that I provide...but maybe in time this will change.

    Sheryl
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  • Profile picture of the author Rus Sells
    The only thing that gets straight to the point, and misses out all potential losses, is calling them up directly.
    It may be the "ONLY" way for you and maybe even others, but I can say the same about walking in and talking face to face with business owners is "ANOTHER" way as well.

    The thing is I don't say, "its the ONLY way". That's just not truthful in general. Perhaps saying, It's the only way that's working for me. yes?
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    • Profile picture of the author Joshua Morris
      Originally Posted by Rus Sells View Post

      It may be the "ONLY" way for you and maybe even others, but I can say the same about walking in and talking face to face with business owners is "ANOTHER" way as well.

      The thing is I don't say, "its the ONLY way". That's just not truthful in general. Perhaps saying, It's the only way that's working for me. yes?

      yes your right....

      i think perhaps i was referring to all types of marketing where you sit behind a desk somwhere, either sending something, calling someone, or something similar to that.

      networking and going in to businesses and other face to face type meetings are not really what i was referring too.

      but your right, its definitely not the "only" way..
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  • Profile picture of the author John Durham
    I think an effective direct mail peice "could" work just as well.... Yeah John Durham Said that, and Im going to try it before the year is out.

    But you have to put it in perspective.

    You might dial 200 numbers in a two hour session (unless you can get 15 appointments out of 50 calls that is...) in order to get 3 appointments or leads.

    You may close one of those.

    So lets say you send out 200 direct mail peices, they arent AS effective, but they are effective if your mail is good (like your phone pitch) AND you are willing to wait it out for a couple of weeks and realize that you will probably get the same interest as a call sessin, but it might not come in two hours like a call session does. Your two call ins may come over the course of a "month". So you tweak your numbers to get it to the "daily" production you are looking for.

    Most solid business ideas work...I find its expectations management that gets people.

    If you are emailing, then I would say you have to send out 10 or 20 times the numbers to get the same effect. Its all about numbers.

    But yes, if you want to control your numbers in real time, cold calling is the way. Most people dont have what it takes to adjust their expectations to things like direct mail... Even myself would get impatient with the timeline required to refine it, but Im going to do it anyway.

    Cold calling will absolutely put business in your pocket. No two ways about it. Just like everything else, you have to be able to wrap your mind around the expectations management aspect. If you expect every other person to say yes, and you dont expect to have to make 200 calls per session, then telemarketing will be hard for you until you hone your pitch and conversion, which only happens through banging away till you perfect it. You cant "buy" a golden pitch, you have to buy a "successful" pitch, then work it till you perfect it.
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    • Profile picture of the author Joshua Morris
      Originally Posted by John Durham View Post

      I think an effective direct mail peice "could" work just as well.... Yeah John Durham Said that, and Im going to try it before the year is out.

      But you have to put it in perspective.

      You might dial 200 numbers in a two hour session (unless you can get 15 appointments out of 50 calls that is...) in order to get 3 appointments or leads.

      You may close one of those.

      So lets say you send out 200 direct mail peices, they arent AS effective, but they are effective if your mail is good (like your phone pitch) AND you are willing to wait it out for a couple of weeks and realize that you will probably get the same interest as a call sessin, but it might not come in two hours like a call session does. Your two call ins may come over the course of a "month". So you tweak your numbers to get it to the "daily" production you are looking for.

      Most solid business ideas work...I find its expectations management that gets people.

      If you are emailing, then I would say you have to send out 10 or 20 times the numbers to get the same effect. Its all about numbers.

      But yes, if you want to control your numbers in real time, cold calling is the way. Most people dont have what it takes to adjust their expectations to things like direct mail... Even myself would get impatient with the timeline required to refine it, but Im going to do it anyway.

      Cold calling will absolutely put business in your pocket. No two ways about it. Just like everything else, you have to be able to wrap your mind around the expectations management aspect. If you expect every other person to say yes, and you dont expect to have to make 200 calls per session, then telemarketing will be hard for you until you hone your pitch and conversion, which only happens through banging away till you perfect it. You cant "buy" a golden pitch, you have to buy a "successful" pitch, then work it till you perfect it.
      agree with you on all counts john... hence why I think its the best lol....
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  • Profile picture of the author YasirYar
    Originally Posted by drummer05 View Post

    Whatever method you use, whoever you are... you WILL need to speak to a client eventually.... If you want to sell the real services, for the real prices.... no seo for £150 if you buy online and we do it all for you just click and sign up..... no!! You are selling premium SEO services at a hefty fee but you can do this because you are a specialist seo consultant expert guru.

    All methods of marketing are there to make the process of communication easier, to make hot leads, or warm leads.... have the businesses calling YOU up
    However, it all leads back to communicating with the client, whether he calls you or you call him.

    Ok, now I will split up two categories of clients for you... 1. Those that will buy, 2. Those that wont.

    All your marketing efforts will be sent out to these two types of clients...

    The problem is, people don't like being marketed too... that's the truth, emailing is spam, flyers are trash liners, and direct mail is a shot in the dark method..... The only thing that gets straight to the point, and misses out all potential losses, is calling them up directly.

    By sending out any other type of marketing form, you are trying to get hot leads, but end up getting almost nothing in return for your effort.


    By contacting the client first you are getting straight to the point, will he buy, or wont he buy. You can find out within 2 minutes....
    Obviously your not going to be asking him to buy... you are asking for a meeting... but 90% of clients will buy if they are willing to do a meeting... If their time is worth it, so is their money!!!

    So, that is why I think cold calling is the best method of marketing.....

    What do you guys think?

    Josh M
    I dont know about others but I have had a bad experience with cold calling simply because people do not understand or like the word "SEO" lol.

    It might works for some people (depending on what the clientele is) but you might be better off just emailing the prospective clients and giving them an offer they cannot refuse.

    This way you can scale up on the number of clients you can reach as well.
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    • Profile picture of the author Joshua Morris
      Originally Posted by YasirYar View Post

      I dont know about others but I have had a bad experience with cold calling simply because people do not understand or like the word "SEO" lol.

      It might works for some people (depending on what the clientele is) but you might be better off just emailing the prospective clients and giving them an offer they cannot refuse.

      This way you can scale up on the number of clients you can reach as well.
      why are you mentioning SEO on your cold call, I think that might be the problem...

      the only thing you should be doing on the cold call is getting a meeting.... if they ask questions say "you would love to tell them in a meeting", or "i would love to tell you face to face"...
      If they want more information now, just say "I would love to give you more info, lets set up a meeting".

      This way you are pushing for the meeting, and anyone slightly interested will say yes to the meeting and will be 95% closer to the sale.

      I think cold calling is only a waste of time if you are not doing it right.!!

      but then again, its easy to mess up direct mail and emailing, so why not mess up cold calling and get more clients that way.

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

        why are you mentioning SEO on your cold call, I think that might be the problem...

        the only thing you should be doing on the cold call is getting a meeting.... if they ask questions say "you would love to tell them in a meeting", or "i would love to tell you face to face"...
        If they want more information now, just say "I would love to give you more info, lets set up a meeting".

        This way you are pushing for the meeting, and anyone slightly interested will say yes to the meeting and will be 95% closer to the sale.

        I think cold calling is only a waste of time if you are not doing it right.!!

        but then again, its easy to mess up direct mail and emailing, so why not mess up cold calling and get more clients that way.

        Haha! You are right, I used to cold call 2 years ago when I was just starting out and I did not know how to go about the phone call so I used to mention SEO LOL.

        I do not do it anymore though since I already have a lot of clients.

        I guess many people can get cold calling to work, it just was never my thing.
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  • Profile picture of the author rickdearr
    So let's look at a real world example. Young Entrepreneur doing Social Media for local Health related company, looses her job today. What would you advise her to do, to "Cold Call" potential new clients, so she can pay her $1200 rent payment on the 1st of the month (she has 5 day grace in case you need 20days)

    I'd love to see some "Cold Call" examples of setting appointments, to get in the door, of companies that can/will spend $500-$1500 per month on Social Media; once she is there, she can close most deals.

    Rick

    Yes if she gets clients from your advice, I'll bet she'll set up a fan page or two for ya...
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    • Profile picture of the author Joshua Morris
      Originally Posted by rickdearr View Post

      So let's look at a real world example. Young Entrepreneur doing Social Media for local Health related company, looses her job today. What would you advise her to do, to "Cold Call" potential new clients, so she can pay her $1200 rent payment on the 1st of the month (she has 5 day grace in case you need 20days)

      I'd love to see some "Cold Call" examples of setting appointments, to get in the door, of companies that can/will spend $500-$1500 per month on Social Media; once she is there, she can close most deals.

      Rick

      Yes if she gets clients from your advice, I'll bet she'll set up a fan page or two for ya...
      Im not sure exactly what your asking here.....??
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    • Profile picture of the author PaulFL
      Originally Posted by rickdearr View Post

      So let's look at a real world example. Young Entrepreneur doing Social Media for local Health related company, looses her job today. What would you advise her to do, to "Cold Call" potential new clients, so she can pay her $1200 rent payment on the 1st of the month (she has 5 day grace in case you need 20days)

      I'd love to see some "Cold Call" examples of setting appointments, to get in the door, of companies that can/will spend $500-$1500 per month on Social Media; once she is there, she can close most deals.

      Rick

      Yes if she gets clients from your advice, I'll bet she'll set up a fan page or two for ya...
      I'd advise her to:
      • Prepare a list of every name she can think of from social networks, church,friends, former employers and co-workers (initially target 100 names).
      • Send a letter to them announcing she has great news - She started her own business.
      • From the list, pick the top 20 names most likely to either use her service or likely to know other business owners. Financial planner, accountant, insurance agent or others at the top of the list.
      • Call them and ask for their help. "I just started my own business doing XYZ and could use your help. Before I head out marketing to strangers, I'd like to practice my presentation with a friend whose opinion I value. What I'd like to do is sit down with you and get your input and make suggestions about things you think I may want to do differently.
        Of course, when I'm done and it seems like something you'd like to use, we can talk about that! You also might be able to think of a couple others you know who could use my help. Could we get together on Thursday morning for about a half hour so or would you prefer a different time?"
      When I started my marketing consulting practice in 2006, this is exactly what I did and had $4,750 in checks and three new clients in seven days. Two of those I presented to hired me and another was from a referral. Within a month, I'd picked up several other accounts.

      I continued with the list of 20... My financial planner set me up to give a presentation to his reps and told them to think of names to send me, my insurance agent directed me to 5 of his clients, a past employer set me to two others, my Tai Chi teacher announced it in a class and another student hired me.

      I'll tell you that after that first week, my wife was a lot more comfortable with my decision to have my own business!

      A lot of people say they're hesitant to ask for referrals. They don't want to impose on people, bother them or be pushy. If you have something that helps people make money, you're not being pushy!!! You're being helpful. Believe that and half the psychological battle is won.

      I still make cold calls when I identify good leads because it's the fastest way to get an answer. For new offliners I say, "Before you pick up the phone, be sure to pick up a pen or create a spreadsheet of the people you know. Leverage all your existing relationships, never stop leveraging and have a solid referral system (I did just develop one) in place to maximize that leverage.

      Approach your network with an open mind and genuinely intend to get feedback about your presentation. It's quite valuable and will help you when you are in front of a referral or other prospect.

      People like to help others (I'm positive about the human spirit) and when you ask the people you know for help, there's a high likelihood you'll find a lot of open arms!
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      • Profile picture of the author rickdearr
        Originally Posted by PaulFL View Post

        I'd advise her to:
        • Prepare a list of every name she can think of from social networks, church,friends, former employers and co-workers (initially target 100 names).
        • Send a letter to them announcing she has great news - She started her own business.
        • From the list, pick the top 20 names most likely to either use her service or likely to know other business owners. Financial planner, accountant, insurance agent or others at the top of the list.
        • Call them and ask for their help. "I just started my own business doing XYZ and could use your help. Before I head out marketing to strangers, I'd like to practice my presentation with a friend whose opinion I value. What I'd like to do is sit down with you and get your input and make suggestions about things you think I may want to do differently.
          Of course, when I'm done and it seems like something you'd like to use, we can talk about that! You also might be able to think of a couple others you know who could use my help. Could we get together on Thursday morning for about a half hour so or would you prefer a different time?"
        When I started my marketing consulting practice in 2006, this is exactly what I did and had $4,750 in checks and three new clients in seven days. Two of those I presented to hired me and another was from a referral. Within a month, I'd picked up several other accounts.

        I continued with the list of 20... My financial planner set me up to give a presentation to his reps and told them to think of names to send me, my insurance agent directed me to 5 of his clients, a past employer set me to two others, my Tai Chi teacher announced it in a class and another student hired me.

        I'll tell you that after that first week, my wife was a lot more comfortable with my decision to have my own business!

        A lot of people say they're hesitant to ask for referrals. They don't want to impose on people, bother them or be pushy. If you have something that helps people make money, you're not being pushy!!! You're being helpful. Believe that and half the psychological battle is won.

        I still make cold calls when I identify good leads because it's the fastest way to get an answer. For new offliners I say, "Before you pick up the phone, be sure to pick up a pen or create a spreadsheet of the people you know. Leverage all your existing relationships, never stop leveraging and have a solid referral system (I did just develop one) in place to maximize that leverage.

        Approach your network with an open mind and genuinely intend to get feedback about your presentation. It's quite valuable and will help you when you are in front of a referral or other prospect.

        People like to help others (I'm positive about the human spirit) and when you ask the people you know for help, there's a high likelihood you'll find a lot of open arms!
        Thanks for taking the time to share your advice. I needed someone else to tell it line it is, so it's not just coming from me as the single source... Any one else want to Advise?
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  • Profile picture of the author dtaylor
    Effective marketing is effective marketing. Getting lots of low-cost leads is the holy grail of salespeople. The truth is, there are always "dry" periods, there are those times when you want to grow your business.

    Pick up the phone. Not saying other methods don't work because they certainly do. I can cite time after time when I called a prospect and, through our conversation, discovered needs they didn't know they had. One client turned into a gig requiring 1 full-time employee dedicated to them plus hundreds of thousands of dollars in services and products. He was not interviewing the competition looking for a fit. We were his fulfillment company.

    Always be selling, no matter what you need to do. If your direct mail or internet marketing is working for you, great. If you are still looking for enough work to pay all the bills then pick up the phone.

    DTaylor
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  • Profile picture of the author danielkanuck
    Cold calling works, but i know that there are better marketing strategies out there. But if you're good at it, keep doing it. Just know that there is only so much time in a day to do cold calling, and when you've finally ran out of local clients to contact, you may want to find a way to take your cold calling business national. No matter what you do, just be prepared to do some grunt work with cold calling.
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  • Profile picture of the author joan2009
    In some type of business, cold calling is something that you have to do to be successful but in some businesses, you don't need to do cold call.
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  • Profile picture of the author trinsleynewton
    i always consider it not a good practice, because i think it is an interference in your private life. disturbing you off and on is not a way to do a business.
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    • Profile picture of the author Joshua Morris
      Originally Posted by trinsleynewton View Post

      i always consider it not a good practice, because i think it is an interference in your private life. disturbing you off and on is not a way to do a business.
      I am very confused about this comment.... Whos private life is being disturbed??

      Josh
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  • Profile picture of the author qu4rk
    I'm glad to see so many people don't like cold calling. While they have your direct mail under a stack of papers & your email on the 2nd page of their inbox cold callers are booking the appoinment. Why? They have been meaning to get back with you, but I called!

    Thanks!
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    • Profile picture of the author Joshua Morris
      Originally Posted by qu4rk View Post

      I'm glad to see so many people don't like cold calling. While they have your direct mail under a stack of papers & your email on the 2nd page of their inbox cold callers are booking the appoinment. Why? They have been meaning to get back with you, but I called!

      Thanks!

      haha, i totally love this

      I agree with you completely!!

      When I end up getting the meeting, one of the things I ask is, "are you looking at any other products or services".... 99% of the time they will say "yes"..

      Which means they saw someones marketing, or they saw someones website, or the were emailed by someone, or something like that...

      But I was there, sitting in a meeting with them and 90% sure I was going to close!!!

      Cold calling is the best
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      • Profile picture of the author kirbymarketingconcierge
        cold calling, warmed up by what you know and your pma.

        that's why I like competition, and don't get negative with "will this become saturated"

        the more a business receives marketing messages from all kinds of ways (direct mail, email, tv exposure, etc..,)

        it is less you have to do regarding the business owner buying into the it!
        he knows his competition is hearing it And could be taking advantage of it, it could work, so many people are pitching me on it, I hear about it on the radio, tv, and read stuff related to it in the paper.

        also, as stated earlier..

        how long has that direct mail piece been on your desk joe, knowing what you should do... don't you think it's time to be proactive?

        * I can save you money too! I used the phone/face2face (and local), not doing an expensive mailing...how would you like to review how this can save money and get more business?
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  • Profile picture of the author PaulFL
    Cold calling works. I don't do it often but if I get a somewhat cold lead, I'll go ahead and either call on the phone or stop in. In the time I can say, "I'll put a package together, mail a letter, send an email, etc,." I can make the call and get an answer or at least determine if further action is warranted.

    Once in the door, then sales and referrals!
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    • Profile picture of the author Joshua Morris
      Originally Posted by PaulFL View Post

      I'd advise her to:
      • Prepare a list of every name she can think of from social networks, church,friends, former employers and co-workers (initially target 100 names).
      • Send a letter to them announcing she has great news - She started her own business.
      • From the list, pick the top 20 names most likely to either use her service or likely to know other business owners. Financial planner, accountant, insurance agent or others at the top of the list.
      • Call them and ask for their help. "I just started my own business doing XYZ and could use your help. Before I head out marketing to strangers, I'd like to practice my presentation with a friend whose opinion I value. What I'd like to do is sit down with you and get your input and make suggestions about things you think I may want to do differently.
        Of course, when I'm done and it seems like something you'd like to use, we can talk about that! You also might be able to think of a couple others you know who could use my help. Could we get together on Thursday morning for about a half hour so or would you prefer a different time?"
      When I started my marketing consulting practice in 2006, this is exactly what I did and had $4,750 in checks and three new clients in seven days. Two of those I presented to hired me and another was from a referral. Within a month, I'd picked up several other accounts.

      I continued with the list of 20... My financial planner set me up to give a presentation to his reps and told them to think of names to send me, my insurance agent directed me to 5 of his clients, a past employer set me to two others, my Tai Chi teacher announced it in a class and another student hired me.

      I'll tell you that after that first week, my wife was a lot more comfortable with my decision to have my own business!

      A lot of people say they're hesitant to ask for referrals. They don't want to impose on people, bother them or be pushy. If you have something that helps people make money, you're not being pushy!!! You're being helpful. Believe that and half the psychological battle is won.

      I still make cold calls when I identify good leads because it's the fastest way to get an answer. For new offliners I say, "Before you pick up the phone, be sure to pick up a pen or create a spreadsheet of the people you know. Leverage all your existing relationships, never stop leveraging and have a solid referral system (I did just develop one) in place to maximize that leverage.

      Approach your network with an open mind and genuinely intend to get feedback about your presentation. It's quite valuable and will help you when you are in front of a referral or other prospect.

      People like to help others (I'm positive about the human spirit) and when you ask the people you know for help, there's a high likelihood you'll find a lot of open arms!

      This is great advice, start with everyone you know and speak to.

      My sisters friends, my dads colleges, my brothers teachers, anyone i might know with a business... anyone i might know that might know someone with a business....

      Truly the best way to get your name out there initially

      I know plenty of people who have used this tactic alone, and are still making money from the referalls of thier original contacts..

      Thanks for this great post, really helpful!


      Originally Posted by JeffNormand View Post

      Because I am an advocate of simplicity, I will just say this:

      Don't sell them SEO, sell them the meeting.

      This alone will catapult your results. You can take the time and do stuff like screen sharing with them, etc.. because you know the client is coming to you willingly, and the prospect agreed to devote 30 minutes (at least) of their time to you.

      Yep I agree completely with this post....... absolutely sell them on the meeting, no other way about it!



      Originally Posted by Qamar View Post

      The best way to do cold calling is to get rid of all your sales pitching agenda. Stop going after the sales and even the APPOINTMENT.

      Work to get your prospect to be comfortable talking with you as a concerned advisor and not a sales man. Once trust is build, the prospect will book the appointment with you themselves!

      This is what I learned recently from Ari Galper. According to him, most people got cold feet when doing cold calling is because they are too concerned about getting the appointment and making sales and this will send a trigger to the prospect that you are indeed a sales man trying to sell them something!

      I personally felt this is the best advise about cold calling so far.


      Qamar
      Im not so sure I agree with Ari here.... What exactly is the reason for you call?? Are you calling to tell them about a problem, or just have a chat about thier site, or what?

      Because whatever you are calling them about.... if they are someone that is intersted in what you are saying... then why not just talk more in a meeting.
      That way you are way closer to the sale.

      Besides I think the best place to build trust is in the meeting, not over the phone, so Wouldnt it be better to try and get the meeting as quickly as possible and then build trust..

      I dont know about you, but I could never trust someone just from being on the phone.... but if they have something important to tell me, I would agree to a meeting.. where they would be able to build my trust with a face to face discussion.

      Originally Posted by PaulFL View Post

      Cold calling works. I don't do it often but if I get a somewhat cold lead, I'll go ahead and either call on the phone or stop in. In the time I can say, "I'll put a package together, mail a letter, send an email, etc,." I can make the call and get an answer or at least determine if further action is warranted.

      Once in the door, then sales and referrals!
      Yep, thats the way we do it around here!



      Thanks for all the comments guys, im loving the discussion and advice here!
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  • Profile picture of the author JeffNormand
    Because I am an advocate of simplicity, I will just say this:

    Don't sell them SEO, sell them the meeting.

    This alone will catapult your results. You can take the time and do stuff like screen sharing with them, etc.. because you know the client is coming to you willingly, and the prospect agreed to devote 30 minutes (at least) of their time to you.
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    • Profile picture of the author carmack
      Originally Posted by JeffNormand View Post

      Because I am an advocate of simplicity, I will just say this:

      Don't sell them SEO, sell them the meeting.

      This alone will catapult your results. You can take the time and do stuff like screen sharing with them, etc.. because you know the client is coming to you willingly, and the prospect agreed to devote 30 minutes (at least) of their time to you.
      that's brilliant, and absolutely right. If you can get them to agree to the meeting, you're 80% of the way there.
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  • Profile picture of the author Qamar
    The best way to do cold calling is to get rid of all your sales pitching agenda. Stop going after the sales and even the APPOINTMENT.

    Work to get your prospect to be comfortable talking with you as a concerned advisor and not a sales man. Once trust is build, the prospect will book the appointment with you themselves!

    This is what I learned recently from Ari Galper. According to him, most people got cold feet when doing cold calling is because they are too concerned about getting the appointment and making sales and this will send a trigger to the prospect that you are indeed a sales man trying to sell them something!

    I personally felt this is the best advise about cold calling so far.


    Qamar
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    • Profile picture of the author kirbymarketingconcierge
      Originally Posted by Qamar View Post

      The best way to do cold calling is to get rid of all your sales pitching agenda. Stop going after the sales and even the APPOINTMENT.

      Work to get your prospect to be comfortable talking with you as a concerned advisor and not a sales man. Once trust is build, the prospect will book the appointment with you themselves!

      This is what I learned recently from Ari Galper. According to him, most people got cold feet when doing cold calling is because they are too concerned about getting the appointment and making sales and this will send a trigger to the prospect that you are indeed a sales man trying to sell them something!

      I personally felt this is the best advise about cold calling so far.


      Qamar
      good focus.

      If you 1st get the prospect to like & trust you. aren't you closer to a sales then if you pitched a product, service, or an appt. ?
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    • Profile picture of the author Bobster0007
      Originally Posted by Qamar View Post

      The best way to do cold calling is to get rid of all your sales pitching agenda. Stop going after the sales and even the APPOINTMENT.

      Work to get your prospect to be comfortable talking with you as a concerned advisor and not a sales man. Once trust is build, the prospect will book the appointment with you themselves!

      This is what I learned recently from Ari Galper. According to him, most people got cold feet when doing cold calling is because they are too concerned about getting the appointment and making sales and this will send a trigger to the prospect that you are indeed a sales man trying to sell them something!

      I personally felt this is the best advise about cold calling so far.


      Qamar
      I have Ari's Mastery Program. I have read and listened to many of the top doggs in sales and I like Ari's approach the best, slightly seasoned by a few others. No pressure, no push back, and when you pick up the phone, don't expect to make a sale. Because you don't know if you can help him out or not. All you want to initially accomplish is to figure out if you can help him some how. You won't likely be viewed as a typical salesman or get the automatic mental stiff arm. Have his best interest in mind and both of you can figure out if he has a problem that you can help solve, and if so, is this problem a priority ? etc...
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    • Profile picture of the author rushindo
      Originally Posted by Qamar View Post

      The best way to do cold calling is to get rid of all your sales pitching agenda. Stop going after the sales and even the APPOINTMENT.

      Work to get your prospect to be comfortable talking with you as a concerned advisor and not a sales man. Once trust is build, the prospect will book the appointment with you themselves!

      This is what I learned recently from Ari Galper. According to him, most people got cold feet when doing cold calling is because they are too concerned about getting the appointment and making sales and this will send a trigger to the prospect that you are indeed a sales man trying to sell them something!

      I personally felt this is the best advise about cold calling so far.


      Qamar
      @Qamar,

      Please describe an example of how a call like this would go. I understand the logic, but it doesn't make sense to me in practice. What do you say to someone if you don't have an agenda? If someone called me without an agenda just to talk, I would feel like they are wasting my time.

      Example please. ;-)
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      • Profile picture of the author Qamar
        Originally Posted by rushindo View Post

        @Qamar,

        Please describe an example of how a call like this would go. I understand the logic, but it doesn't make sense to me in practice. What do you say to someone if you don't have an agenda? If someone called me without an agenda just to talk, I would feel like they are wasting my time.

        Example please. ;-)
        I think you should go to this link and check it out yourself. (non aff)

        There are tons of valuable info and all of them make sense to me. Hope you will benefit from it too.

        Here's the excerpt of some of the examples given by Ari.

        Start With a Dialogue, Not a Presentation

        Let’s return to the goal of a sales call, which is to create a two-way dialogue engaging prospects in a conversation.

        We’re not trying to set the person up for a yes or no. That’s the old way of selling.

        This Unlock The Game approach is designed to engage people in a natural conversation. The kind you might have with a friend. This lets you both of you decide whether it’s worth your time to pursue the conversation further.

        The key here is never to assume beforehand that your prospect should buy what you have to offer, even if they’re a 100 percent fit with the profile of the “perfect customer.”

        If you go into the call with that assumption, prospects will pick up on it and The Wall will go up, no matter how sincere you are.

        Avoid assuming anything about making a sale before you make a call.

        For one thing, you have no idea whether prospects can buy what you have because you know nothing about their priorities, their decision making process, their budget, etc.

        If you assume that you’re going to sell them something on that first call, you’re setting yourself up for failure. That’s the core problem with traditional old-style cold calling.

        Stay focused on opening a dialogue and determining if it makes sense to continue the conversation.



        Qamar
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        Explode Their High Ticket Sales EXPONENTIALLY with just ONE CALL CLOSING.

        Want Me To Help You? click ==> High Ticket Closer.

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      • Profile picture of the author Qamar
        Originally Posted by rushindo View Post

        @Qamar,

        Please describe an example of how a call like this would go. I understand the logic, but it doesn't make sense to me in practice
        Yes it does sounds good in paper, but to know whether it really works or not I am going to be putting this into practice soon and will get back with the results.



        Qamar
        Signature
        I help Thought Leaders, Coaches and Consultants
        Explode Their High Ticket Sales EXPONENTIALLY with just ONE CALL CLOSING.

        Want Me To Help You? click ==> High Ticket Closer.

        or

        Do You Want to become a High Ticket Closer Like Me and work from anywhere around the world?
        Click Here to Apply Now
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