Bob Bly's Advice On Prospecting

by RRG
82 replies
I was reading a book by Bob Bly (if you don't know who he is--as usual, just Google him) called Selling Your Services, written in 1991.

Now, you might think advice dispensed 20 years ago would not be valid today.

You'd be wrong.

There are a lot of threads on this forum about cold calling.

Here's what Bob Bly has to say about it:

"I never make cold telephone calls to a list of prospects, and for the most part, I advise you to do likewise.

"There are several reasons why cold telephone calling is so ineffective. First, it puts you in the weak, unseemly position of appearing to be "begging" for the work. At worst, it annoys the heck out of prospects, making them totally unreceptive to your message.

"The main reason I don't recommend cold telephone calling is because of a principle taught to me by marketing expert Pete Silver. Pete says that when marketing your services, it's better to get prospects to come to you, rather than you going to them. Cold telephone calling violates this principle."

Bly continues on cold calling in person:

"If you sell to businesses, making a cold call--showing up in the corporate lobby without an appointment and asking to see Suzy Smith or John Jones--is equally bad. It shouts loud and clear to the prospect that you are a person whose time is not valuable--who is not busy and successful.

"Also, cold calls are annoying. I never (bought anything) with them. The ones I respected always phoned for an appointment well in advance.

"Don't make cold calls--especially in person."
#advice #bly #bob #prospecting
  • Profile picture of the author Joshua Morris
    wow...

    That is just miserable advice..... I honestly hope you are not swayed by it!!

    Right now, there are millions of companies that use cold calling to sell all thier services..

    Right now there are Thousands of offline consultants getting thier foot in the door and getting clients with cold calling...

    I am actually appalled by what you are quoting, and I sincerely hope you dont take that advice.

    I can 100% guarantee to you, that cold calling will get you clients faster than any other form of marketing!!

    I have had massive success with cold calling, and I absolutely swear by it.... in this business its absolutely the best technique for building your business fast, getting your foot in the door and getting meetings to get clients.

    I hope this gives you some perspective!

    Josh
    {{ DiscussionBoard.errors[4816819].message }}
    • Profile picture of the author RRG
      Originally Posted by drummer05 View Post

      wow...

      That is just miserable advice..... I honestly hope you are not swayed by it!!

      Right now, there are millions of companies that use cold calling to sell all thier services..

      Right now there are Thousands of offline consultants getting thier foot in the door and getting clients with cold calling...

      I am actually appalled by what you are quoting, and I sincerely hope you dont take that advice.

      I can 100% guarantee to you, that cold calling will get you clients faster than any other form of marketing!!

      I have had massive success with cold calling, and I absolutely swear by it.... in this business its absolutely the best technique for building your business fast, getting your foot in the door and getting meetings to get clients.

      I hope this gives you some perspective!

      Josh
      Well, Bly does also say, "Despite what I've just told you, cold-call telemarketing campaigns are actively conducted by thousands of firms . . . if you do decide to make cold calls, have someone else in your office do it or hire someone to make the calls for you."

      So, it's all about positioning.

      Does what Bly has to say about the perception factor (that you must not be busy and successful if you have plenty of time to make random cold calls) carry any validity whatsoever in your view?
      {{ DiscussionBoard.errors[4816900].message }}
    • Profile picture of the author chibaojing
      Reading is my passion. Browsing through your site gives me a lot of knowledge in so many ways. Thank you for the efforts you made in writing and sharing your points of view. Looking forward to learn some more from you. Keep it up.
      {{ DiscussionBoard.errors[4818193].message }}
  • Profile picture of the author Jason Kanigan
    Well, well. As a sales trainer, my first response is:

    If cold calling is such a terrible way of finding new clients, what would you suggest instead?

    Yes, cold calling is indeed annoying if done poorly: when the salesperson gets someone on the phone, starts talking and won't shut up. Features and benefits get barfed all over. No thanks.

    There is another, more effective way to prospect by phone...one that doesn't put you in any uncomfortable position, or make you as the caller feel inferior. And if some people don't want to take your call, Big Deal. They're not a prospect right now. They've qualified themselves out. Move on, pick up the phone and dial the next number.

    Done well, cold calling is very effective as a prospecting method.
    {{ DiscussionBoard.errors[4817130].message }}
    • this is pathetic.

      the 2nd thread I read today, where cold-calling is dismissed with no business justification, or sound judgement made.

      we can do better than that. were Warriors!

      Getting on the phone works.
      {{ DiscussionBoard.errors[4817194].message }}
      • Profile picture of the author RRG
        Originally Posted by kirbymarketingconcierge View Post

        this is pathetic.

        the 2nd thread I read today, where cold-calling is dismissed with no business justification, or sound judgement made.

        we can do better than that. were Warriors!

        Getting on the phone works.
        It's not pathetic.

        Bob Bly is a successful, respected marketer and direct response copywriter. I'm sure he has plenty of "business justification" and "sound judgment."

        One thing I find interesting is that people who respond to these threads never address the positioning aspect of cold calling.

        Do you like random strangers calling you and interrupting your day?

        Also, no one is saying that you can't get business from cold calling. Just about any salesman has done it during his career.

        Conversely, many here do argue that it is the BEST way to get business.

        That is certainly up for discussion. This is a discussion board. Hopefully, that is what makes up warriors: being open to challenging our beliefs and striving to improve.
        {{ DiscussionBoard.errors[4817231].message }}
      • Profile picture of the author BradleyC
        What I see so often is people dismissing a strategy saying it doesn't work, when in reality, they just didn't do it right.

        Cold-calling works, unless you don't know how to do it right.
        Email marketing works, unless you don't know how to do it right.
        Direct mail works, unless you don't know how to do it right.

        And so on.

        I worked with a company who's wife was a marketing gal. One of those madison avenue "traditional" marketing gals. She put together a display ad in a national trade magazine. It bombed, so they concluded advertising in trade magazines doesn't work (yet their competitors were advertising in it every month).

        They tried postcard marketing. Very few leads. It bombed, so they concluded it didn't work.

        They dabbled in direct mail. No leads. they concluded it didn't work.

        So they pushed the sales team to do cold-calling and to knock on doors.

        They even did a referral program and it bombed! Oh my, this is so much like so many of the businesses I see every day.

        And god forbid should someone suggest that the bosses wife and all of her marketing experience is the problem.

        They let me test the waters, knowing for sure I would fail since the bosses wife failed. However, they wouldn't let me do a $5000 trade magazine ad.

        So I did a postcard ... it pulled 8%!

        They about fell out of their shoes!

        And, when they looked at it with its 8pt arial font that listed the benefits (it had a very effective headline) and very little white space (you know how those madison avenue people like white space), they called me lucky!

        "There's no way you can pull 8% with that small of a font, you need a magnifying glass to read it, and don't you know that white space sells?" is what they told me.

        I couldn't control myself, and just started laughing! By the way, that (laughing) didn't go over very well.

        Here I have this postcard with all of this real estate on it to work with. And as a marketer, I wanted to maximize it. I used up every bit of that real estate I could knowing I was selling a large ticket item ($3995) and only had a little bit of space to compel the consumer to call in for more information.

        Even on the address side I used up what space I could for the offer and call to action.

        I used cheap old black ink (not in color) on a light blue card stock. I took it to Kinko's to have it printed and cut. Nothing professional there.

        But, because the message was so powerful, so compelling, it pulled like crazy!

        My first point here is it's the words, the message that matters the most, not the pictures or being in color or being a high gloss finish.

        My second point is, all of the mediums work so if you're not getting the results you want from what you're doing, maybe you're doing it wrong! I know that's hard for anyone to accept!

        And that's why you need to pick your mentors very carefully. I would never have an internet marketing guru be my sales & marketing guru for offline businesses. They don't get it.

        BUT, I would absolutely have them be my mentor for the online stuff, or how to put the online services in place because that's what they are good at and know.

        Selling to offline businesses is a different ball game, and has different rules.

        That's my 2 cents on this thread.

        Bradley

        P.S. They let me work with one territory, a new guy, to do the marketing in. The first year he was #2 in sales and was #1 every year there after. He pulled in more leads and more referrals than all of the other 9 territories combined. And they still wouldn't let me do all of the marketing for the whole company. Go figure.

        My last point is, this company would rather starve than have someone make the bosses wife look bad at her profession. Yes, she owned an ad agency. Are you on the floor laughing yet? I do every time I think about this.

        Madison Ave way of thinking versus direct response, result oriented marketing ... it's all in the numbers and sales which is more effective.

        But hey, according to them, I was just lucky.
        Signature
        ~ 25 Exciting Years of Marketing To Local Businesses ~
        << Learn NEVER BEFORE REVEALED strategies: MarketingToLocalBusinesses.com>>
        << Biggest Lead Generation Mistakes That Are COSTING YOU DEARLY!>>
        Agency Management Systems
        {{ DiscussionBoard.errors[4817331].message }}
        • Profile picture of the author RRG
          I hereby nominate this . . .

          "Post of the Day"

          Brilliant, Bradley!

          Originally Posted by BradleyC View Post

          What I see so often is people dismissing a strategy saying it doesn't work, when in reality, they just didn't do it right.

          Cold-calling works, unless you don't know how to do it right.
          Email marketing works, unless you don't know how to do it right.
          Direct mail works, unless you don't know how to do it right.

          And so on.

          I worked with a company who's wife was a marketing gal. One of those madison avenue "traditional" marketing gals. She put together a display ad in a national trade magazine. It bombed, so they concluded advertising in trade magazines doesn't work (yet their competitors were advertising in it every month).

          They tried postcard marketing. Very few leads. It bombed, so they concluded it didn't work.

          They dabbled in direct mail. No leads. they concluded it didn't work.

          So they pushed the sales team to do cold-calling and to knock on doors.

          They even did a referral program and it bombed! Oh my, this is so much like so many of the businesses I see every day.

          And god forbid should someone suggest that the bosses wife and all of her marketing experience is the problem.

          They let me test the waters, knowing for sure I would fail since the bosses wife failed. However, they wouldn't let me do a $5000 trade magazine ad.

          So I did a postcard ... it pulled 8%!

          They about fell out of their shoes!

          And, when they looked at it with its 8pt arial font that listed the benefits (it had a very effective headline) and very little white space (you know how those madison avenue people like white space), they called me lucky!

          "There's no way you can pull 8% with that small of a font, you need a magnifying glass to read it, and don't know you know that white space sells?" is what they told me.

          I couldn't control myself, and just started laughing! By the way, that (laughing) didn't go over very well.

          Here I have this postcard with all of this real estate on it to work with. And as a marketer, I wanted to maximize it. I used up every bit of that real estate I could knowing I was selling a large ticket item ($3995) and only had a little bit of space to compel the consumer to call in for more information.

          Even on the address side I used up what space I could for the offer and call to action.

          I used cheap old black ink (not in color) on a light blue card stock. I took it to Kinko's to have it printed and cut. Nothing professional there.

          But, because the message was so powerful, so compelling, it pulled like crazy!

          My first point here is it's the words, the message that matters the most, not the pictures or being in color or being a high gloss finish.

          My second point is, all of the mediums work so if you're not getting the results you want from what you're doing, maybe you're doing it wrong! I know that's hard for anyone to accept!

          And that's why you need to pick your mentors very carefully. I would never have an internet marketing guru be my sales & marketing guru for offline businesses. They don't get it.

          BUT, I would absolutely have them be my mentor for the online stuff, or how to put the online services in place because that's what they are good at and know.

          Selling to offline businesses is a different ball game, and has different rules.

          That's my 2 cents on this thread.

          Bradley

          P.S. They let me work with one territory, a new guy, to do the marketing in. The first year he was #2 in sales and was #1 every year there after. He pulled in more leads and more referrals than all of the other 9 territories combined. And they still wouldn't let me do all of the marketing for the whole company. Go figure.

          My last point is, this company would rather starve than have someone make the bosses wife look bad at her profession. Yes, she owned an ad agency. Are you on the floor laughing yet? I do every time I think about this.

          Madison Ave way of thinking versus direct response, result oriented marketing ... it's all in the numbers and sales which is more effective.

          But hey, according to them, I was just lucky.
          {{ DiscussionBoard.errors[4817393].message }}
        • Profile picture of the author MRomeo09
          Originally Posted by BradleyC View Post

          What I see so often is people dismissing a strategy saying it doesn't work, when in reality, they just didn't do it right.

          Cold-calling works, unless you don't know how to do it right.
          Email marketing works, unless you don't know how to do it right.
          Direct mail works, unless you don't know how to do it right.

          And so on.

          I worked with a company who's wife was a marketing gal. One of those madison avenue "traditional" marketing gals. She put together a display ad in a national trade magazine. It bombed, so they concluded advertising in trade magazines doesn't work (yet their competitors were advertising in it every month).

          They tried postcard marketing. Very few leads. It bombed, so they concluded it didn't work.

          They dabbled in direct mail. No leads. they concluded it didn't work.

          So they pushed the sales team to do cold-calling and to knock on doors.

          They even did a referral program and it bombed! Oh my, this is so much like so many of the businesses I see every day.

          And god forbid should someone suggest that the bosses wife and all of her marketing experience is the problem.

          They let me test the waters, knowing for sure I would fail since the bosses wife failed. However, they wouldn't let me do a $5000 trade magazine ad.

          So I did a postcard ... it pulled 8%!

          They about fell out of their shoes!

          And, when they looked at it with its 8pt arial font that listed the benefits (it had a very effective headline) and very little white space (you know how those madison avenue people like white space), they called me lucky!

          "There's no way you can pull 8% with that small of a font, you need a magnifying glass to read it, and don't you know that white space sells?" is what they told me.

          I couldn't control myself, and just started laughing! By the way, that (laughing) didn't go over very well.

          Here I have this postcard with all of this real estate on it to work with. And as a marketer, I wanted to maximize it. I used up every bit of that real estate I could knowing I was selling a large ticket item ($3995) and only had a little bit of space to compel the consumer to call in for more information.

          Even on the address side I used up what space I could for the offer and call to action.

          I used cheap old black ink (not in color) on a light blue card stock. I took it to Kinko's to have it printed and cut. Nothing professional there.

          But, because the message was so powerful, so compelling, it pulled like crazy!

          My first point here is it's the words, the message that matters the most, not the pictures or being in color or being a high gloss finish.

          My second point is, all of the mediums work so if you're not getting the results you want from what you're doing, maybe you're doing it wrong! I know that's hard for anyone to accept!

          And that's why you need to pick your mentors very carefully. I would never have an internet marketing guru be my sales & marketing guru for offline businesses. They don't get it.

          BUT, I would absolutely have them be my mentor for the online stuff, or how to put the online services in place because that's what they are good at and know.

          Selling to offline businesses is a different ball game, and has different rules.

          That's my 2 cents on this thread.

          Bradley

          P.S. They let me work with one territory, a new guy, to do the marketing in. The first year he was #2 in sales and was #1 every year there after. He pulled in more leads and more referrals than all of the other 9 territories combined. And they still wouldn't let me do all of the marketing for the whole company. Go figure.

          My last point is, this company would rather starve than have someone make the bosses wife look bad at her profession. Yes, she owned an ad agency. Are you on the floor laughing yet? I do every time I think about this.

          Madison Ave way of thinking versus direct response, result oriented marketing ... it's all in the numbers and sales which is more effective.

          But hey, according to them, I was just lucky.
          Buy this man a beer!!!
          Signature
          We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

          Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
          {{ DiscussionBoard.errors[4817495].message }}
  • Profile picture of the author Not So New
    @ Bradley .. Very well said.

    People are so quick to "Say That Won't Work" without actually trying it themselves.

    Try it , Tweak it .. Make it work

    Shawn
    {{ DiscussionBoard.errors[4817410].message }}
  • Profile picture of the author BradleyC
    @ RRG - Thank you. After 25 years of this, you wouldn't believe some of the things I've witnessed and experienced. LOL

    @ Not So New - Agreed, they need to test. However, first, they need to learn how to do lead generation marketing for the OFFLINE business so when they create their pieces they're doing it from a point of knowledge. This knowledge is like the rudder of a sailboat. Without it, they just float where ever the wind and sea takes them. With it they control their destination.

    @ MRomeo09 - For great memories of a past life, I'll take a Moosehead. Cheers!

    Bradley
    Signature
    ~ 25 Exciting Years of Marketing To Local Businesses ~
    << Learn NEVER BEFORE REVEALED strategies: MarketingToLocalBusinesses.com>>
    << Biggest Lead Generation Mistakes That Are COSTING YOU DEARLY!>>
    Agency Management Systems
    {{ DiscussionBoard.errors[4817625].message }}
  • Profile picture of the author wilder1047
    What does he suggest as an alternative??

    Everything is essentially cold in some manner unless it's a referral, but you need happy clients to get referrals so beginners don't have the luxury of this.

    Obviously all of our expertise is marketing online - which is the act of getting your products/services in front of people - so why not use those methods..

    Well, I think the big problem with that is the fact that businesses don't necessarily know to search for our services.

    I know there is some search volume on google for SEO in my town but it's not nearly proportionate to the amount of businesses there are here.

    That means a large amount of business owners just don't know about it and therefore don't know they need it.

    As John Durnham says on here.. you're simply calling companies to present your services to them.. services they most likely don't know about.
    {{ DiscussionBoard.errors[4817651].message }}
    • Does what Bly has to say about the perception factor (that you must not be busy and successful if you have plenty of time to make random cold calls) carry any validity whatsoever in your view?

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

      I don't mean to be harsh.
      Don't want new people just starting out (esp. on a tight budget) to think that Telemarketing dosn't work.

      Positioning: getting in front of the most business owners possible.
      getting on the phone does that.

      Perception : Unlike other marketing mediums or work in general, your own notions of what your doing, your attitude, your confidence, etc.., are very important.
      How you see it is crucial.

      If you think your interrupting someone, that is not good. don't make 1 call!

      as Wilder1047 says, "just calling to talk about something new that may help your business..." that is more effective.

      or these Perceptions : I want to help business save money, so I get on the phone. It's cost effective
      I can do direct mail, incur those costs, but then I have to pass it on to the business owner.
      I am a business owner, just like you sir, do you remember when you started out? I'm so passionate about what I can do, I picked up the phone.
      I saw your website, like what your doing, heard about you, etc... and wanted to reach out...

      The thing with TM, as opposed to other marketing mediums is the direct,and what I call the "personal confrontation with Rejection".

      we don't want to admit it, but when we fail at TM, maybe it was us? maybe we conclude it dosn't work so we save face with ourselves?

      I think it was henry ford who said :

      “Whether you think that you can, or that you can't, you are usually right.”

      don't get on the phone if your not right. And try not to draw a conclusion until you can see the #'s. it is a #'s game, esp. in the begining, esp. for newbies.
      {{ DiscussionBoard.errors[4817790].message }}
      • Profile picture of the author RRG
        Originally Posted by kirbymarketingconcierge View Post

        Does what Bly has to say about the perception factor (that you must not be busy and successful if you have plenty of time to make random cold calls) carry any validity whatsoever in your view?

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

        I don't mean to be harsh.
        Don't want new people just starting out (esp. on a tight budget) to think that Telemarketing dosn't work.

        Positioning: getting in front of the most business owners possible.
        getting on the phone does that.

        Perception : Unlike other marketing mediums or work in general, your own notions of what your doing, your attitude, your confidence, etc.., are very important.
        How you see it is crucial.

        If you think your interrupting someone, that is not good. don't make 1 call!

        as Wilder1047 says, "just calling to talk about something new that may help your business..." that is more effective.

        or these Perceptions : I want to help business save money, so I get on the phone. It's cost effective
        I can do direct mail, incur those costs, but then I have to pass it on to the business owner.
        I am a business owner, just like you sir, do you remember when you started out? I'm so passionate about what I can do, I picked up the phone.
        I saw your website, like what your doing, heard about you, etc... and wanted to reach out...

        The thing with TM, as opposed to other marketing mediums is the direct,and what I call the "personal confrontation with Rejection".

        we don't want to admit it, but when we fail at TM, maybe it was us? maybe we conclude it dosn't work so we save face with ourselves?

        I think it was henry ford who said :

        "Whether you think that you can, or that you can't, you are usually right."

        don't get on the phone if your not right. And try not to draw a conclusion until you can see the #'s. it is a #'s game, esp. in the begining, esp. for newbies.
        I don't take your comments as harsh.

        I also never said TM doesn't work.

        Also, should I assume you don't have your phone numbers on the Do Not Call Registry so salespeople are free to call you and interrupt your days and evenings at will?
        {{ DiscussionBoard.errors[4818152].message }}
        • Profile picture of the author krzysiek
          Originally Posted by RRG View Post

          I don't take your comments as harsh.

          I also never said TM doesn't work.

          Also, should I assume you don't have your phone numbers on the Do Not Call Registry so salespeople are free to call you and interrupt your days and evenings at will?
          You are taking things out of context. As Warriors, we are aiming to work with local businesses. Other business owners. We are not calling residential. Only residential has the opportunity to be on the DNC list, not businesses.

          Sure, positioning yourself as the "go to" person for some particular niche or industry will allow you to appear like a 'professional'. No doubt.

          But how do you suggest a newbie starts out if they don't have the experience. Do they falsely market themselves online as someone with experience, if they really have not worked with anyone else previously?

          I think what the guy you're talking about meant to say was, 'once your business is established, cold calling may not be the best mode of communication when it comes to contacting other businesses'. Because when someone is brand-spanking-new, no one is going to come looking for them. You can say, 'market yourself online as an SEO expert' - yeah. Have you seen how saturated the internet is with that crap? How are they meant to find you, let alone 'choose' you (person with no experience at all with other businesses) with hundreds of other competitors.

          Sure, making yourself to be an 'expert' online will bring you some sales - but you have to start somewhere. And that 'somewhere' happens to be some form of cold canvassing, one way or another. Email, phone or direct mail. Everyone needs to start somewhere.

          Further, calling someone on the phone doesn't make you appear like you are 'begging'. Begging is when they say they are not interested, and you insist on trying to 'make' them interested. We, for the most part, don't do that. If they're not interested, thank them and move on. Hardly begging.

          Then when you call a business who actually WANTS your service, you are now in a great position. You are not seen as a beggar, you are seen as someone that can help them succeed. At the very least, you appear to be active in your business and your businesses success. Is that such a bad thing?

          Cold calling isn't begging. If you feel like you're begging on the phone, then you probably are. That would be comparable to calling me a 'beggar' because I went to meet up with a client at THEIR office. Geez, I must be begging. They should come to MY office as I'm not 'desperate' for the sale?

          Hope I have not strayed much here. And this is by no means an attack aimed at anyone in specific, we're just tossing around our opinions on cold calling.
          {{ DiscussionBoard.errors[4825617].message }}
          • Profile picture of the author RRG
            Originally Posted by krzysiek View Post

            You are taking things out of context. As Warriors, we are aiming to work with local businesses. Other business owners. We are not calling residential. Only residential has the opportunity to be on the DNC list, not businesses.

            Sure, positioning yourself as the "go to" person for some particular niche or industry will allow you to appear like a 'professional'. No doubt.

            But how do you suggest a newbie starts out if they don't have the experience. Do they falsely market themselves online as someone with experience, if they really have not worked with anyone else previously?

            I think what the guy you're talking about meant to say was, 'once your business is established, cold calling may not be the best mode of communication when it comes to contacting other businesses'. Because when someone is brand-spanking-new, no one is going to come looking for them. You can say, 'market yourself online as an SEO expert' - yeah. Have you seen how saturated the internet is with that crap? How are they meant to find you, let alone 'choose' you (person with no experience at all with other businesses) with hundreds of other competitors.

            Sure, making yourself to be an 'expert' online will bring you some sales - but you have to start somewhere. And that 'somewhere' happens to be some form of cold canvassing, one way or another. Email, phone or direct mail. Everyone needs to start somewhere.

            Further, calling someone on the phone doesn't make you appear like you are 'begging'. Begging is when they say they are not interested, and you insist on trying to 'make' them interested. We, for the most part, don't do that. If they're not interested, thank them and move on. Hardly begging.

            Then when you call a business who actually WANTS your service, you are now in a great position. You are not seen as a beggar, you are seen as someone that can help them succeed. At the very least, you appear to be active in your business and your businesses success. Is that such a bad thing?

            Cold calling isn't begging. If you feel like you're begging on the phone, then you probably are. That would be comparable to calling me a 'beggar' because I went to meet up with a client at THEIR office. Geez, I must be begging. They should come to MY office as I'm not 'desperate' for the sale?

            Hope I have not strayed much here. And this is by no means an attack aimed at anyone in specific, we're just tossing around our opinions on cold calling.
            I tend to agree that if you're a "newbie" with no money and no experience and no testimonials, you probably have no choice but to pound the phone. And in that case, you have the time.

            But this is not the "Newbie" forum.

            As far as "begging" is concerned, it's not a literal term. It's about your positioning and how you're perceived by the prospects you're calling. If you disagree, that's OK.

            As Bradley said earlier, why not have your "assistant" call to set appointments? That way you can spend all your time working with qualified, interested prospects and creating/implementing the solutions.

            If you can contract with appointment setting or lead generation telemarketers at $10 per hour or $30 per lead, while you're making thousands per year from a good client, doesn't that make a lot of sense?

            People who are only, or primarily, using cold calling -- especially if they're doing the actual calling -- are severely limiting their potential and income.
            {{ DiscussionBoard.errors[4827026].message }}
            • Profile picture of the author Deidra Renee
              Originally Posted by RRG View Post

              I tend to agree that if you're a "newbie" with no money and no experience and no testimonials, you probably have no choice but to pound the phone. And in that case, you have the time.

              But this is not the "Newbie" forum.

              As far as "begging" is concerned, it's not a literal term. It's about your positioning and how you're perceived by the prospects you're calling. If you disagree, that's OK.

              As Bradley said earlier, why not have your "assistant" call to set appointments? That way you can spend all your time working with qualified, interested prospects and creating/implementing the solutions.

              If you can contract with appointment setting or lead generation telemarketers at $10 per hour or $30 per lead, while you're making thousands per year from a good client, doesn't that make a lot of sense?

              People who are only, or primarily, using cold calling -- especially if they're doing the actual calling -- are severely limiting their potential and income.
              This is the offline marketing discussions section and newbies are not banned from it, so yes they will be reading this thread if they choose to. The point is..every form of marketing works..period..You have to find your strengths in a certain technique and work it until you get to the income level you want to be at. And clearly cold calling is not that bad..at one point you say it sucks, don't do it, then you say well have your assistant do it..So it only works if your title is *assistant*? It's better when people say what strategy didn't work for THEM or that they don't like it, instead of saying something doesn't work, don't do it. What if a newbie was just thinking about picking up the phone, came here, and got discouraged, and now is willing to stay broke all because some people don't wanna do cold calling so they say that it sucks. I would suggest everyone use every form of marketing in their business at some point..I HATE cold calling, but it made me close to $1000 in 2 days, so I would recommend at least trying it if you're new in your business instead of trying to build a linkedin profile and getting in 20 groups and all that other stuff that takes a while to produce an income..if you need money NOW!
              {{ DiscussionBoard.errors[4827505].message }}
              • Profile picture of the author RRG
                Originally Posted by Deidra Renee View Post

                This is the offline marketing discussions section and newbies are not banned from it, so yes they will be reading this thread if they choose to. The point is..every form of marketing works..period..You have to find your strengths in a certain technique and work it until you get to the income level you want to be at. And clearly cold calling is not that bad..at one point you say it sucks, don't do it, then you say well have your assistant do it..So it only works if your title is *assistant*? It's better when people say what strategy didn't work for THEM or that they don't like it, instead of saying something doesn't work, don't do it. What if a newbie was just thinking about picking up the phone, came here, and got discouraged, and now is willing to stay broke all because some people don't wanna do cold calling so they say that it sucks. I would suggest everyone use every form of marketing in their business at some point..I HATE cold calling, but it made me close to $1000 in 2 days, so I would recommend at least trying it if you're new in your business instead of trying to build a linkedin profile and getting in 20 groups and all that other stuff that takes a while to produce an income..if you need money NOW!
                If you break up your posts into short paragraphs, they'll be easier to read.

                I agree a lot of newbies are here trying to learn. All I said was the idea that posts like this are going to mislead newbies is specious. All info, whether obtained here or anywhere, should be independently and intelligently assessed and verified.

                So, it's not my responsibility to protect newbies. I post here to add value for anyone open to it. I hope that is the case.
                {{ DiscussionBoard.errors[4827599].message }}
                • Profile picture of the author Deidra Renee
                  Originally Posted by RRG View Post

                  If you break up your posts into short paragraphs, they'll be easier to read.

                  I agree a lot of newbies are here trying to learn. All I said was the idea that posts like this are going to mislead newbies is specious. All info, whether obtained here or anywhere, should be independently and intelligently assessed and verified.

                  So, it's not my responsibility to protect newbies. I post here to add value for anyone open to it. I hope that is the case.
                  OR you can just read it as is..or not..and continue to write the way you want
                  {{ DiscussionBoard.errors[4830108].message }}
                  • Profile picture of the author Jordan J Caron
                    Originally Posted by Deidra Renee View Post

                    OR you can just read it as is..or not..and continue to write the way you want
                    I can see their point. If you were writing an email to a client, would it look similar to your writing on this forum? I have no idea what your business is and if you even have to write at all but I can see a few people skipping over your posts regardless of how valuable they are.

                    With that said, we personally owe it to everyone on this forum to present our best selves to help each other. If that's writing in a professional manner, we should do that.
                    Signature
                    {{ DiscussionBoard.errors[4830182].message }}
                    • direct mail marketing
                      telemarketing
                      online marketing
                      email marketing
                      print
                      radio & TV
                      Banner
                      PPC
                      Referral marketing
                      Affiliate marketing
                      Trade Show marketing

                      marketing is like a box of chocolates. find the ones you like
                      {{ DiscussionBoard.errors[4830187].message }}
                  • Profile picture of the author RRG
                    Originally Posted by Deidra Renee View Post

                    OR you can just read it as is..or not..and continue to write the way you want
                    I'm sorry you took it that way. I was truly trying to be helpful.

                    Writing in short paragraphs is one of the first lessons of copywriting.
                    {{ DiscussionBoard.errors[4830308].message }}
                    • Heard a great story from a writer talking about Condoleeza Rice.
                      that she speaks in the perfect paragraph.

                      opening sentence
                      1-3 support sentences relevant to the opening
                      1 concluding sentence
                      {{ DiscussionBoard.errors[4830320].message }}
            • Profile picture of the author krzysiek
              Originally Posted by RRG View Post

              I tend to agree that if you're a "newbie" with no money and no experience and no testimonials, you probably have no choice but to pound the phone. And in that case, you have the time.

              But this is not the "Newbie" forum.

              As far as "begging" is concerned, it's not a literal term. It's about your positioning and how you're perceived by the prospects you're calling. If you disagree, that's OK.

              As Bradley said earlier, why not have your "assistant" call to set appointments? That way you can spend all your time working with qualified, interested prospects and creating/implementing the solutions.

              If you can contract with appointment setting or lead generation telemarketers at $10 per hour or $30 per lead, while you're making thousands per year from a good client, doesn't that make a lot of sense?

              People who are only, or primarily, using cold calling -- especially if they're doing the actual calling -- are severely limiting their potential and income.
              Really? This isn't a newbie forum? There is a large proportion of Warriors in this part of the forum that are brand new to the 'offline' world - myself included - that are asking questions every day on how to get clients, services to offer, and so on. I think that to say this is not a "Newbie forum" is quite inaccurate.

              Anyway, no big deal. That's not what I wanted to say in this post.

              I can now see your picture in the OP. I know what you were trying to say and I agree. What you seem to have meant is, get your assistant or 'someone else' to do the cold canvassing - and you just deal with the clients and close the deals. Yes, this makes sense and I don't think anyone will disagree with it.

              However, in the OP, you came across basically saying not to do cold calling because it makes you appear to be in an unfavorable position. To then say "but it is ok for your assistant to do it" - well, what type of 'position' does that put your business in? You're still cold canvassing / cold calling, even if it is your assistant - they are still representing you, your company.

              So basically, in my *opinion* I do agree with what you say about the assistant calling on your behalf, because it simply is more efficient and effective. I however, disagree with the notion that it isn't "ok" for you to cold call yourself, but then let your assistant do it.

              But to stop it here, I agree. Get your assistant to do the calling, no doubt. Much better than you calling yourself. Of course, we do need to consider that some people are not of the capacity to have an assistant working with them / for them, for whatever reason - be it financial, or other.
              {{ DiscussionBoard.errors[4830177].message }}
              • Profile picture of the author RRG
                Originally Posted by krzysiek View Post

                I can now see your picture in the OP. I know what you were trying to say and I agree. What you seem to have meant is, get your assistant or 'someone else' to do the cold canvassing - and you just deal with the clients and close the deals. Yes, this makes sense and I don't think anyone will disagree with it.

                However, in the OP, you came across basically saying not to do cold calling because it makes you appear to be in an unfavorable position. To then say "but it is ok for your assistant to do it" - well, what type of 'position' does that put your business in? You're still cold canvassing / cold calling, even if it is your assistant - they are still representing you, your company.
                Bly clearly states that he does NOT recommend cold calling. He does allow, however, that thousands of companies do it. So he says, essentially, if you're going to do it despite his recommendation not to, have someone else do it for you.
                {{ DiscussionBoard.errors[4830408].message }}
    • Profile picture of the author RRG
      Originally Posted by wilder1047 View Post

      What does he suggest as an alternative??

      Everything is essentially cold in some manner unless it's a referral, but you need happy clients to get referrals so beginners don't have the luxury of this.

      Obviously all of our expertise is marketing online - which is the act of getting your products/services in front of people - so why not use those methods..

      Well, I think the big problem with that is the fact that businesses don't necessarily know to search for our services.

      I know there is some search volume on google for SEO in my town but it's not nearly proportionate to the amount of businesses there are here.

      That means a large amount of business owners just don't know about it and therefore don't know they need it.

      As John Durnham says on here.. you're simply calling companies to present your services to them.. services they most likely don't know about.
      He suggests lead generation techniques that involve getting the prospects to come to you. Not sure why people don't see how this is more powerful than cold calling.

      People don't like to be sold, but they love to buy.
      {{ DiscussionBoard.errors[4818143].message }}
      • Originally Posted by RRG View Post

        He suggests lead generation techniques that involve getting the prospects to come to you. Not sure why people don't see how this is more powerful than cold calling.

        People don't like to be sold, but they love to buy.
        I see it. If you and I were on Jay Leno tonight, I wouldn't have to get on the phone next week.


        what is your "perception" , that cold calling is selling and them not buying?

        have you ever heard of the buy cycle?
        the way you sell is directly related to how you buy things.
        {{ DiscussionBoard.errors[4818175].message }}
        • Profile picture of the author RRG
          Originally Posted by kirbymarketingconcierge View Post

          I see it. If you and I were on Jay Leno tonight, I wouldn't have to get on the phone next week.


          what is your "perception" , that cold calling is selling and them not buying?

          have you ever heard of the buy cycle?
          the way you sell is directly related to how you buy things.
          It's not my intention to convince you or anyone else that cold calling is "bad."

          My intention is to provide food for thought for those who are open to new ideas.
          {{ DiscussionBoard.errors[4818216].message }}
          • Originally Posted by RRG View Post

            It's not my intention to convince you or anyone else that cold calling is "bad."

            My intention is to provide food for thought for those who are open to new ideas.
            I like new ideas.

            open to effective, inexpensive, proven, results-based marketing tactics.
            {{ DiscussionBoard.errors[4818230].message }}
            • Profile picture of the author RRG
              Originally Posted by kirbymarketingconcierge View Post

              I like new ideas.

              open to effective, inexpensive, proven, results-based marketing tactics.
              Cool. So you should look into various forms of 2-step lead generation marketing that don't involve cold calling.

              Maybe you don't eliminate cold calling completely (especially since you enjoy and and do well with it) but instead add some other tools to the mix.
              {{ DiscussionBoard.errors[4818264].message }}
              • love the 2 step.

                have you looked into what is called "demand generation".
                getting them to come to you in essence.

                I have always done the 2 step and more on the phone. ( I cannot pressure people, push them, or convince them) and I only sell what I believe in.

                my buy cycle : if someone calls me and pitchs me without knowing what I want and what I get out of it, I'm gone.

                I sell that way.

                1st step - I have to go in as helping them, creating (hopefully) trust and credibility.
                2nd step - "take away"
                here is one way:

                "you don't sound real enthusiastic. I'm only looking for 1-2 guys anyway .
                would it be best for you to pass on this and continue what your doing?
                {{ DiscussionBoard.errors[4818287].message }}
  • Profile picture of the author Tam Chancellor
    I was reading a book by Bob Bly (if you don't know who he is--as usual, just Google him) called Selling Your Services, written in 1991.
    This book was one of my 'bibles' when I started my first business. He had another book titled, "Targeted Public Relations..." I used most of the techniques described in both books and was pleasantly surprised when they worked! So, I'm a huge Bob Bly fan. At one time, I had almost all his books in my library. Sadly, I lost or gave away most of his books.

    There are many marketing techniques. Cold calling, direct mailing, networking. The trick is to find the ones that fit your personality and circumstances. There is no right or wrong....just difference approaches.
    Signature

    "Talking ain't doing." --Zoe Washburne

    "What you do speaks so loud I cannot hear what you say." - Ralph Waldo Emerson

    {{ DiscussionBoard.errors[4817829].message }}
  • Profile picture of the author RRG
    One more thing: this idea that Bob Bly is some sort of hack who doesn't know what he's talking about is laughable.
    {{ DiscussionBoard.errors[4818158].message }}
    • Originally Posted by RRG View Post

      One more thing: this idea that Bob Bly is some sort of hack who doesn't know what he's talking about is laughable.
      My apologies if your offended.

      you had in quotes from him. I responded to that.

      I don't know him, and don't think he's a hack
      {{ DiscussionBoard.errors[4818210].message }}
      • Profile picture of the author BradleyC
        There's nothing wrong with cold calling. There are a lot of companies that use this medium for lead generation and selling.

        Vertical market software companies, for example, do cold calling and tele-sales. And businesses are use to this.

        Bob Bly is talking about the "consultant" who is posturing himself as a consultant not cold calling because it postures him wrong. I agree. But, just because I agree, that doesn't mean I don't recommend it or haven't done it because I have.

        Plus, I'll posture myself by giving a good reason for my call like, "I was talking to some other 'niche' (fill in blank) businesses about their online presence and during the conversation while I was reviewing other 'niche' websites I ran across your website and knew I needed to call you so I am." blah, blah, blah.

        My objective is trying not to come across as a cold-call, as such. Instead, I'm trying to posture myself as having ran across his website and wanting to help him.

        Regardless, if I'm positioning myself as a consultant I'm still 'chasing' him. But, it's not as direct as a cold-call is.

        Then when we look at other products like websites, I think businesses are comfortable buying a website off the phone.

        If I lose my posture because I'm viewed as "cold-calling", then I need to make sure I win them over with proper selling techniques and my knowledge to help them achieve what they want.

        The point is, it only takes one excuse to fail. Don't allow this to be yours!

        Just because Bob Bly says cold-calling is chasing people and you lose your posture, he's not saying not to do it. It just means you have another hurdle to overcome during the call. No big deal. So get out there and make your cold-calls!

        Bradley

        P.S. I always do a 2-step! Always! I never try or attempt to do a one call close. That's foolish and ignorant, in my opinion. But, that's just my opinion. I know people and companies who do the one call close, but they are generally lower priced products.
        Signature
        ~ 25 Exciting Years of Marketing To Local Businesses ~
        << Learn NEVER BEFORE REVEALED strategies: MarketingToLocalBusinesses.com>>
        << Biggest Lead Generation Mistakes That Are COSTING YOU DEARLY!>>
        Agency Management Systems
        {{ DiscussionBoard.errors[4818289].message }}
        • Profile picture of the author RRG
          Originally Posted by BradleyC View Post

          Just because Bob Bly says cold-calling is chasing people and you lose your posture, he's not saying not to do it. It just means you have another hurdle to overcome during the call. No big deal. So get out there and make your cold-calls!
          You're partly correct here. Bly does say (as I pointed out earlier) that plenty of companies do this.

          He is, essentially, saying "don't do it."

          What he says is, if you ARE going to do it, have someone else make the calls and pass you the qualified, interested leads so you, the consultant, are spending your time on the highest-value activity. This is also part of positioning, or posturing, as you put it.

          Think about this: if the whiz bang consultant/service provider is busy crafting solutions for his clients, and he's good at what he does, he probably doesn't have time to be on the phone banging out hundreds of cold calls.
          {{ DiscussionBoard.errors[4818326].message }}
          • Profile picture of the author BradleyC
            I agree about having somebody else do it for you. For years I've had an administrative assistant. One of her jobs is to schedule appts with businesses I'm having a hard time getting through. She'll introduce herself as my administrative assistant and was just calling to schedule appointment for me. It's a great posturing strategy and lends me a lot of creditability.

            Again, I believe Bob is talking about the person who's positioning himself as a consultant.

            If Bob is in fact coming straight out and saying don't do it, then I'll chalk that up to "his opinion" and move on. After all with so many people using cold-calling successfully, it's clearly a viable and successful medium for marketing.

            For me personally, all of my leads come in via direct response marketing that I do. Because of how busy I am, I don't have time to cold-call even if I wanted to. Instead, I, like Bob, would rather have people come to me. But that's me for my situation.

            My previous post was for those people who are new or are cold calling. I would never want to discourage people from doing what that need to do to make sales. Not everyone has my level of expertise in direct response marketing and lead generation marketing, and others don't have the money or tools to do the marketing so they have to do cold-calling.

            My hat goes off to anyone who just gets out there and takes action. Just getting in the game and playing ball is half the battle. Failure to take action is the #1 reason for failure.

            My input.

            Bradley
            Signature
            ~ 25 Exciting Years of Marketing To Local Businesses ~
            << Learn NEVER BEFORE REVEALED strategies: MarketingToLocalBusinesses.com>>
            << Biggest Lead Generation Mistakes That Are COSTING YOU DEARLY!>>
            Agency Management Systems
            {{ DiscussionBoard.errors[4818380].message }}
      • Profile picture of the author RRG
        Originally Posted by kirbymarketingconcierge View Post

        My apologies if your offended.

        you had in quotes from him. I responded to that.

        I don't know him, and don't think he's a hack
        No, not easily offended generally, and certainly not in this case.

        And I didn't mean to direct that post at you personally. It was more general. One poster said it was "miserable advice."

        I mean, let's be real: there are precious few marketers on this forum (and I certainly include myself in that group) who can even carry Bob Bly's jockstrap (yes, I know using that idiom will surely date me).
        {{ DiscussionBoard.errors[4818434].message }}
        • Profile picture of the author MRomeo09
          The problem with knocking cold-calling as a method of prospecting is that sometimes it just is the only thing that will fit your chosen marketplace.

          I'm a pretty big fan of Chet Holmes Dream 100 method. I believe you have to know EXACTLY what your best customer is, and go after them aggressively. I work with multiple location owners of non-franchise businesses. Like I have one client with 20 locations that pays me a pretty big check every month. How do I "attract them"?

          I'm not in active client acquisition mode at this time other than doing things like site rentals. Let's say I have a site ranked for San Antonio Plumber, if I don't have an active marketing plan that hits every plumber in the San Antonio area I'm going to be waiting a long time to rent it. I suppose I could rank it and put a banner ad on it and hope someone begs me to buy it. Instead I'll do anything and everything I have to do to find the RIGHT plumber to buy it that will maximize my profit.

          Plus like it has been alluded here. I'll put my money on the guy who spends 100 hours out in the community meeting other business owners over the guy who spends 100 hours "attracting clients". It works, and it works well, pretty much every time.

          Marcos
          Signature
          We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

          Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
          {{ DiscussionBoard.errors[4819947].message }}
  • Profile picture of the author chibaojing
    Reading is my passion. Browsing through your site gives me a lot of knowledge in so many ways. Thank you for the efforts you made in writing and sharing your points of view. Looking forward to learn some more from you. Keep it up.
    {{ DiscussionBoard.errors[4818188].message }}
  • Profile picture of the author xlfutur1
    I read alot of Bob Bly's stuff years ago, and used much of what he taught with mail order.

    I'm not a big fan of cold calling, although I know it can work if done right, and it is cheap as hell. But there are guys like Dan Kennedy that would probably say the same thing Bob Bly does about it. They are direct response guys and would always suggest getting people to "raise their hand" and predispose themselves to what you have. The old 2 step marketing tactics.

    But you could still use cold calling to do that too. You could cold call and invite business owners to a free workshop on mobile marketing for instance. That would be somewhat of a 2 step process using cold calling. Nothing for sale, just come by and learn some things that will help your business. Then a percentage would probably raise their hand and ask you to help them. Same result, but cold calling was the initial contact.
    {{ DiscussionBoard.errors[4818206].message }}
  • Profile picture of the author iamchrisgreen
    I just signed up to a $500 a month service...

    How did the company initiate contact with me? A COLD CALL !!!!

    It works guys!
    {{ DiscussionBoard.errors[4820192].message }}
    • Profile picture of the author Phillip M King
      Of course, cold calling works. The conversions are lower, but there's no waiting for prospects to answer advertising, etc.

      But I think you have to honor your personality type. Some people are cut out for cold calling, some will never adapt, no matter how many times they try. Do what works for you - or hire a cold caller!
      {{ DiscussionBoard.errors[4820398].message }}
    • Originally Posted by iamchrisgreen View Post

      I just signed up to a $500 a month service...

      How did the company initiate contact with me? A COLD CALL !!!!

      It works guys!
      Hey Chris,

      help people out here if you have the time.

      when you were on the phone with this person, what were you thinking.

      A. will this help my business? / is this wasting my time? / what questions can I ask? / whats in it for me?...

      or

      B. this guy calls me on the phone. he must be desperate? he's just a telemarketer? etc..,

      C. don't want to put words in your mouth, so what happened that can help other Warriors on the phone?
      {{ DiscussionBoard.errors[4820779].message }}
  • Great input guys!

    I did some work for chet holmes. Like what he does and his approach.

    and if you target the "100", did the research, and know you can help, then that dosn't make me think it's cold, but a warm lead.
    perception and positioning.

    personality type is a good point.
    some people like being outdoors and meeting strangers.
    some people like being in a cubicle and speaking on the phone

    need to go with what you like otherwise it will burn you out long term I think.
    {{ DiscussionBoard.errors[4820725].message }}
    • Profile picture of the author RRG
      Originally Posted by kirbymarketingconcierge View Post

      Great input guys!

      I did some work for chet holmes. Like what he does and his approach.

      and if you target the "100", did the research, and know you can help, then that dosn't make me think it's cold, but a warm lead.
      perception and positioning.

      personality type is a good point.
      some people like being outdoors and meeting strangers.
      some people like being in a cubicle and speaking on the phone

      need to go with what you like otherwise it will burn you out long term I think.
      Absolutely.

      Chet's system is not about cold calling.

      He sends a direct mail package with grabber and follows up with a phone call. He does this every month, forever. His prospects may not buy, or even set an appointment, right away, but they know who he is.

      He also offers to schedule an appointment where he delivers a valuable report that accomplishes a couple things:

      1. Demonstrates his expertise
      2. Differentiates himself from everyone else in the market, many of whom make random phone calls.

      As Chet says, eventually he's going to get an opportunity. Either as a secondary vendor, or when their primary vendor screws up and they start looking around.

      And when they start looking around, who do you think has the better chance?

      The guy churning out cold calls hoping to get lucky with timing to pick off some low-hanging fruit, or . . .

      the guy who has sent him something and called every month, the guy who established himself as an expert, someone who can add value, someone who stood out with his approach.
      {{ DiscussionBoard.errors[4820839].message }}
      • Originally Posted by RRG View Post

        Absolutely.

        Chet's system is not about cold calling.

        He sends a direct mail package with grabber and follows up with a phone call. He does this every month, forever. His prospects may not buy, or even set an appointment, right away, but they know who he is.

        He also offers to schedule an appointment where he delivers a valuable report that accomplishes a couple things:

        1. Demonstrates his expertise
        2. Differentiates himself from everyone else in the market, many of whom make random phone calls.

        As Chet says, eventually he's going to get an opportunity. Either as a secondary vendor, or when their primary vendor screws up and they start looking around.

        And when they start looking around, who do you think has the better chance?

        The guy churning out cold calls hoping to get lucky with timing to pick off some low-hanging fruit, or . . .

        the guy who has sent him something and called every month, the guy who established himself as an expert, someone who can add value, someone who stood out with his approach.
        you know he does a radio spot with Tony Robbins? it took him years to get that relationship.

        30% of the market may want what you offer now, but another 30% will want it in the future.
        most companies, salespeople, marketing strategies don't follow through on that, and maintaining communication (emails?) is automated!
        {{ DiscussionBoard.errors[4820893].message }}
        • Profile picture of the author dtaylor
          If you are starting out and want business this week then get on the phone and call a couple hundred businesses.

          When you have established a bit of financial breathing room for yourself then spend a bit of that time and money putting together better marketing techniques.

          I seems to me that Bly's remarks are aimed more at the business owner/marketer/salesperson that is a bit more accomplished and knows his script, his product and exactly where he fits in the marketplace. That knowledge and experience are invaluable when putting together a "magnetic marketing" campaign.

          Quite a bit of the different bits of sales/marketing advice should be taken in context with your business model. For example, Bly advocates having someone else make the phone calls. Ummm....I don't have anyone else and I am not going to hire anyone. My personal business model is as a sole-proprietor. I outsource different tasks but I am NOT going to build a large organization and hire a bunch of employees. Been there, done that not going back. I like my independence, which is why I chose this business.

          Too often this type of advice is taken by newbies as an excuse to not cold call and do whatever it takes to get their business off the ground. You can spend the next month developing a website, sending emails to potential clients and a host of other "marketing" techniques. BUT...very few of these things will put money in your pocket right away like cold calling.

          Get on the phone, get some clients, get some referrals and you will soon be pretty busy.

          Good luck.

          DTaylor
          {{ DiscussionBoard.errors[4821072].message }}
          • Profile picture of the author RRG
            Originally Posted by dtaylor View Post

            If you are starting out and want business this week then get on the phone and call a couple hundred businesses.

            When you have established a bit of financial breathing room for yourself then spend a bit of that time and money putting together better marketing techniques.

            I seems to me that Bly's remarks are aimed more at the business owner/marketer/salesperson that is a bit more accomplished and knows his script, his product and exactly where he fits in the marketplace. That knowledge and experience are invaluable when putting together a "magnetic marketing" campaign.

            Quite a bit of the different bits of sales/marketing advice should be taken in context with your business model. For example, Bly advocates having someone else make the phone calls. Ummm....I don't have anyone else and I am not going to hire anyone. My personal business model is as a sole-proprietor. I outsource different tasks but I am NOT going to build a large organization and hire a bunch of employees. Been there, done that not going back. I like my independence, which is why I chose this business.

            Too often this type of advice is taken by newbies as an excuse to not cold call and do whatever it takes to get their business off the ground. You can spend the next month developing a website, sending emails to potential clients and a host of other "marketing" techniques. BUT...very few of these things will put money in your pocket right away like cold calling.

            Get on the phone, get some clients, get some referrals and you will soon be pretty busy.

            Good luck.

            DTaylor
            You don't have to hire a bunch of employees to have someone make cold calls for you.

            You could contract with one person. He pounds the phone wading through the muck and passes the qualified, interested leads to you.

            Of course you can do it all yourself. But wouldn't your time be better invested doing the highest-dollar activities?

            Here's one way to figure that out:

            What's your number? (The number being how much you're worth per hour.)

            Anything you can outsource for less than your number, it frees up that number of hours for you to concentrate on the highest-value, income-producing activities.

            As for newbies and whether or not they will be "misled" by anything they read here, I couldn't care less.

            It's a forum for ideas, to be shared freely, considered, debated, taken action upon. . . or not!
            {{ DiscussionBoard.errors[4822423].message }}
  • Profile picture of the author danielkanuck
    Originally Posted by RRG View Post

    I was reading a book by Bob Bly (if you don't know who he is--as usual, just Google him) called Selling Your Services, written in 1991.

    Now, you might think advice dispensed 20 years ago would not be valid today.

    You'd be wrong.

    There are a lot of threads on this forum about cold calling.

    Here's what Bob Bly has to say about it:

    "I never make cold telephone calls to a list of prospects, and for the most part, I advise you to do likewise.

    "There are several reasons why cold telephone calling is so ineffective. First, it puts you in the weak, unseemly position of appearing to be "begging" for the work. At worst, it annoys the heck out of prospects, making them totally unreceptive to your message.

    "The main reason I don't recommend cold telephone calling is because of a principle taught to me by marketing expert Pete Silver. Pete says that when marketing your services, it's better to get prospects to come to you, rather than you going to them. Cold telephone calling violates this principle."

    Bly continues on cold calling in person:

    "If you sell to businesses, making a cold call--showing up in the corporate lobby without an appointment and asking to see Suzy Smith or John Jones--is equally bad. It shouts loud and clear to the prospect that you are a person whose time is not valuable--who is not busy and successful.

    "Also, cold calls are annoying. I never (bought anything) with them. The ones I respected always phoned for an appointment well in advance.

    "Don't make cold calls--especially in person."
    Right on. 2 thumbs up on this post.
    {{ DiscussionBoard.errors[4823785].message }}
  • Profile picture of the author TyBrown
    Does cold calling work? Absolutely. It is a huge industry and creates a great ROI when done properly.

    For those that are calling this quote ridiculous, though, can you say that cold calling creates the best ROI?

    I'm sure it depends on a number of factors but the fact is that cold calling is easy to do; get yourself a list and start calling, has a low barrier to entry; if you've got a phone you can start; and typically has a very low conversion rate.

    I think (I haven't read the book but I've heard a lot of Bly audio) what Bly is trying to say is that there are better ways to get a ROI. Good conversion rates for cold calling may get you 1-5% right? Good conversions for referrals may get you 50% or more. Good conversions for an endorsed mailing may beat cold calling. Good conversions for a website may be 1-5% and you don't need the overhead from cold-callers.

    I'm not going to knock cold-calling because I know it works. But for those who are vehemently defending cold-calling it may be helpful to see if you can figure out a way to improve your ROI. I mean, would you rather be cold calling or working warm leads? I've cold called in my life and now in my business I work only warm leads and I can tell you what I prefer and what has better conversions.

    Just my two cents.
    {{ DiscussionBoard.errors[4824500].message }}
  • Profile picture of the author RobBritt
    This has been a very interesting discussion to follow. Lots of back and forth and a slight bit of bickering, but when it came down to it there was middle ground. Yup, cold calling has its place. I hate doing it. the two step is the absolute minimum I think, more times than not it turns into 12 step program.. lots of contact starting with that cold call, but building a relationship until they either bite on your offering or you part ways (maybe to call again later)

    I prefer sending some sort of mailing out with some general information on myself and my company. I try to find the decision maker through online search, snail mail them directly and then follow up with a phone call. It's not so cold that way (although some of them never saw my letter, so it ends up being cold - have to be prepared for either condition, if they even take your call)

    just my two cents and again, thanks for the interesting chat
    Signature

    For High Quality Affordable Articles Click Here --> Rob Writes

    {{ DiscussionBoard.errors[4827139].message }}
    • Profile picture of the author dtaylor
      Originally Posted by RobBritt View Post

      I prefer sending some sort of mailing out with some general information on myself and my company. I try to find the decision maker through online search, snail mail them directly and then follow up with a phone call. It's not so cold that way (although some of them never saw my letter, so it ends up being cold - have to be prepared for either condition, if they even take your call)

      just my two cents and again, thanks for the interesting chat
      I know this approach of sending out a mailing and following up with a phone call is popular but here is something you may wish to consider.

      A few years ago when I managed a sales division with a telemarketing department we were sending out very complete information packages to businesses, cost was a few dollars per package sent. The businesses were then contacted with the purpose of setting an appointment for a salesperson.

      One week a list of several hundred businesses was given to the telemarketers. The list was SUPPOSED to have been sent the packages. The packages had been sent to another list, one not called that week. So the list we were working on had not received any advance information.

      The results, which were religiously tracked, showed NO DIFFERENCE in the number of appointments set that week per number of contacts compared to the lists contacted when the packages HAD been sent.

      After a bit more testing, we determined that the packages were simply a mental crutch that had no actual bearing on the number or quality of appointments set.

      Your mileage may vary but we went on to sell millions of dollars worth of products and services without the expense of mailing out the information packages ahead of time.

      Not trying to argue with you, just giving my experience.

      DTaylor
      {{ DiscussionBoard.errors[4829306].message }}
      • After a bit more testing, we determined that the packages were simply a mental crutch that had no actual bearing on the number or quality of appointments set.



        DTaylor[/quote]
        **************************************

        Thank You Thank You Thank you! Real Testing, real business judgement.

        I hope new people take note.

        It is a mental crutch. starting a sales tactic is in the mind of the person doing it.
        {{ DiscussionBoard.errors[4829318].message }}
        • Profile picture of the author Jordan J Caron
          Very nice discussion to all those involved. I am a "newbie" to the consultant business who still works 40 hours Monday to Friday so the most efficient forum of communication for me right now will be cold calling. It's not ideal but before you get the referrals you need to do something.

          I will look for your posts on free reports RRG as I have used a similar method right now that Shawn in this thread that seems to peel interest. Not sure about sending this video report out in an email though so I'm intrested in seeing how you get it in the owner/manager/DM's hands.
          Signature
          {{ DiscussionBoard.errors[4829519].message }}
          • Profile picture of the author webladder
            Oh, the dreaded "cold-calling" debate. You want my opinion?

            Cold calling works, if you do it correctly and if you have the "skills" to sell an appointment on the phone. Take note..."to sell an appointment". I can't tell you how many times I've had sales people call my office and try to pitch me a product or service.

            It usually goes something along the lines of, "Hello. My name is Joe Shmo with company XYZ. I'd like to take 5 minutes of your time to tell you about this great new product we have." As soon as I hear that, I respond, "5 minutes of my time to tell me about a product ? I don't have 5 minutes to spare to go make a cup of coffee." Click.

            Now consider this scenario. "Hello. My name is Joe Shmo and I work for company XYZ. I know you're probably extremely busy right now, so I won't waste your time with specifics. Instead, I'd like to arrange for a time and date that's convenient for you to meet with myself and my staff so we can explain the benefits and value of our product XYZ. Do you have anything available next week, say around Tuesday?"

            It's MUCH easier to sell an appointment making a cold-call then it is to sell a product. 9 times out of 10, if you just ask for an appointment and cut through the "salesy" bull****, you'll set an appointment. If you make the business owner understand that you know they're busy and don't want to waste their time on the phone, you'll find they'll be much more receptive to speaking with you. Sometimes, I'll get people that call me back a few days later because they've thought about my phone call, were intrigued, and want to know more already. If you don't believe me, test it. Call 15 business and try to sell them your product. Call 15 others and try to set an appointment without pitching a product. I guarantee you, the results will be astonishing.

            Almost 40% of my business comes directly from cold-calling. It is a very valuable tools if used correctly. I know Bob Bly's books and I've read them. But, I don't follow the advice of others. I try things for myself and test them to see what works and what doesn't. It's a part of business.

            Best of luck with your cold-calling attempts.
            Signature
            WEB Ladder Consulting, LLC
            Search Engine Optimization and Consulting
            Local Search Specialists!

            www.webladderconsulting.com
            {{ DiscussionBoard.errors[4829704].message }}
            • Profile picture of the author RRG
              Originally Posted by webladder View Post

              Oh, the dreaded "cold-calling" debate. You want my opinion?

              Cold calling works, if you do it correctly and if you have the "skills" to sell an appointment on the phone. Take note..."to sell an appointment". I can't tell you how many times I've had sales people call my office and try to pitch me a product or service.

              It usually goes something along the lines of, "Hello. My name is Joe Shmo with company XYZ. I'd like to take 5 minutes of your time to tell you about this great new product we have." As soon as I hear that, I respond, "5 minutes of my time to tell me about a product ? I don't have 5 minutes to spare to go make a cup of coffee." Click.

              Now consider this scenario. "Hello. My name is Joe Shmo and I work for company XYZ. I know you're probably extremely busy right now, so I won't waste your time with specifics. Instead, I'd like to arrange for a time and date that's convenient for you to meet with myself and my staff so we can explain the benefits and value of our product XYZ. Do you have anything available next week, say around Tuesday?"

              It's MUCH easier to sell an appointment making a cold-call then it is to sell a product. 9 times out of 10, if you just ask for an appointment and cut through the "salesy" bull****, you'll set an appointment. If you make the business owner understand that you know they're busy and don't want to waste their time on the phone, you'll find they'll be much more receptive to speaking with you. Sometimes, I'll get people that call me back a few days later because they've thought about my phone call, were intrigued, and want to know more already. If you don't believe me, test it. Call 15 business and try to sell them your product. Call 15 others and try to set an appointment without pitching a product. I guarantee you, the results will be astonishing.

              Almost 40% of my business comes directly from cold-calling. It is a very valuable tools if used correctly. I know Bob Bly's books and I've read them. But, I don't follow the advice of others. I try things for myself and test them to see what works and what doesn't. It's a part of business.

              Best of luck with your cold-calling attempts.
              Only you can meet with yourself.

              But I digress.

              You're right. It's better to call for an appointment that to try to sell the actual product.

              One potential problem I see in your script: you're still talking all about you, your staff, your service; nothing about them.

              Also, you say you close almost 40% of your business from cold calling. That means over 60% of your business come from other methods.

              And I certainly agree about testing. Every marketer should be constantly testing, tweaking, maximizing.

              That said, of course you take the advice of others. There's nothing new under the sun. You certainly didn't invent cold calling, or calling for an appointment.
              {{ DiscussionBoard.errors[4829784].message }}
            • Profile picture of the author Jordan J Caron
              Originally Posted by webladder View Post

              Oh, the dreaded "cold-calling" debate. You want my opinion?

              Cold calling works, if you do it correctly and if you have the "skills" to sell an appointment on the phone. Take note..."to sell an appointment". I can't tell you how many times I've had sales people call my office and try to pitch me a product or service.

              It usually goes something along the lines of, "Hello. My name is Joe Shmo with company XYZ. I'd like to take 5 minutes of your time to tell you about this great new product we have." As soon as I hear that, I respond, "5 minutes of my time to tell me about a product ? I don't have 5 minutes to spare to go make a cup of coffee." Click.

              Now consider this scenario. "Hello. My name is Joe Shmo and I work for company XYZ. I know you're probably extremely busy right now, so I won't waste your time with specifics. Instead, I'd like to arrange for a time and date that's convenient for you to meet with myself and my staff so we can explain the benefits and value of our product XYZ. Do you have anything available next week, say around Tuesday?"
              This is so much more powerful than trying to sale directly over the phone. Sale the appointment and don't ask a question they can say no to. Rather ask them which day or time works best to set up a chat.

              RRG does have a strong point though. There needs to emphasis on the customer and what's in it for them.
              Signature
              {{ DiscussionBoard.errors[4830086].message }}
  • Profile picture of the author Aaron Doud
    First I just want to say that every post I read from Bradley is worth every bit of my time. Even when skimming a thread I will stop and read his posts. He is one of the best on here and I believe he helps us all be a little better by offering his wisdom and words.

    Second I think some people are taking the OP and the quote wrong. Even if you do cold calling we all know it converts pretty bad. But if you can get a good telemarketer doing it and have them do it for you than you can have a lot of value. Also even for those starting you have to look professional. And you should always know your time is valuable. And so should the businesses you talk to. And that is why using an appointment setter or using a system like the offline dad thing works better. You're not looking for business as much as you are setting up meetings that have a purpose. The people you want to talk to are often busy and feel over wealmed. And in our world most people value working harder vs smarter so if they think you are not busy and fishing for work they will not value what you try to offer them.

    As I have said before even if you don't have it at least fake it. If you are new at least look like you are busy and new. You started the business because you had work lined up and want to add more clinets vs. "I'm out of work due to the economy and hope you pay me for this work I can do."
    {{ DiscussionBoard.errors[4827497].message }}
  • Profile picture of the author misterme
    The "bickering" in this discussion is, it seems to me, over misunderstanding the topic. They're not saying cold calling is ineffective in getting results - they're saying it's not effective in positioning the marketer as an authority when you consider the "go to" guy in any given industry doesn't spend their days personally calling a cold list.
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
    {{ DiscussionBoard.errors[4827639].message }}
    • Good stuff.

      like anything, miscommunication can happen.

      As well as opposing arguments, which maybe makes us all better because it forces us to question what were doing in a constructive way.

      Like the feedback from RRG about how to reply in short sections.

      the 2 step (posturing) - for those on a budget. hire a TM to just to get the ball going(the consultant will call you, here is a free report for you to read beforehand, etc..,), set phone appt. the consultant calls back.

      all in 1 week, so you can get some sales and pay yourself and the TM
      {{ DiscussionBoard.errors[4827679].message }}
      • Profile picture of the author RRG
        Originally Posted by kirbymarketingconcierge View Post

        Good stuff.

        like anything, miscommunication can happen.

        As well as opposing arguments, which maybe makes us all better because it forces us to question what were doing in a constructive way.

        Like the feedback from RRG about how to reply in short sections.

        the 2 step (posturing) - for those on a budget. hire a TM to just to get the ball going(the consultant will call you, here is a free report for you to read beforehand, etc..,), set phone appt. the consultant calls back.

        all in 1 week, so you can get some sales and pay yourself and the TM
        I like that idea. Anyone who has read some of my posts in other threads knows I am a proponent of the FREE Report.

        By the way, I don't consider anything in this thread bickering. Not at all. It's just discussion.
        {{ DiscussionBoard.errors[4827789].message }}
        • Profile picture of the author Centurian
          What Bly is saying is the old question of prospecting vs. marketing.

          He is right. BTW, Bly is a genius and millionaire copy writer for some of the biggest companies in America. He is giving his perspective as a direct response copywriter.

          I'll just say this. Prospecting and marketing both work. If they didn't, no one would make any money on either strategy.

          I've done both very effectively. I've pounded the pavement and cold-called a hundred doors a day. I've manned the phones , too.

          But business completely changed when I started having people call me. I no longer had to beg for business and commanded premium profits.

          That's the power of building a direct response and marketing machine.

          Prospecting still works. Whenever you need money you can go and get it. It works even better if you have people prospecting for you and you're the genius they secure an appointment for. Then you ride in as the master marketer.

          But if I had my choice, I'll take my phone ringing over making them ring. It's just plain easier and the dynamic completely puts you in charge.

          No matter what method you choose, just do it.
          {{ DiscussionBoard.errors[4829855].message }}
          • Profile picture of the author webladder
            Originally Posted by RRG View Post

            Only you can meet with yourself.

            But I digress.

            You're right. It's better to call for an appointment that to try to sell the actual product.

            One potential problem I see in your script: you're still talking all about you, your staff, your service; nothing about them.

            Also, you say you close almost 40% of your business from cold calling. That means over 60% of your business come from other methods.

            And I certainly agree about testing. Every marketer should be constantly testing, tweaking, maximizing.

            That said, of course you take the advice of others. There's nothing new under the sun. You certainly didn't invent cold calling, or calling for an appointment.
            The "script" was just for purposes of demonstration to give you the overall idea. And yes, 60% of my business does come from elsewhere. You know where? The referrals I receive from my original cold-callers who end up doing business with me.

            And you're right, there is nothing wrong with taking advice from others. But, what works for somebody else may not always work for you. Which is why I focus solely on what works for ME and not what other "leaders", "experts", or so called "gurus" (especially on WF) suggest I do. Sure, it's always good to listen to other's advice, but nobody knows your business like you do. Only YOU know what works for you and your target market. If you go through your life and business heeding the advice of others, you never learn to take a risk and workout your own strategies. But that's just my .02. I'm an independent dude and like to figure things out for myself.

            Originally Posted by BradleyC View Post

            Good catch RRG regarding the script. I wasn't critiquing the script as much as the point he was making about going for the appointment.

            Bradley
            Thanks Bradley. So many people miss that point and then wonder why their cold calling strategies don't work.
            Signature
            WEB Ladder Consulting, LLC
            Search Engine Optimization and Consulting
            Local Search Specialists!

            www.webladderconsulting.com
            {{ DiscussionBoard.errors[4830018].message }}
    • Profile picture of the author RRG
      Originally Posted by misterme View Post

      The "bickering" in this discussion is, it seems to me, over misunderstanding the topic. They're not saying cold calling is ineffective in getting results - they're saying it's not effective in positioning the marketer as an authority when you consider the "go to" guy in any given industry doesn't spend their days personally calling a cold list.
      Very well said, Mister Me. That's one of the key points.

      Another key point is that busy people really don't like to receive phone calls which interrupt their day.
      {{ DiscussionBoard.errors[4827808].message }}
      • Profile picture of the author Aaron Doud
        Originally Posted by RRG View Post

        Another key point is that busy people really don't like to receive phone calls which interrupt their day.
        This is a big key. At the business I work for I am the one you would talk to about SEO services and such. And trust me most of the cold calls are pointless. You can send me info and such but honestly I am not buying into the bad hype. Now if someone local actually asked to set up an appointment and actually build a relationship and what they offered had value maybe I would sell the idea to my bosses and work with them.

        But calling me about SEO and how you can rank me on page one is silly.

        Especially when for any term I would want I rank very high.
        For example if you are looking for a certain model and google it my units often come up first. On the main term a local customer would look for I come up organically first. And I personally do no backlinking SEO work. We simply us a website service that made us very organic and we are happy with their service in every way.

        And you know the best part? We get multiple services from them for not much more than I have seen SEO people quote me for a monthly fee. You know nothing about our business and you are selling me an overpriced service I don't need. So yeah I think your call is a waste of my time. Now let me go back to browsing facebook.
        {{ DiscussionBoard.errors[4827934].message }}
        • Originally Posted by lordauric View Post

          This is a big key. At the business I work for I am the one you would talk to about SEO services and such. And trust me most of the cold calls are pointless. You can send me info and such but honestly I am not buying into the bad hype. Now if someone local actually asked to set up an appointment and actually build a relationship and what they offered had value maybe I would sell the idea to my bosses and work with them.

          But calling me about SEO and how you can rank me on page one is silly.

          Especially when for any term I would want I rank very high.
          For example if you are looking for a certain model and google it my units often come up first. On the main term a local customer would look for I come up organically first. And I personally do no backlinking SEO work. We simply us a website service that made us very organic and we are happy with their service in every way.

          And you know the best part? We get multiple services from them for not much more than I have seen SEO people quote me for a monthly fee. You know nothing about our business and you are selling me an overpriced service I don't need. So yeah I think your call is a waste of my time. Now let me go back to browsing facebook.
          Great post!

          better to make a call trying to understand their business, then see if there open or not. (and listen to see if they feel interrupted!)

          I hate when I get calls and people go right in to a sales pitch.

          Whats in it for Them and whats in it for the specific person your talking to.
          {{ DiscussionBoard.errors[4828000].message }}
  • Profile picture of the author Courage
    I agree that cold calling is a waste of time - you need to sell to people who WANT to buy what you're selling - you also need to make them come to you.

    Placing ads online, in newspaper etc to generate leads is far more effective than cold calling
    {{ DiscussionBoard.errors[4828088].message }}
    • Originally Posted by Courage View Post

      I agree that cold calling is a waste of time - you need to sell to people who WANT to buy what you're selling - you also need to make them come to you.

      Placing ads online, in newspaper etc to generate leads is far more effective than cold calling
      can you share the Response Rates and ROI on newspaper ads?

      or your ideas?

      When I do look at print media, I don't see alot of ads for Internet Marketing products and services.

      thanks
      {{ DiscussionBoard.errors[4828157].message }}
  • Profile picture of the author richrajeevkistoo
    cold calling requires balls and most people don't want to get out of their comfort zone, pick up the phone and get selling... specially to hear No Thanks whole day..

    So if someone else tells you that you should not be doing, then of course you would get carried away as your subconscious would be loving it.

    Cold calling can be one of the fastest way to get business, but i think it requires some judgement depending on niche, area, services etc.

    When i was cold calling for my first job 6 years ago, my prospects were usually getting 8 -9 calls a day from competitors, but we were still making 1-2 sales a day per agent out of over 150 calls.... numbers game...

    But yet again, it can still work if given the decision maker is not already fed up...

    it's a long debate...
    {{ DiscussionBoard.errors[4828621].message }}
  • Profile picture of the author Aaron Doud
    Cold calling is a numbers game.

    But in the long run I like better odds so a lot of the time classic cold calling to me is a waste of time. But like I said if you needs leads and have someone with skills on the phone it works.
    {{ DiscussionBoard.errors[4828835].message }}
  • Profile picture of the author oscarb
    Great tips here from other Warriors. All I have to say (from a copywriter's perspective) is that in my experience, cold calling works if you keep at it. The worst thing that will happen is you'll piss off a few people whom you wouldn't want to do business with any way and you'll get lots of great insight into what business owners need now.
    {{ DiscussionBoard.errors[4829687].message }}
  • Profile picture of the author BradleyC
    Excellent post, Webladder! Right on the money.

    Everyone, take notes on this post. He's right on the money! You do NOT sell products from a cold call. You sell the appointment.

    Well said!

    Bradley
    Signature
    ~ 25 Exciting Years of Marketing To Local Businesses ~
    << Learn NEVER BEFORE REVEALED strategies: MarketingToLocalBusinesses.com>>
    << Biggest Lead Generation Mistakes That Are COSTING YOU DEARLY!>>
    Agency Management Systems
    {{ DiscussionBoard.errors[4829746].message }}
    • Profile picture of the author Centurian
      Originally Posted by BradleyC View Post

      Excellent post, Webladder! Right on the money.

      Everyone, take notes on this post. He's right on the money! You do NOT sell products from a cold call. You sell the appointment.

      Well said!

      Bradley
      Absolutely. This is the best way to cold-call.

      I took on a highly-competitive cost-cutting product several years ago. Since businesses have been looking for ways to cut expenses, I did this as a lead generator for a back-end financial solution.

      I had telemarketers book three to four business owner appointments a day. All they did was try to slam an appointment.

      Even owners, who never would have talked to me, felt obligated because an appointment was made. I closed more sales than all the competitors who just tried drop-ins and direct sales. This created more opportunities to upsell my real profit generator.
      {{ DiscussionBoard.errors[4831321].message }}
  • Profile picture of the author drdeeweb
    Cold calling works. I used to be an executive recruiter and I made a lot of money by picking up that phone. Yes, eventually I could make warm calls because I had a network and referrals. But I landed my first account and placed my first candidate for $16,000- just two weeks after starting.

    And- last week my husband got a call from a recruiter... a cold call. She found his info on LinkedIn. He fit the bill for the job and she called him. Cold.

    He wasn't and isn;t looking for a new job but it sure was nice to get the call and learn about a new opportunity. Now guess what, next time he won't be a cold call, and if my husband does find he needs or wants a new job he can call her- connection established. She might even call him for referrals, and vice versa.

    Get your ego (fear of rejection) out of the way and make the call if it makes sense.

    There are times when it makes sense to email or direct mail or create campaigns to "attract" leads. But in many cases by the time you figure out which one is right someone else has made the call and closed the deal.

    Go for it! Life's too short not to go for it!
    Signature

    **How to Make $3,000 a Month With FREE Traffic**


    =>CLICK HERE NOW<=

    {{ DiscussionBoard.errors[4829757].message }}
    • if the call is cold while your on the phone from the appx. 30 seconds - On, then you can't sell anything.

      if the person has warmed up to you, then:

      you sell yourself.

      whether as an appt., a product, or a service.
      {{ DiscussionBoard.errors[4829768].message }}
  • Profile picture of the author BradleyC
    Good catch RRG regarding the script. I wasn't critiquing the script as much as the point he was making about going for the appointment.

    Bradley
    Signature
    ~ 25 Exciting Years of Marketing To Local Businesses ~
    << Learn NEVER BEFORE REVEALED strategies: MarketingToLocalBusinesses.com>>
    << Biggest Lead Generation Mistakes That Are COSTING YOU DEARLY!>>
    Agency Management Systems
    {{ DiscussionBoard.errors[4829810].message }}
  • Profile picture of the author kiteg2
    This is a no win discussion, but who has the bigger proof on the board?
    if the diehards here have more proof than BOB Bly follow their advice.
    I don't think you would find many that can live up to his proof.
    {{ DiscussionBoard.errors[4830119].message }}
    • Profile picture of the author RRG
      Originally Posted by kiteg2 View Post

      This is a no win discussion, but who has the bigger proof on the board?
      if the diehards here have more proof than BOB Bly follow their advice.
      I don't think you would find many that can live up to his proof.
      If you really believe the typical poster on this forum knows more about sales and marketing than Bob Bly, OK.

      But you're flat-out wrong.
      {{ DiscussionBoard.errors[4830414].message }}
  • Profile picture of the author rampage
    Just want to add that if you need to bring food to the table and pay bills and can't afford other marketing means, cold calling is the only thing is this world that's gonna get you up and running as quickly as possible given the circumstances. And actually making those calls and putting in work makes you feel a whole lot better than sitting there deciding and analysing whether is works and if it will work for you.

    Bottom line is, if you work it works. And the more you work at it, the better cold-calling works for you.
    Signature

    Newborn Newbie No More

    {{ DiscussionBoard.errors[4830751].message }}
  • Profile picture of the author kiteg2
    If you really believe the typical poster on this forum knows more about sales and marketing than Bob Bly, OK.

    But you're flat-out wrong
    Think you should read the post again.

    I don’t think you would find many that can live up to his proof.
    {{ DiscussionBoard.errors[4831091].message }}
  • Profile picture of the author kiteg2
    Don't forget there are some heavy hitters in this forum, I'm not actually saying who has the biggest runs on the board, I know who I would choose and it would not be this forum......
    {{ DiscussionBoard.errors[4831098].message }}

Trending Topics