Trying So Hard With No Success

by s62731
40 replies
Hey Guys,

I just want to know how you guys combat such severe failure?

Ok some backstory:

I work part-time (wednesday + thursday) so for the last 4-5 weeks I have spent Monday, Tuesday and Friday trying to get some clients. But to no avail!!!!

So frustrating I could punch a whole in my wall.

I get up, spend 1-2 hours cold calling, but after non-stop 'no's', 'not interested', 'we already have a web guy' or 'we have people for that' the sessions don't last long. Like maybe 50 calls and not a single person interested I decide to give up. Then I spend the rest of the day searching for other methods to get clients.

I have spent $100's on wso's I really actually try to implement but dont work.

I have had a lot of help from Jason (username: KaniganJ) working with my script, so I don't think it is that.

Maybe I am just targeting the wrong businesses? (pest control, dentists and chiropractors just to name a few)

Perhaps I should just try and hire a sales guy to set appointment for me, or to do the actual sale and just pass it on to me?

Does cold calling actually work for anyone?

Sorry for the big rant but the frustration is building up!
#hard #success
  • Profile picture of the author moneyglue
    How I got started in offline;

    I wrote down a list of friends or acquaintances that i knew had businesses. I looked over the list and decided which business would be the easiest to rank in the top 10 based on keywords/website etc. Reason being I was going to do it for free.

    Once I did the work and got them ranked in the top spots, and they saw the extra traffic and leads flowing through, the business owner was over the moon and gave me 3 referrals for businesses that needed SEO work done as well. Small business owners know other small business owners!

    I have a full time job (which i eventually want to quit) and look after 4 offline clients which takes me a 3-4 hours a month to manage. I outsource the SEO. Jason is a good guy, as I’ve got my hands on his training as well and I’ll be using it to ramp things up a bit..

    Go through your circle of friends, do they have businesses or have friends in business. That would be my starting point.
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  • Profile picture of the author Jason Kanigan
    I must say this is one of the most persistent incidents of prospecting difficulty that I've heard of. Usually the problem is that the person doesn't want to make the calls. Hard to say what's going on without hearing a call.

    However, I'm sure you have collected some common objections (you list a few). How has bringing a common objection to the forefront worked for you so far?

    How open are people in your town to using the Internet? In the small town I'm in now, for instance, people hardly use it at all--in fact, they don't even use "For Rent" signs. You have to go to the local *cabinet shop!* to find out where to rent a house!

    So there could be cultural resistance. But an hour away in three directions, I've got three big cities that understand the Web a little better. Two of those cities' inhabitants still seem to view websites as billboards, but one is high-tech.

    Is there any way you could do a conference call, with me muted on one end to listen in?
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  • Profile picture of the author s62731
    Thanks Guys.

    @Money Glue: Most of my work (bar 1 client) has come through friends, friends of friends etc. So I am already doing that, but need to be able to get more clients.

    @Jason: I cant say how appreciative I am of all the help you have been giving me!

    I haven't tried putting the common objection early on yet. I think one main problem is they are thinking "what is this guys trying to sell me".

    As for the cultural thing; the city I am in (Melbourne) are very big internet users.

    However for melbourne there is huge competition for the services I offer (seo/google places) that it isn't really viable

    So I have been trying to target 2 outer cities (just big suburbs with 150,000+ people) because the competition is lower and I would be able to bring them good results.

    I have found there are 3 categories of business owners so far : Already have a website, don't want a website, or don't do any advertising at all.

    None seem to want what I got.

    Is there a way to record my calls?
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  • Profile picture of the author Jason Kanigan
    For recording, I use Pamela for Skype. I have a Skype #, that's about $15 per month I think. Pamela is free for a month trial. Then I ftp the recordings over to clients that want them.

    Or you can use Audacity (free download), get a cheap call recorder device from amazon that plugs into your headphones & speakers jacks, and convert the files to mp3 with the LAME plugin for Audacity.

    Are you beginning with "Is this a bad time?" and getting permission to tell them why you called? If so, a factor could be that we still need to shorten your core message.

    How well are you doing at getting the stress out of your voice ("I'm financially independent, and don't need the business")?

    Heck, if you can tell me that my Canadian accent won't make them suspicious, I'll stay up late and make a few calls in the middle of the night for you to see how it goes!
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  • Profile picture of the author s62731
    @ Jason:

    Yeh I am beggening with is this a bad time, they almost always say: "well that depends on what you want"

    to which I say: "Ok well how about I tell you why I called, and then you can decide whether or not we should keep talking. Sound fair?"

    To which they usually say: "umm ok" or "will this take long" etc. Sometimes I get "yeh sure"

    I am going to do some more calls today if I can find some businesses I can help (this sometimes takes like an hour to make a list) and record the calls. Upload them to a site of mine and send you the link. If you could look at them I would be over the moon!!!!! Would that be ok?

    haha thanks for the offer to make some calls... I really do appreciate that!!! But I think I need to learn how to do this for my self.

    - James
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  • Profile picture of the author localvseo
    Are you calling to set appts. or try to make the sale right there? You may have better luck setting your own appts. Out of the 50 calls, how many are you talking to the decision maker?
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  • Profile picture of the author Jason Kanigan
    Yes of course I'll look at them!

    The reason I wouldn't mind trying some calls myself is that I might pick up on some cultural differences that would lead to some adjustments...but I should be able to get those from hearing calls as well.

    "Let me take *a quick minute* to tell you why I called..." Remember, the fear is that they will be stuck on the phone forever with a salesperson.

    Give this a shot if they resist after the core message:

    "So...are you saying you're opposed to more sales dollars coming in the door?"
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    • Profile picture of the author s62731
      Originally Posted by kaniganj View Post

      "So...are you saying you're opposed to more sales dollars coming in the door?"
      haha I have actually tried that maybe 5 times.

      Each time I got "Yeh we don't need any more" or "we have plenty of customers"

      Almost like they aren't really listening to me, that they have already made up their mind and just want to get of the phone.

      It's 2:30 here, I am going to make a few calls, record them, and send you a pm after I have done that.

      Thanks once again
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      • Profile picture of the author John Durham
        Originally Posted by s62731 View Post

        haha I have actually tried that maybe 5 times.

        Each time I got "Yeh we don't need any more" or "we have plenty of customers"

        Almost like they aren't really listening to me, that they have already made up their mind and just want to get of the phone.

        It's 2:30 here, I am going to make a few calls, record them, and send you a pm after I have done that.

        Thanks once again
        A: You need to be dialing 200 numbers per day instead of 50. Most pro cold callers do as many Dials before their first break in the day (2 hours) as you are doing in a week. and they dont expect that they are always gonna have a sale before first break.

        50 dials happens in 30 minutes, especially if you are getting turned down at the greeting the whole time, so your daily time spent working here is off... or you are not dialing with any intensity.

        B: You need to not be emotionally attached to your calls, you are dragging an increasingly defeated attitude to each new call by intellectualizing so much. You have to reserve your emotional energy so that you can keep treating one call after another with the same entuhusiasm you gave your first call.

        You may have said it 50 times, but for each prospect, its the first time they ever heard it. So you cant be dragged down with too much thinking about the last call, or the one before that... Forget it. Move forward.
        • Dont expect anything from any particular call, just expect something from the call "session".
        "The sale is made in the mind of the salesman" doesnt mean you can make up your mind and close any call with a tricky rebuttal. It means you can make up your mind to "get a close" (Period) with enough dials and enough rebuttals.

        Keep rocking the numbers till you find someone "closeable". Rock the techniques less, and the numbers harder. Just flat out ask people if they need a website, if not "bye".

        Rock the numbers. You dont have the skills yet to close on high conversion, develop them by taking the pressure off yourself for now and leaning on the numbers more than your knowledge or personality.

        You cant possibly keep dialing and not accidentally run into a laydown sale, unless your attitude is just pushing people away, so dont have one at all...

        Just generate some enthusiasm, set your mind to "finding someone who wants to talk to me and was waiting for someone like me to call...". They aare there, but you are worrying about the outcome of your individual calls too much to get to them right now.

        Try not even THINKING of no's, or keeping track of them.

        Quit expecting that it should be within 50 calls, but rather expect that you are going to call till you break through.

        Expect that most wont be interested, but treat them like your first call anyway.

        Uncover the guy who couldnt wait to talk to someone about web design. He's there.

        Think less, more dials! Just be nice, and I say "I do web design, just wo9ndering if you folks had considered a website for your business..." , if not; BAMMM put down the call and dial another number as fast as you can.

        You are newby...look for a "laydown" to get some success under your belt.

        last note:

        As a newby try to not rebuttal a single person and just dial two or 300 numbers till someone says "Yes! I was just thinking about that". It will build your confidence and make you an initial sale without too much intellectualizing.

        You need a 300 dial session to bust through your ice. Trust me. Just do it, and you will come back saying "I have an appointment".

        Once you have done that, getting one out of 50 calls will be easier. i have seen people do a thousand dials before breaking the ice...

        Heres the thing, the prize has to be worth it to you, breaking the ice calls for MASSIVE action.

        yes alot of people have done it, but alot of people havent... Its up to you whether you do or not. Instead of asking here- I would just bear down on the phone until I knocked one out.

        Sometimes added knowledge doesnt help, and it doesnt seem to be here.... Just put your head down and hit the numbers hard... Not until you reach 50- but rather; until you have broken the ice.
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        • Profile picture of the author s62731
          Originally Posted by John Durham View Post

          You need a 300 dial session to bust through your ice. Trust me. Just do it, and you will come back saying "I have an appointment".
          Wow 300 calls. I don't even think there are 300 business I can sell my services to!
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          • Profile picture of the author John Durham
            Originally Posted by s62731 View Post

            Wow 300 calls. I don't even think there are 300 business I can sell my services to!

            Hope its an expensive service then! lol

            My ex father in law had a multi million dollar leak repair business based on a market of about 50 paper mills... he had only 3- or 4 clients. But if your product is just a few hundred dollars your market criteria needs to be broadened somehow to increase the size of your list.
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        • Profile picture of the author marketingwithjosh
          Originally Posted by John Durham View Post

          A: You need to be dialing 200 numbers per day instead of 50. Most pro cold callers do as many Dials before their first break in the day (2 hours) as you are doing in a week. and they dont expect that they are always gonna have a sale before first break.

          50 dials happens in 30 minutes, especially if you are getting turned down at the greeting the whole time, so your daily time spent working here is off... or you are not dialing with any intensity.

          B: You need to not be emotionally attached to your calls, you are dragging an increasingly defeated attitude to each new call by intellectualizing so much. You have to reserve your emotional energy so that you can keep treating one call after another with the same entuhusiasm you gave your first call.

          You may have said it 50 times, but for each prospect, its the first time they ever heard it. So you cant be dragged down with too much thinking about the last call, or the one before that... Forget it. Move forward.
          • Dont expect anything from any particular call, just expect something from the call "session".
          "The sale is made in the mind of the salesman" doesnt mean you can make up your mind and close any call with a tricky rebuttal. It means you can make up your mind to "get a close" (Period) with enough dials and enough rebuttals.

          Keep rocking the numbers till you find someone "closeable". Rock the techniques less, and the numbers harder. Just flat out ask people if they need a website, if not "bye".

          Rock the numbers. You dont have the skills yet to close on high conversion, develop them by taking the pressure off yourself for now and leaning on the numbers more than your knowledge or personality.

          You cant possibly keep dialing and not accidentally run into a laydown sale, unless your attitude is just pushing people away, so dont have one at all...

          Just generate some enthusiasm, set your mind to "finding someone who wants to talk to me and was waiting for someone like me to call...". They aare there, but you are worrying about the outcome of your individual calls too much to get to them right now.

          Try not even THINKING of no's, or keeping track of them.

          Quit expecting that it should be within 50 calls, but rather expect that you are going to call till you break through.

          Expect that most wont be interested, but treat them like your first call anyway.

          Uncover the guy who couldnt wait to talk to someone about web design. He's there.

          Think less, more dials! Just be nice, and I say "I do web design, just wo9ndering if you folks had considered a website for your business..." , if not; BAMMM put down the call and dial another number as fast as you can.

          You are newby...look for a "laydown" to get some success under your belt.

          last note:

          As a newby try to not rebuttal a single person and just dial two or 300 numbers till someone says "Yes! I was just thinking about that". It will build your confidence and make you an initial sale without too much intellectualizing.

          You need a 300 dial session to bust through your ice. Trust me. Just do it, and you will come back saying "I have an appointment".

          Once you have done that, getting one out of 50 calls will be easier. i have seen people do a thousand dials before breaking the ice...

          Heres the thing, the prize has to be worth it to you, breaking the ice calls for MASSIVE action.

          yes alot of people have done it, but alot of people havent... Its up to you whether you do or not. Instead of asking here- I would just bear down on the phone until I knocked one out.

          Sometimes added knowledge doesnt help, and it doesnt seem to be here.... Just put your head down and hit the numbers hard... Not until you reach 50- but rather; until you have broken the ice.
          Awesome! Thanks!
          Signature
          50 Powerful Ways To Build Your List, FREE.http://www.joshuakbowen.com/lbf

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  • Profile picture of the author localvseo
    Another thought. If you are in Britain, maybe consider calling into US companies. I bet the accent alone will get you past some "gatekeepers". Maybe that would be a good angle. I have a lot of experience cold calling so be happy to help I if I can.
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  • Profile picture of the author Jason Kanigan
    Wow, tough crowd!

    "So, you've really made up your mind before we even meet that there's no way anyone else can help you get more business?"

    You could do what I do with those city switchboard operators, and go all unsure: "I'm not sure who I should speak with...maybe you can help me. I...(core message)...who do you think would be best to talk with about this?"

    Your persistence IS going to pay off! And once you crack the method, it will continue to work for you.
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  • Profile picture of the author moneyglue
    I'm based in Sydney and yep there's plenty of competition here and in Melbourne. That's not a bad thing. The big agencies charge a fortune. As for cold calling. I'm just getting started as i said earlier, i'm outsourcing it to a company for a cut of any client they sign up. So can keep you updated on how it goes. I'll be targetting a specific niche and will use "I can only work with one company in each state, if its not you, I'll be working for your local competitor" That's essentially the angle I'll be using.
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  • Profile picture of the author Huskerdarren
    Hang in there man. Don't let cold calling cool you toward the business in general.

    I have my first meeting tomorrow. It came off a cold call. I don't love the cold call and am going to mix it up with postcards, letters and drop ins too.

    I have the best feeling about the drop ins, I am going to create a postcard I can print from my own pc. It will have a regular QR code and then a custom one with their logo in color embedded in it. The regular QR code goes to their crappy website and the custom one will link to a homepage that I designed. They can be made in 10 minutes tops with Quentins system. Then I am going to write a tease below that. "Do you know all the ways you can bring in more sales and build your business through the power of the mobile phone?" followed by my website and phone number. Mobile to SMS, Email Marketing, Facebook and Google Places or SEO.
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  • Profile picture of the author tdpubs
    As someone who has been in Yellow Pages for many years I totally understand your predicament. The problem is that these folks do not know you. Join your local Chamber of Commerce. Most of your rejections are out right brushoffs. These business owners desperately want leads and customers. They are not interested in being sold anything that separates them from their cash. Joining you local leads club or COC will give you a chance to work on your presentation and get you live contacts. Leverage those live contacts by asking them to pass on your introductory offer to their friends and associates. Make up cards and have an offer that they cannot resist printed on them. Once you get your first client, leverage that client into more with their video referrals and keep duplicating the process. Small business people need to get to know you before they will even give you the time of day. Good luck.
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  • Profile picture of the author Jason Kanigan
    tdpubs makes good points. Small business owners usually do not have much extra money. It might be better to call on larger prospects. And the "getting to know you" think is really important.

    When I got to Wilmington, NC, I knew nobody. Over two months, I networked like crazy with the many local BNI groups and a few other events--and after that, people would commonly tell me that they thought I'd been around a whole lot longer than a couple of months.
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  • Profile picture of the author Jason Kanigan
    Lol, John D with the proverbial "kick in the ass"!

    I was just mentioning to the OP in a PM about John having previously said newbies have this "wall" they need to break through, and what they do on Day One isn't overtly a whole lot different from Day Ten...but somehow in that time they do a bunch of little things better.

    And he's right, the emotional baggage needs to be jettisoned; the session needs to stop being about outcomes, just behaviors (making the calls); qualification should be quick; and more calls need to be made.
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  • Profile picture of the author Danny Turner
    Put this in a positive light - as Thomas Edison said - “I have not failed. I've just found 10,000 ways that won't work.”

    I see from you sig you have had at least one success - unless your a dentist!
    nice site too!
    I take it your in OZ - telemarketing to biz here is tough - and a real art - almost all small business owners view telemarketers as an annoying interuption - I answered another post on this - here -
    http://www.warriorforum.com/offline-...-websites.html
    may not have been well received but what does your experience tell you?
    On that thread i do outline a pretty simple strategy.

    Asking for business on the first telephone contact is a bit like asking a girl in a bar home right after introducing yourself - chuckle your offer would need to be veeeeery apealing.
    Do you do any research on the business before calling? Do you talk about your offer or their business in the first few sentences? Can you outline a specific stategy that will mean more sales (for them)? Do you have a definite offer that will deliver this strategy?Are you prepared for the fact that it may take a number of contacts before you make a sale?
    or are you just calling businesses at random and hoping for a sale and moving on if you dont score on the first hit?

    This may sound a bit harsh but...... I have read the definition of stupidity is constantly doing the same thing and expecting different results!
    If telephoning hasn't worked for you - go and visit local businesses -
    set up a local directory site and make your offer a free listing on your site -

    Get Dentist Camberwell to the top places spot for the search - dentist camberwell (it currently is not to be seen in the top 10!)

    Not even in the top ten - for a search term you have an exact name match!
    Get that one fixed - get some analytics on the site - show the owner - get a recomendation from him and then tell your prospects what a difference your services made to that business.
    Small business owners hate being sold to they do however love a good success story - would you use a dentist if it looked like you were his first customer?
    Any how this forum is full of bull%*%# about how easy it is to sell to "offline" businesses - true, the market is huge but you have to be able to demonstrate their investment with you will bring returns - small business owners dont stay in business by throwinging their money around!
    Good luck with your efforts -
    cheers
    Danny
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  • Profile picture of the author taptap1
    Banned
    [DELETED]
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    • Profile picture of the author Ray Erdmann
      Originally Posted by taptap1 View Post

      Are you calling to set appts. or try to make the sale right there? You may have better luck setting your own appts.
      Originally Posted by localvseo

      "...Are you calling to set appts. or try to make the sale right there? You may have better luck setting your own appts.
      WTF

      Either you're retarded and can't come up with an original thought...and thus you resort to 'copy/paste' someone else's statement...

      OR

      You're retarded that you could log into another account and post an almost identical post and hope no one would notice!

      Either way, SOMEONE is RETARDED!
      Signature

      "Whether you think you can or not...you'll always be 100% right!" |

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  • Profile picture of the author s62731
    @ John Durham:

    I only offer 2 services to start (web design and google places) I then upsell other services from there. Yeh I am probably exaggerating there a little bit with the 300 businesses. But this is what I mean, and anybody living in Australia will likely understand what I mean:

    Ill try and give an example here. Lets say I decided to target dentists. The main service that would bring these businesses the most results, would be my google places service.

    So as I look for Dentists that would benefit from that. Exact monthly searches = about 2000. So these guys would really benefit! So I create a list of all dentists in the area not on the first page listing, ok I have got 40 dentists. Hmm not that big of a list now is it?

    So I could target large suburbs further out from the city that get 200 exact searches a month. Hmm there is only 5 areas like this whole state, there is another list of about 40 dentist. So now I have 80 dentists to call, many of which are much to far away to make an appointment to visit. So I have to try and close them on the phone (not the first call of course).

    Hmm so now what other business types would benefit from my services, and the cycle repeats. But with the amount of calls I have already done to what feels like every single type of business there are no more to call!

    @Danny turner: That dentist site I am going to rank to rent out. I have not started to rank it yet, as I am tossing up whether I would even be able to rent it out. There are about 20 dentists in that particular area, minus the ones who already have websites and are on the first page, leaves about 15 dentists. So still deciding if it is worth the effort to rank if I cant rent it out.

    taptap1:
    I am mainly trying to set appointments,

    but if the business is more than a 40 minute drive (is a $500 website worth 80 minutes of driving, + fuel to go to an appointment?), I send them a video report, then call them back in a few days to make the sale. But I am not even getting that far atm.
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    • Profile picture of the author John Durham
      There are Dentist Directories online much like Law directories who charge their clients $1,000 per month or more... I would create my call list from one of those directories and call people offering them a better deal for the same service.

      "Hi Bob I see you are listed here on dental . com, I have some other clients there and I thought I would call to____________"

      You already know they want to spend on their web presence, but you also know they are paying unGodly prices.

      As I advised someone else, in fact Im working on a project for them now.... Take the top listing out of each category on a the directory site, because everyone listed under him knows who he is... and give that guy on top a site for FREEE...

      Now call everyone under his listing and say "You folks probably know some of the people I work with like __________ or ____________?

      (Everyone knows who is listed on top)

      You dont have to say it, but the prospect will naturally assume that maybe you are part of the reason that guy is number one.

      Instant credibility.

      I have to get back to work... but in short focus your lists on high charging dentist directories... Someone already got through to them once...so You can too. Plus you already know what they are paying, and you can see their whole marketing plan on the site, make suggestions...

      If this isnt Gold, then my name is Uncle Sam!

      This is the kind of advice I didnt charge for, but someone will probably make a wso from...and charge for it.
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      • Profile picture of the author MRomeo09
        Originally Posted by John Durham View Post

        There are Dentist Directories online much like Law directories who charge their clients $1,000 per month or more... I would create my call list from one of those directories and call people offering them a better deal for the same service.

        "Hi Bob I see you are listed here on dental . com, I have some other clients there and I thought I would call to____________"

        You already know they want to spend on their web presence, but you also know they are paying unGodly prices.

        As I advised someone else, in fact Im working on a project for them now.... Take the top listing out of each category on a the directory site, because everyone listed under him knows who he is... and give that guy on top a site for FREEE...

        Now call everyone under his listing and say "You folks probably know some of the people I work with like __________ or ____________?

        (Everyone knows who is listed on top)

        You dont have to say it, but the prospect will naturally assume that maybe you are part of the reason that guy is number one.

        Instant credibility.

        I have to get back to work... but in short focus your lists on high charging dentist directories... Someone already got through to them once...so You can too. Plus you already know what they are paying, and you can see their whole marketing plan on the site, make suggestions...

        If this isnt Gold, then my name is Uncle Sam!

        This is the kind of advice I didnt charge for, but someone will probably make a wso from...and charge for it.
        Sorry bud, but I disagree.

        I think going after dentists to do cold calling is a really, really bad idea.

        Everyone try this.

        Call the five biggest dentist ads in the phone book. Ask the person who answers the phone this:

        You: "Cindy, I need your help I'm doing some research for a project and I bet you're just the person who can help me and it will take you ten seconds, can you help me?"

        Cindy- "Sure".

        You: "Cindy, how many times a week do you get people calling to try the dentist something?"

        Cindy- "Lawdy I lose count, at least 20-30"

        You- "I can only imagine Cindy, and tell me I know you're really good at your job so how many times do you let someone talk to Dr. Dentist?"

        Cindy- "Never, if I do I lose my job"


        That's generally how the conversation goes. And now try that same conversation with a plastic surgeon, it will go about the same, and the same with a chiropractor.

        These people are BOMBARDED with marketing messages. I know the money is there, but how you get to them is NOT cold calling, you have to go for a less head-on approach. A shock and awe package will work. Cold calling a list of 300 dentists and you'll speak to maybe 10-20 of them, and then you'll have thought that you failed when in reality you chose the wrong market.

        I disagree John because I think you're setting him up for failure. I think he's more likely to fail going after the "big money" clients than if he went off the beaten path.

        If the OP was going after low-hanging-fruit clients he could get a MUCH higher success rate. I've gotten as high as 1 in 4 appointments for my lead-gen/site-rental biz when I CHOSE THE RIGHT MARKET. And I had to put a TON more work in the Chiropractic sites I naively went after years ago.

        Try calling a not very much marketed to niche like "garage door repair" and you'll see your response rate rise dramatically, my estimation would be it would 300-500X greater.

        Now if the OP was an experienced telesales pro it's a whole different ball of wax. But he's not. I want him to succeed not fail. And going after the high dollar markets is a recipe for failure. I would put $1,000 on a newbie calling 300 garage door repair firms making more money than a newbie calling 300 dentists all day every day. I would also put $1,000 on the fact that the one who called the garage door repair companies still being in business after two weeks than the one who got beaten all too hell trying to get through the gatekeepers of the dentists.

        You know I appreciate you John, but I just disagree with your advice. Helping someone to fail more isn't going to help anyone.

        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
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        • Profile picture of the author John Durham
          Originally Posted by MRomeo09 View Post


          I disagree John because I think you're setting him up for failure...



          You know I appreciate you John, but I just disagree with your advice. Helping someone to fail more isn't going to help anyone.

          Marcos
          Yes I can see that you have no intention of scarring my credibility here. lol

          I didnt suggest Dentists my friend, I have taught people to go for low hanging fruit all year long around here...

          I was simply addressing his dentist example directly, because HE brought it up...and saying how I would go about it if it were me...

          So you are saying that sales can not be made cold calling dentists then?

          I think that would be hugely inaccurate.

          I appreciate you too, but I would never help someone fail... and I also disagree.

          I think cold callers get through to dentists all the time, even though like yourself , if it were my choice I would pick lower hanging fruit.

          The same could be said for attorneys or a number of other industries. Yet I have attorneys for clients (at this very moment) who I obtained through cold calling, as well as veterinarians, who I got the exact same way.

          I cold called through to them myself, and have seen many new cold callers be forced to call lists of thousands of dentists...and even maintain a quota...even though it was a harder market...its either "get through to some or lose your job".

          I dont have to to prove that because there are call centers all over the USA at this very moment cold calling dentists...and they arent doing it because they intentionally want to lose money.

          So with all due respect, I agree that they are a tougher market than say 5 employee auto body shops... But, i dont agree that its unreasonable to think a newby could make a few sales with them if they called enough numbers.

          There are dental directories ALL OVER THE NET full of dentists....Im fairly sure some of them were cold called wouldnt you think...at least the YP ones are...

          I think you are taking your own experience and generalizing here.

          Salespeople get through to dentists every single day... To say its a hard market is accurate, but to say Im setting someone up to fail from what I posted above is a very big implication... and I think other companies prove every single day that its simply not true.

          I think you are arguing, against evidence that is ALL AROUND US...That its not impossible to get through to dentists cold calling, although I agree there are easier markets.

          Respectfully,
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  • Profile picture of the author mjbmedia
    S6 Sounds to me like you dont really believe you can deliver and/or you dont feel you're ready to deliver and this is coming through in your phone calls, even straight away the business person on the other end is thinking ' theres no confidence in this one' .

    Have you delivered your services to anyone yet, even for free, just to get your belief up and the processes in order and the confidence there (and that isnt a nasty question and you dont need to answer it here, just to tweak a thought or two in you).

    Have a read of this thread , it may resonate, maybe not.

    Consider trying different industries, ones that arent targetted that much, again just to get more conversation time and so confidence and the first 'yes please' .
    Signature

    Mike

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  • Profile picture of the author amz11
    Hey, just wanted to add to this by offering constructive criticism. Hope it helps.

    Firstly, do you believe in what you're selling and have a passion for it? If not, this might be why you're coming across so much negative feedback. If you don't believe in what you do, no one else will.
    People can and will pick up on this and won't take you seriously or your product/service. Perhaps reassess where your business is going, always have a business plan and update every 6 months to keep track of your definite goal(s).

    Get a good old fashioned pen to paper and go through absolutely every possibility, objections raised.

    Is there anything in the script that could be changed, does it reflect you and your product/service the best way?

    How would you sell this product to yourself? (If you won't buy it, they DEFINITELY won't)

    What is your current approach to clients-are you confident about your product/service? And if not, why?

    Are you targeting the right businesses, that have a definite need for SEO etc.?
    If not, what are the businesses that can be helped by your product/service?

    Are you limiting yourself to one country or territory? (you cold take someone on if you can afford it to do field sales, if that is needed, depends on how many clients you want)

    What is their response when you call? If you've already got their attention they want to hear what you've got to say, so if you aren't getting results, it's down to how you've put yourself across. They won't buy if you don't feel passionate about helping them.

    Also, don't keep buying WSO's without having a goal in mind of what you are going to do with them (as recommended by Dr Ben Adkins 'Prime Influence'). If they are not related to SEO etc. you are diverting your focus and energy away from the business and you will get less done.

    Most importantly, have confidence in your ability. You obviously know what you're doing so have faith in that.

    On another note just quickly, I really like the book by Napolean Hill 'Think and Grow Rich', that was the best £3.50 I ever spent lol...that is one book I would definitely recommend if you're feeling negative, feel like giving up on it or keep coming across setbacks. The 'power' of thought is the main theme throughout, (it's working for me!).

    I really wish you the best now go sell your stuff and much luck to you!!

    Ames
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  • Profile picture of the author s62731
    @ mjbmedia: Yeh I have delivered these services to 5 customers already. And they have gotten good results. The first 3 clients were acquaintances, then I got 2 refferals.

    I used to make money by ranking sites with affiliate links for amazon products or adsence etc, so I know what I am doing and truly believe in it.

    I think your right about trying different industries.

    @ amz11:

    I am definitely in need of constructive criticism. However I do definitely believe in what I am selling. And I really enjoy helping local business owners.

    What I don't enjoy is people not wanting to talk just because I called them. I actually spent 1 day trying to practically give away websites for $197 where I would pay all their hosting forever. Just so that I could get a client. But they wouldn't even want that.

    I have made some recording of my calls and given them to a top sales guy (Jason Kanigan) and he has reviewed them for me.

    I am going to be making a list of 300 businesses over the next 2 days (I am working both those days at a job I am trying to leave, so I wont be able to do any calls) and on friday I am just going to call like crazy starting at 9am.


    -- Thanks so much for everyone who has posted in this thread! Sometimes when your down in the dumps and it feels like your not getting anywhere you need some motivation and advice!
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  • Profile picture of the author Seantrepreneur
    I would strongly suggest putting the phone down and hitting some networking events in your area. I'm not exactly sure what type of events you can go to in Australia, but I would image there are some. That's not saying that cold calling won't work because I know that it does. However, I also know its a lot harder for a business owner to say no to your face rather than just over the phone.

    Building your personal brand is very important in the Offline world and a great way to do that is to get out there and meet people. Then you can make sure you have their full attention and show your enthusiasm about what you are offering.

    Just my .02 and what has worked wonders for me.

    Sean
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    • Profile picture of the author newbizideas312
      The first thing is that you need to stop "trying" you must do. So you're good at website design, I would provide a solution to a problem. This will make everything easier.

      Cold calling is tough, you have to be different on the phone. Don't try to sell on the first call, maybe give something away free or defer billing.

      Think outside the box. Is there someone that is providing a service to people where web development/improvement are needed as a logical next step.. Just off the top of my head, I would joint venture with companies that are offering new corporations assistance. (google new corportations plus state and you will find some)

      Call them and tell them and tell that you are an expert web developer that works with new corporations, and since most new corporations need a website you would like to offer their customers a discount for your using your service. Also pay them a percentage of the sale. (maybe even offer them free design service for their needs to get the ball rolling.

      Why would they do this? Cut their ppc budget, maximize another revenue source, and bring value to their customers. They could refer clients by just asking, "will you be needing a website also? All our clients get 50% off with "your company", if you want I can have them call you".


      Just be different. There are rooms of telemarketers selling to the industries you mention. Try to focus on certain niche website design/development, and it should make it easier to sell.
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      • Profile picture of the author MRomeo09
        I think you're banging your head on the wrong niches. Yes everyone preaches Dentists, and Chiropractors. Practically speaking it's very difficult to cold-call one of those niches. Try something WAY easier. Try calling a niche that isn't so marketed to. Pick up phone book and look for people who you haven't seen mentioned here yet. There are "virgin" niches where most of the websites look like crap and they haven't been emailed/telemarketed to/direct mailed a hundred times before you call them.

        Because honestly I think you could do the 300 calls that John talks about to Dentists and Chiros and get not a single good response, the level of experience and sophistication you'll have to use is too high. But there are other less marketed to niches that are WAY easier to approach. It's all in the approach brother.

        Good luck.

        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
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  • Profile picture of the author elanpfalzgraf
    Just be persistant, trying mailing out postcards and actually visiting the offices. People have a much harder time telling people NO to their face so easily.
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  • Profile picture of the author danielkanuck
    Maybe cold calling isn't your thing. It works well for some people but for others it's easy. You gotta have the voice and coherency when pitching someone over the phone. Do you hate cold calling now? Maybe you should start off with direct mail and try to reach the head guy that way. Start with a confidential-looking mail package - and not postcards just yet.
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    • Profile picture of the author Deidra Renee
      Originally Posted by danielkanuck View Post

      Maybe cold calling isn't your thing. It works well for some people but for others it's easy. You gotta have the voice and coherency when pitching someone over the phone. Do you hate cold calling now? Maybe you should start off with direct mail and try to reach the head guy that way. Start with a confidential-looking mail package - and not postcards just yet.
      I don't think that he should draw that conclusion after 50 calls. Since you only work part time (I believe you said only..2 days a week??) You should be making wayyyy more than 50 calls anyway.

      I usually only talk to 4/5 decision makers after 35 or so calls, so after 50 you probably haven't made that many FULL pitches. I also agree that you should NOT be starting out with dentists, chiropractors to start with, they are too hard to get a hold of. Yes, it can be done (John lol) but as a newbie, I would not start out in that niche.

      I would recommend contractors. They almost NEVER have gatekeepers unless you're calling a big corporation type, but they are extremely easy to get ahold of and also small floral shops (this has been MY experience.) But try 100 calls to contractors and see how that goes, but even if you don't decide to switch niches, make a lot more than 50 calls, that's not really enough to test.
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  • Profile picture of the author gmil88
    Keep cold calling and don't give up. A lot of people are going to turn you down, but a few will be interested and that's what matters. Also I really believe in "qualifying" your clients before you cold call them. Research a bit about them, see if they are advertising anywhere and try to figure out if they have enough money/budget to work with you.
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  • Profile picture of the author nickhale
    Hi

    Just purchased a great book called 'Nevercold call Again' by Frank Rumbauskas. I have to say I was looking for a new way of generating leads for one arm of my business and had had trouble cold calling. I eventually employed a telemarketing company to ring and set appointments for me, but even though they charged a fortune, they didn't deliver the quality of the quantity I needed. So I bought the book!. There are some interesting things in it, but the main factors are that by cold calling you are making life hard for yourself . You need to be working with warm leads and not seem desperate. If anyone sniffs desperation you're dead in the water and if you cold call you look desperate! Get referals and Network and offer a commision for any work that gets passed your way. Once you get momentum life becomes a lot easier. Wishing you all the best.
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  • Profile picture of the author bryson
    Why not get your niche site ranking #1, put up a niche blog or two then rank them, submit a few articles rank them 4, 5, 6, then maybe a lens or another related site. Completely take over the first page. Then call these guys back. You can now rent out the site, place ads on the blog or offer your seo service.

    Another idea is to offer something they don't have like a mobile site or video. Start to think outside of what everyone else is offering.
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    Do You Do Local Lead Gen? Hate Cold Calling for New Clients? We Have the Solution.. Get Hot Offline Leads Today... These Leads WANT to hear from YOU!

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  • Profile picture of the author bryson
    You could sign up on elance or freelancer and others and bid on jobs, set up a fivver acct, keep up to date ads on CL, backpage and others, go to meetup.com and start networking, get you own website ranking #1, be a guest at a BNI group and chamber, contact all your competition and let them know you are availabe for freelance. If you do all this and still cant get a gig...one more, brows gigs on CL. If still nothin, might be time for a F/T job search in another field.
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    Do You Do Local Lead Gen? Hate Cold Calling for New Clients? We Have the Solution.. Get Hot Offline Leads Today... These Leads WANT to hear from YOU!

    Sign Up Today and Get Clients!Local Lead Gen Leads
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  • Profile picture of the author makprofits
    My husband's success was due to being able to connect with the person. He walked in with a smile; no briefcase/ nothing that made it look like he was selling, He is a natural at it. You have to believe in what you are selling; and you said that you do.

    He has a knack at finding something immediately to engage the person in conversation; Ex. There might be a clock on the wall with a chicken or egg symbol on it. Since he had once owned a chicken/egg farm... he would mention the clock and make comment about eggs/ " hey do you like eggs?" then start some humor going/ eventually he is able to explain why he is there and how he can help their company. Using humor is awesome way to loosen stress and take away from the moment of engagement.

    When my husband trained my son; he just didnt have the outgoing personality to just start talking and engaging. If you struggle with the opening aspect of cold calling; why not outsource it?

    College students will often do it for free for small fee/ just to get the experience and to get your testimonial if they make a sale for you ! I am going to outsource because i do not have the time to set everything up that i need to do. Places to outsource: Indonesia and colleges. Doesn't sound like Indonesia would work.

    If someone else were to get you going; then this would build your self confidence to eventually do cold calling yourself.

    My other suggestion is to practice in front of a mirror; a friend; someone that will give you solid advice as to what you need to change.

    I am a counselor/ so the empty chair is something i recommend highly. Also , video taping your presentation *in your home" to critique it; might be very beneficial for you. Please let us know how you are doing. Best of luck !
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  • Profile picture of the author makprofits
    I also wanted to mention that i think kaniganj is so generous to offer and help you. I would grab that offer in a heartbeat. Although we want to master things ourselves; sometimes we just need to let others help us. Sorry; but i wanted to be sure and mention that opportunity was a great gesture of kindness; which is what i have found on this forum.
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