Cold-Calling Questions

14 years ago

1. Can't answer, I'm from the USA
2. Use Manta.com to find business owners name, as for the website you need to do a bit of research to really get the answer to that. Calling and asking is the only true way to know because some businesses sites are so poorly done you can't even find them from Google search.
3. Best time to call depends on what type of business, like if it's food related don't call at lunchtime etc. As for waking people up you won't because you call their business not their home.

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ERPLeadsWriter 14 years ago

Your questions only seem to confirm that information usually plays a key role in cold calling.

Answer to #1: Are you planning to call to the UK or from the UK? I can't understand your question very well.

Answer to #2: You might be better off going local first. Look up your phone directory (but pick your targets carefully).

Answer to #3: It depends on the location of who you're calling. I work alongside call center agents and they usually refer to the time zone when they're making calls to a particular country. Try to do that and estimate when do people usually start working in that region.
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- kenmichaels 14 years ago
  
  Originally Posted by ERPLeadsWriter
  
  estimate when do people usually start working in that region.
  
  Tip: try 1hr to 1:30 min earlier then you think, a lot of time the owners will be there before everyone else, including the secretary.
  
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Jason Kanigan

14 years ago

Don't call before 8AM. Don't call after 9PM.

Calling early in the day and late in the day can help you reach the owners directly because they are typically there when nobody else is.

I don't see why calling from a cell phone would be illegal, but I'm not a lawyer.

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kenmichaels

14 years ago

Originally Posted by kaniganj

Don't call before 8AM. Don't call after 9PM.

correct me if i am wrong please, but are you referring to the 9-9 law ?
and if so, isn't that law only for residential?

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David Miller

14 years ago

Originally Posted by kenmichaels

correct me if i am wrong please, but are you referring to the 9-9 law ?
and if so, isn't that law only for residential?

The DNC laws only apply to consumer/residential phones. The problem many callers have is when they call businesses that are operating out of their home using their home phone for business. I say this is a "problem" only in the sense that many of them get pretty nasty about the fact that they are on the DNC list. If they have listed their home number as a business contact, they have no recourse and the caller has no need to concern himself with any yapping they may do.

I have run up against this many times and when they get out of control nasty....and some do.....I just let them know that they can report me to their hearts content....and while they're doing that, I'll just let their phone carrier know they are using their residential service to conduct business.

Of course, I'm in business and don't have the time to bother with this nonsense, but I do enjoy letting them know I will.

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Michael Bucker 14 years ago

I always enjoy reading your posts david. People over worry about these issues and it keeps them from working
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ERPLeadsWriter

14 years ago

Originally Posted by David Miller

I have run up against this many times and when they get out of control nasty....and some do.....I just let them know that they can report me to their hearts content....and while they're doing that, I'll just let their phone carrier know they are using their residential service to conduct business.

Of course, I'm in business and don't have the time to bother with this nonsense, but I do enjoy letting them know I will.

Shouldn't they be well aware that once they list a number for a business, they should expect a stream of many business-related calls? I mean my aunt and uncle actually had to rewire a miniature phone network in their own house when they set up their own office inside it.

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aduttonater

14 years ago

You can check your local phone book for contacts. Then just ask them if they have a website

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Jason Kanigan

14 years ago

Well, the OP is talking about waking people up. I figure that means they're at home.

I've called businesses at 7:30 on but don't usually do that.

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AdamDowning

14 years ago

Got my first meeting today!

For a full website with hosting + domain!

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Jason Kanigan

14 years ago

So how did the meeting go? What did you learn?

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Sue Bruce 14 years ago

Tips for cold calling?

It's an art and a science.

After you jump in to test the waters, you start to get a feel for the stats, how many sales/ how many calls. It's a constant learning process.

Some people like to try different approaches til they get to a script. That gets boring and old quick.

The best scenario is to be comfortable with the info you want the client to have and the info you need from the client.

Many people are able to sell best with a point form of important facts and open ended questions.

Its really about being personable and making a connection as soon as possible with the client
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recyclyetogreen

14 years ago

Hey Adam,

1. No it won't be illegal if you are actually providing the service you state while calling, Having a company name or website registered would be great to bag projects
2. You can use whitepages/yellowpages/Yell.com . Lots of businesses are listed who do not have a website, quote them to have and why they should. Create list of points and words that you will mention during the conversation. You can also quote to those have website but doesn't looks good. Remember you need to focus on generating the need even if it is not there.
3. you need to decide yourself I think, start with your region itself to understand it better

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HypeText 14 years ago

Cold Calling is certainly not for the faint of heart! The problem is that businesses are bombarded with phone calls each and every day. Business Owners tend to use a "Gate Keeper" to screen their calls and if the GK Smells a "Salesperson" they are trained to shut them down quickly.

I have cold called for years and have learned a few things along the way.

1) Never come out of the gate trying to sell something. That means don't introduce yourself as so and so with so and so business.

Basically, I have found if I simply give the illusion of having been a customer I have a much better chance of getting the boss on the phone.

I will often lead with something to the effect of:

"Hi! You guys have a great place there! I was wondering if I could talk to the Owner or Manager for a moment....just had a couple of suggestions"

Once the Boss is on the phone I will then get to the point.

"Mr/Ms So and So, My name is, I know you are busy and your time is valuable. I was wondering if you might be willing to invest about 15 minutes of your time... I have a couple of ideas to bring you more customers, increase customer spending, and build customer loyalty. I am busy too, but I am available tomorrow at either 10 AM or 2 PM, which one would work better for you?"

Obviously at that point they are going top flat out ask me what its all about but by that time I have already hit their sweet spot...after all, what business doesn't want all of those things?
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Jason Kanigan

14 years ago

I believe there has been a discussion on whether businesses are getting bombarded with sales calls or not. Most are not.

There is no need for prospecting (a much better word than the phrase 'cold calling') to be stressful or difficult. People put their whole personality on the line and this is a mistake. Your emotional involvement should be zero! Whether they say Yes or No should not matter--just that you make the calls and get feedback.

Remember that there is a huge difference between who you are and how you perform a role in your life. If you fail to make a tasty meal, do you tell yourself that you'll never be a decent cook and give up, go into the corner and cry about it? I sure hope not. Role failure is not personality failure! Take the feedback and go figure out how to get better at your role.

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HypeText

14 years ago

Originally Posted by kaniganj

I believe there has been a discussion on whether businesses are getting bombarded with sales calls or not. Most are not.

There is no need for prospecting (a much better word than the phrase 'cold calling') to be stressful or difficult. People put their whole personality on the line and this is a mistake. Your emotional involvement should be zero! Whether they say Yes or No should not matter--just that you make the calls and get feedback.

Remember that there is a huge difference between who you are and how you perform a role in your life. If you fail to make a tasty meal, do you tell yourself that you'll never be a decent cook and give up, go into the corner and cry about it? I sure hope not. Role failure is not personality failure! Take the feedback and go figure out how to get better at your role.

While I agree with the majority of your post....I do have to STRONGLY disagree with your statement that most businesses arent being called. Who do you think all these companies (Over 3000 of them, not including call centers in India, the Philipines, etc) that perform telemarketing services in the B2B Arena are calling? Why do all the major Corps that have B2B clients maintain Outbound Call Centers? Businesses ARE being called at an astonishing rate.

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kenmichaels

14 years ago

Originally Posted by HypeText

Why do all the major Corps that have B2B clients maintain Outbound Call Centers? Businesses ARE being called at an astonishing rate.

yup so whats your point ? i bet you 5 bucks if you call 200 business
and ask them all if the have been randomly called by any sales people in the last MONTH. only around 25 or so will say yes.

Same applies to walk ins.

People can argue with me until they are blue in the face, but i am on the phone every single day. and i do ask these type of questions.

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HypeText

14 years ago

Originally Posted by kenmichaels

yup so whats your point ? i bet you 5 bucks if you call 200 business
and ask them all if the have been randomly called by any sales people in the last MONTH. only around 25 or so will say yes.

Same applies to walk ins.

People can argue with me until they are blue in the face, but i am on the phone every single day. and i do ask these type of questions.

Ken, as am I and have been for years. If only 25 say yes then it is those 25 out of 200 that are being honest with you.

For the record, I am NOT by any means saying NOT to cold call NOR am I saying that it doesn't work.

What I am saying is that it requires perseverance and a thick skin to be successful at it. It isn't for everyone.

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kenmichaels

14 years ago

Originally Posted by HypeText

Ken, as am I and have been for years. If only 25 say yes then it is those 25 out of 200 that are being honest with you.

For the record, I am NOT by any means saying NOT to cold call NOR am I saying that it doesn't work.

What I am saying is that it requires perseverance and a thick skin to be successful at it. It isn't for everyone.

i re read what you wrote, when i first read it i thought you were just one more person being negative about phone sales. For that i apologize.

I am so friggin tired of the naysayers. Its how i make my living, its how i want to teach my kid to make his living, its somethign i am proud of,
so to hear the constant bs about how not to do it, how it doesn't work
how blah blah blah, .... just pisses me off.

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HypeText

14 years ago

Originally Posted by kenmichaels

i re read what you wrote, when i first read it i thought you were just one more person being negative about phone sales. For that i apologize.

I am so friggin tired of the naysayers. Its how i make my living, its how i want to teach my kid to make his living, its somethign i am proud of,
so to hear the constant bs about how not to do it, how it doesn't work
how blah blah blah, .... just pisses me off.

I can appreciate that Trust me!

When we hire & train new reps we provide them with lead data within our own CRM and expect them to update each lead they call. Its a requirement for continued employment...

The whining is non stop...

But once they quit whining and start calling something amazing happens...

They make money!

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Jason Kanigan

14 years ago

Depends on the biz listing, I suppose. The same 20% are probably being called 80% of the time. Businesses I've worked for have been called about once a day on average. But then, I tended to work for smaller companies.

Also could depend on where you are. They sure aren't calling firms in rural North Carolina!

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HypeText

14 years ago

Originally Posted by kaniganj

Depends on the biz listing, I suppose. The same 20% are probably being called 80% of the time. Businesses I've worked for have been called about once a day on average. But then, I tended to work for smaller companies.

Also could depend on where you are. They sure aren't calling firms in rural North Carolina!

North Carolina? Where's that?

Actually my parents and older sister live in the Raleigh Area...

Back to work tomorrow....

Think I'll have one of my Reps call 910-452-3XXX and sell something!

I hear they don't get called much! lol

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Jason Kanigan

14 years ago

It DOES take persistence. But you don't need a thick skin: you need to know how to do it correctly and not emotionally involve yourself. Anyone can prospect successfully if they learn how to protect their self-esteem. People are too darn fragile!

As I said above, I think Pareto's Law or the 80/20 Rule is at work with the telemarketers calling. They probably call 20% of the businesses 80% of the time because those 20% are on the list everybody buys...and the rest get hardly any calls at all.

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HypeText

14 years ago

Originally Posted by kaniganj

It DOES take persistence. But you don't need a thick skin: you need to know how to do it correctly and not emotionally involve yourself. Anyone can prospect successfully if they learn how to protect their self-esteem. People are too darn fragile!

As I said above, I think Pareto's Law or the 80/20 Rule is at work with the telemarketers calling. They probably call 20% of the businesses 80% of the time because those 20% are on the list everybody buys...and the rest get hardly any calls at all.

Thick Skin: Definition: "not emotionally involve yourself."

We are essentially saying the same thing with different words.

There will ALWAYS be more No's than Yes'

Adopt the "NEXT!" Mentality

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