24 {{ upvoteCount | shortNum }}
24 {{ upvoteCount | shortNum }}

Cold Call Numbers

by xzorpl
21 replies
As I tap into the coaching on this forum, it becomes apparent that the telephone is our friend, and that using the phone to get before potential clients is by far the most time efficient method.

At the moment I am a one man operation, I do have someone with no experience willing to work on Mondays and Wednesdays until I can get the business off the ground. I myself am not intimidated by the phone, but do not consider myself a pro by any stretch.

My game plan is to offer low end WP sites ($299-$499) because I don't have any credible experience or sites as examples. In addition I will offer GP optimization which I am comfortable with.

Needless to say, I probably need to make as many call as possible, but is there a minimum number that I would need to shoot for on a consistent weekly basis? Should I focus on local business only? Going through the YP and BBB sites is a rather time consuming way to glean a calling list, any shortcuts or advise. I have about a 2K budget which I would be happy to part with if it will produce results. Thanks, F.A. Perry
#call #cold #numbers
  • Profile picture of the author Jason Kanigan
    I suggest you concentrate not on #s but on consistent call times.

    Book 2 hours twice a day and do that come hell or high water.

    You won't wear yourself out. You'll make sales.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[5852620].message }}
  • Profile picture of the author xzorpl
    Thanks Kaniganj, You are one of the few on this forum that we can always rely on. What would you propose to be the optimum calling tomes?
    {{ DiscussionBoard.errors[5852793].message }}
  • Profile picture of the author Jason Kanigan
    Whenever you can calendar those hours and stick to them. Not go grocery shopping or out for coffee.

    2 in the morning and 2 in the afternoon are good. Don't start right at 1PM because people are still drifting in from lunch.
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[5853099].message }}
    • Profile picture of the author beeswarn
      Originally Posted by kaniganj View Post

      ... Don't start right at 1PM because people are still drifting in from lunch.
      If you've already made (or know) the mistake, you don't need the experience. Experience is mostly just knowing how to avoid blunders. Kaniganj is an experienced pro who just showed you how to avoid a common one. Seems like a small thing, but small things make the difference.

      Another blunder is to refer this work as "cold calling" instead of as telephone prospecting. Avoid negative terminology, especially in your own thoughts and when you're teaching someone new.
      {{ DiscussionBoard.errors[5853162].message }}
      • Profile picture of the author TheWealthSquad
        Put some energy in your voice too. If you sound bored talking to me then I won't connect with you enough to listen long enough to find out your offer.

        Test different scripts to see which ones are most effective at getting you through to a meeting.
        Signature
        Get Your Business Noticed WSO Local Business Citations

        Scott Lovingood - Join me on Linkedin
        Creating Wealth with a small business

        Best Motivational Business Speech
        {{ DiscussionBoard.errors[5853179].message }}
        • Profile picture of the author beeswarn
          Originally Posted by TheWealthSquad View Post

          Put some energy in your voice too. If you sound bored talking to me then I won't connect with you enough to listen long enough to find out your offer.

          Test different scripts to see which ones are most effective at getting you through to a meeting.
          Both of these pointers are really good. I've been doing this a long time and even I need to stick to a script. When I don't, my concept explanations tend to start with the fall of the Roman empire and I never get around to asking for the appointment, which is the only reason I called.
          {{ DiscussionBoard.errors[5853195].message }}
  • Profile picture of the author xzorpl
    Whenever you can calendar those hours and stick to them. Not go grocery shopping or out for coffee.

    2 in the morning and 2 in the afternoon are good. Don't start right at 1PM because people are still drifting in from lunch.

    2-4 in the afternoon I can see, but 2 in the morning? surely you are testing me!
    {{ DiscussionBoard.errors[5853168].message }}
    • Profile picture of the author beeswarn
      Originally Posted by xzorpl View Post

      Whenever you can calendar those hours and stick to them. Not go grocery shopping or out for coffee.

      2 in the morning and 2 in the afternoon are good. Don't start right at 1PM because people are still drifting in from lunch.

      2-4 in the afternoon I can see, but 2 in the morning? surely you are testing me!
      Haha. He means "for 2-4 hours in the morning," I think
      {{ DiscussionBoard.errors[5853183].message }}
  • Profile picture of the author xzorpl
    Thank you beeswarn, trust me when I tell you that I don't take either of you guy's lightly! Also an excellent point about proper terminology. I thank you. F.A.
    {{ DiscussionBoard.errors[5853190].message }}
  • Profile picture of the author John Durham
    8:30 am to 10:30 am is hands down the most effective call time... some days are exceptions , but, averaging it out, thats a solid rule Ive tested over 1,000's of hours and hundreds of telemarketers, including myself.
    {{ DiscussionBoard.errors[5853198].message }}
  • Profile picture of the author xzorpl
    Never claimed to be the sharpest knife in the drawer!
    {{ DiscussionBoard.errors[5853202].message }}
    • Profile picture of the author John Durham
      Originally Posted by xzorpl View Post

      Never claimed to be the sharpest knife in the drawer!
      My second choice is 2-4pm You got it.

      Mondays arent bad...neither are holidays for that matter, nor are or saturdays from 9am-1pm
      {{ DiscussionBoard.errors[5853214].message }}
    • Profile picture of the author beeswarn
      I concur with John Durham about 8:30-10:30 a.m. Also, 6-9 p.m. is great for finding professionals in their offices, after hours, when their gate keepers have long gone home. This is a contemplative time for businessmen, and they're often there thinking about ways to get more business.

      Understand that most small businessmen are salesmen. By far, the easiest people I've ever found to sell to are good salesmen. They know the numbers, they know their markets and they can identify bull**** quickly. Just be honest with them and you'll get their attention most of the time.

      I indicated good salesmen above. Avoid the chumps whenever you can.
      {{ DiscussionBoard.errors[5853221].message }}
  • Profile picture of the author xzorpl
    I have heard that Mondays are not so good, is that true?
    {{ DiscussionBoard.errors[5853208].message }}
  • Profile picture of the author xzorpl
    Thank you, Could someone address the other questions that I have?

    What is the minimum number of calls that I would need to shoot for on a consistent daily, weekly basis? I would guess whatever I can produce within a 2-3 hour window mornings and afternoons.

    Should I focus on local business only?

    Going through the YP and BBB sites is a rather time consuming way to glean a calling list, any shortcuts or advice? F.A.
    {{ DiscussionBoard.errors[5853271].message }}
  • Profile picture of the author beeswarn
    Daily: 100 dials minimum
    Weekly: Multiply 100 dials by the number of days in your work week.

    Call whoever you think will answer the phone. There are no valid shortcuts.

    Time consuming? Count your blessings. Imagine what is was like when you had to use telephone books. The Criss-Cross directory used to cost a thousand bucks.
    {{ DiscussionBoard.errors[5853298].message }}
    • Profile picture of the author John Durham
      Originally Posted by beeswarn View Post

      Daily: 100 dials minimum
      Weekly: Multiply 100 dials by the number of days in your work week.

      Call whoever you think will answer the phone. There are no valid shortcuts.

      Time consuming? Count your blessings. Imagine what is was like when you had to use telephone books. The Criss-Cross directory used to cost a thousand bucks.

      Read my testimonials, and read Jason Kaniganj's testimonials.... two different mental approaches... But the people who take his course or mine both get the same results... Both get the same average amount of appointments per 100 calls...

      Its about the underlying principles.

      This should tell you something.


      Ps. Now the criss cross directory costs hundreds of dollars per city. Just bought one for south bend indiana 4 years ago and it cost $350 just for one single zip code that only covered 30% of the city.
      {{ DiscussionBoard.errors[5853328].message }}
      • Profile picture of the author beeswarn
        Jason, I submit he needs to make 100 dials per day because he has to practice. I think at that rate he'll get to make 5-10 pitches per day.

        But too many cooks spoil the broth, so I'm stepping out of the kitchen now.

        Hey John. Yeah, criss cross is crazy now. Especially all the unpublished numbers.
        {{ DiscussionBoard.errors[5853367].message }}
        • Profile picture of the author xzorpl
          Thank you for your time. It's great having some "heavy hitters" giving great advice. F.A. Perry
          {{ DiscussionBoard.errors[5855810].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by beeswarn View Post

      Daily: 100 dials minimum
      Weekly: Multiply 100 dials by the number of days in your work week.

      Call whoever you think will answer the phone. There are no valid shortcuts.

      Time consuming? Count your blessings. Imagine what is was like when you had to use telephone books. The Criss-Cross directory used to cost a thousand bucks.
      woah, where did you come from? just knowing about criss cross says
      a LOT about you.

      its nice to have another sales person lurking in here.

      Welcome to the forum.
      Signature

      Selling Ain't for Sissies!
      {{ DiscussionBoard.errors[5855268].message }}
  • Profile picture of the author Jason Kanigan
    I've had good responses any time of the morning...8-10, 9-11, 10-noon, hasn't mattered. That last half-hour before noon can be better than you'd think, because people are in a good mood looking forward to their lunch.

    In the afternoon, right around 3:30 I almost always have a great call.

    And yes, I meant two hours in the morning and two in the afternoon.

    If you concentrate on dials rather than consistent calling, you can get overwhelmed by the number. 100 dials? How long is it going to take you to do those? Two 20-minute conversations and the better part of an hour is gone. You start to sweat. How long is this going to take? 10 hours?!

    Better to Be Here Now for those two hour stretches, and make your calls consistently every day.

    One day is not better than any other.

    ("What's the best exercise?" ... "The one that you will do.")
    Signature
    >> How To Grow Your Online Business [FREE Training Video, No Opt-In, from 10+ Year Vet]

    >> For Agency Founders: The Fast Shortcut To Selling SEO, Leadgen, Webdesign & Other Services
    {{ DiscussionBoard.errors[5853324].message }}

Trending Topics