How to Start Your Calls: Prospecting Success Tip

Good stuff and exactly what I need as I am starting this cold calling journey right now.

- What should my response be if the answer to my very first question is: "Who is this"?

- What about if they as who I am after asking for the quick minute?

Want to know what to do if the customers want to find out right away who I am.

Thanks
JT

Say what I said. "Appreciate the question, John. Let me take a quick minute and tell you who I am and why I called, and then..."

After they agree to the up front contract, you need to deliver your 30-second commercial. This tells them who you are and why you called

Just because a prospect asks you a question doesn't mean you need to answer it immediately

Ok, thanks.

In your example, you explain as if the right person to talk to is on the phone.

If I am not sure John is the right person, do I start with the typical "Can I speak to the person in charge of the website"? or what else do you suggest as an opener? (im selling SEO & leads)

My challenge to date has been getting to the 30 second commercial, this should get me there in a better position to sell my services.

Thanks
JT

Search for my "a little unsure" technique, which I've shared several times on the forum.

Thanks!

EDIT:

Here's one.

Got it, thanks.

The "a little unsure" technique is spot on, will work great with what I am selling.

Ok, off to the races, going to put in a full afternoon with these tips. Will report back later today to share my results for others in a similar position.

Wow, no other questions or comments about this? I'm GIVING AWAY techniques that I should be charging heavily for--and that sales trainers who know them DO charge for--and at a much higher rate than I do!

I'm a bit surprised. Been in Wilmington all day, 1-1/2 hours away looking at houses, and thought there'd be more interest in this. So many of you have said you don't know how to start calls, or are afraid of calling because of all of the rejection.

Great post... I love to hear a professional salesperson. I do most of my reading in the mobile marketing thread... there are many over there who could certainly use help. Thanks for sharing such great advice.

Feel free to post a thread over there about it and link 'em on over here!

Thanks!

I was asking (after the very first intro) "My name is _______, I'm calling from ________ and I was just hoping you had a second for me to ask you one quick question?"

Is that a good form of "upfront contract"?


BTW I certainly agree with your premise that a good intro is the most important step. I still don't get why it's better to ask if it's a BAD time to call, instead of a good time. To break their current pattern more easily? Because only a acquaintance/friend would say that and thus again it breaks their previous pattern more and get them to focus on you?

Jason,

Agreed with Ewen. Not controversial enough...

but great info (yours always is).

Thanks,

John

Great intro - I'll try it and let you know how it goes! I should start calling next week!

I'll only ask "Is this still a good time to call?" when I'm calling someone back for an appointment we set.

A lot of consultative selling is counter-intuitive. After awhile, you learn to just do the behaviors, and figure out why it works later.

I thoroughly enjoyed your video. Thanks. I have a lot to learn for sure.

Jason,

In my experience, calls have a different structure, such as:

"Is this a bad time to call?"
"Well, what's it all about and who's calling?"...

I'd like to find out how you gon on in a situation like this, since I experience 9 out of 10 calls the person on the other end will ask the question "what's it all about?" and wanna know who's calling. They are trained to ask this a ton of times every single day.

Thanks for your feedback!
Dan

Yeah, you say exactly what I said: "Appreciate the question, John--let me take a quick minute and tell you why I called, and then you can decide if we should keep talking or not. Sound fair?"

Almost everyone thinks, Well, I can listen to this guy for 60 seconds and then tell him to take a hike. No risk.

If it IS a bad time, the prospect will tell you. "Naaahhh, I'm busy right now." Fine, disconnect & call back some other time.

Covered this question above.

Also, if you're talking about what to say to the gatekeeper, look at the "little unsure" technique above. Video is for what to say to the decision maker.

Thanks for the Informative video.....this is some great stuff!!

thanks for sharing..even the most seasoned salesperson can use an updated approach and change up the script..

Jason,

Excellent info. I've been cold calling for years, to both business and consumers, and this seems better than how I've been opening my calls.

Great Post,,,,,,thanks alot.

Thanks Jason,

There's some really good info there. Made my notes

Di

Thanks for a great tip. Im working for a web dot com / register dot com / Network Solutions dot com as a outbound sales rep. I rarely do a cold call because I call the cus. when they registered a new domain name or had a domain name within 90 days.

Is this a good way to use as an openning?

What I typically say as per our script : hi my name is ___ from register dot com, how you doing today? then go about their domain name and ask about their plans on it. then pitch our products.

It does work but, I want to have another way of opening to really get them into the phone and talk more about their plans.

any tips? or will this work?

Thank You, Thank You, Thank You, for consistently posting extremely valuable tips and information.

I do know the value of the information you contribute regularly. Large corporations all over America pay thousand and thousands of dollars to have sales scripts developed and thousand and thousands more to train sales teams. Here you are, giving us this extremely valuable information for free!

To any Newbies reading this thread -- Do a search of kaniganj posts and read them all, then take this info, run with it and get paid.

I sincerely appreciate the very valuable information you provide.

Ok Im going to try this. Question, Im calling service businesses like plumbers and I dont have there names. Should I just say "Is this a bad time to talk?" to the person answering the phone? Ive found that the owner is usually the one who answers when calling: painter,carpet cleaners, plumber etc...

It just sounds a little strange on both ends when they answer and someone says this. But maybe thats the idea of starting out this way?

I did read that thread...do you understand my post?

I have Business Name No owner name:

Called picked up
ME: Not sure who to ask about this, but if I know a bunch customers are trying to find your services and cant, who do I talk to about that?
HIM: Thats Me why!?!
ME: Is this a good time to talk?
HIM: OK
ME: PITCH

.
Im just asking...if there is NO gatekeeper and owner answers and I dont know his name, do you think its ok just to respond with your way or maybe the answer is...just try it and find out.

thanks for your ideas

I just wake up and find this good stuff online. Thanks for sharing it, it really helps

thanks for the tip. im doing some cold calling today and will try this.

do you use this same approach for the 2nd call back if they tell you YES, it is a bad time to talk.

Sharing the gold as usual I see. My group are still talking about you since the webinar the other day

Would you use the exact same wording for face-to-face walk-ins? I'd go for the "upfront contract" fist most of the time as in person, they can want to get rid of you fast but I'm sure open to reading your thoughts on that if you'd like to share them.

has anyone tried this approach? how this have been working for you?

This is very clever, and i'm happy you decided to give it away for free, even better you made a video about it. kaniganj what type of things do you typically sell? My cold calling focus will be to give away a coupon for a product that has a free version and commercial version, in case they decide to upgrade later to the commercial version, so basically a freemium product. But since the word "free" has a stigma associated with it, i'm still working out my script and how to have it come off not too good to be true/fake.

In support of the "no name upfront" method you are mentioning, most prospects dont care about your name in the beginning anyway. They care more why you called. As Jason is explaining the first 30 seconds to a minute is vital. Inroducing yourself can be a waste of valuable time keep their attention, it can also cost you the call.

After you prove your value then your name will mean something to them. Incase there are some nay sayers, Jason is well aware that a seasoned sales pro can give a name upfront and still do well.

This is a rule that indeed work as any rule or law there are acceptions.

Jason, you're amazing and I cannot thank you enough for sharing all that you have.

I am just getting started with my business, and I totally feel that I was led to your information to help me along

Again.. thanks a ton. It's people like you that make the world worth being in!

For those interested in what to say next, check out this guest blog entry I wrote about the 30-Second Commercial. What applies to Arts companies applies to you, too.

We want to tell the prospect we will take a "quick minute" to tell them why we called. This way they don't get scared they'll be stuck on the phone forever with us. Then we deliver our "30-second commercial", which can be up to a minute long.

You don't have to solicit; you can prospect and qualify In or Out of your opportunity.

Really helpful info Jason..thanks so much for sharing..no matter how great we're at conversations..that opening line is always VITAL..awesome stuff! Thank you!!!

Hi Jason. I just listened to your video about opening sales calls and I like your style. Thanks

This post has been very useful. Thanks everyone who gave me the push to get going again.

Nice video. I'm glad that you posted that.

Random tips for cold calls:

- Dress up, look presentable = feel presentable
- Stand up, you have more energy
- Rehearse your message, but don't read off a script

Great stuff Jason! I've been using a lot of the same techniques for years because... well, they work!

The only complaint I have is that you're giving away a lot of information that I planned to sell in a WSO. LOL

awesome. thank you for the video, i will be calling on Monday and trying a few things to see what i am more comfortable with.
i am terrified of cold calling, but i need to let that go because i need at least 1,500 this week. so i need to make 3 sales.
which doesn't sound too hard but i know is going to be hard for me.

I notice quite a few people making videos now as their original post and got to say I hope EVERYONE starts doing this.

I have no questions but just want to say thanks!! Video was VERY helpful.

-Red

Thanks, Red! Let us know how it works for you!

great video - thanks for sharing it Jason!!

Use this opening for starting off conversations right about any product or service.

Look above for my link to the 30-second commercial blog post.

Thank you for that video. Very interesting.

Jason, I want to take this time to apologize to you.

I have been selfish. Ive been benefitting from the awesome advice you've been sharing on this forum for the last year. But not once have i taken the time to thank you for it. Thank you for the time to dedicate to the people here. Thank you for not asking for anything in return.

I've used this technique not on the phone but in person, and it's worked wonders in my business. I've been able to successfully turn every gatekeeper into my personal helper. I've tried various things before that failed miserably.

Again thank you for sharing your knowledge with everyone here.

You are a true warrior Jason.

Thank you for letting us know how it worked for you, dnjoseph1. This is something that can help many people.

bump in the night.

Great Video Jason. It will surely help callers improve the way they communicate with prospects.

I really enjoy watching and learning at the same time. Keep sharing superb ideas.

Nice Post Jason,Really helpful for us as we have just started Cold Calling process for an company.Hope we can crack good results out of it.

Thank you so much Jason! This cleared up a lot about cold calling. I really like the cold call examples from the blog link.

I'm starting my first set of cold calls today!!

Great thread..... Great think tank of cold calling opinions

Me personally.... I go outside of the box, I throw a curve ball at them, no sales, no candid "hi my name is _____, with_____ I want to sell you _______" script

When selling financial products, I would cold call homes at High volumes..... Eventually you just want to just say "hi how are you doing?"...... You would be surprised what a friendly sincere question will get you

Get them talking, let them tell you what problems they are having so you can offer solutions, I personally think you are not going to maximize cold prospecting efforts if you don't do research. Turn cold leads into targeted prospects

Ask open ended questions, and get them in a "yes" mindset, not a "sold/selling" mindset

NOONE wants to be sold, they want to BUY.

Hello Jason,

I just wanted to thank you for posting up such valuable information for free. After working in B2B sales in the past, and being trained to sell on the phone, I wish I had someone like you as my Sales Manager. I look forward to learning more from you, as I find this type of information EXTREMELY valuable! Keep up the good work!

To all the people who are cold calling today I salute you. I have been doing 20 cold calls a day for the past 2 days and let me tell you it is NOT EASY!! I think I've heard litterally every excuse in the book about why they don't want my services. I think I realized that cold calling is like a shot. You know that it's gonna hurt but you have to man up and take it anyway.

Jason my question for you is this. What is my objective with the cold call? I know that sounds very very silly but I'm wondering if I'm expecting too much from myself by trying to close a sell. Sure I see people on the fourm that brag about doing 40 calls and closing 5 deals. I'm hear to tell you that's really UNREALISTIC unless they have a magic doodle and a magic script.lol Obviously I want to sell my services (which I won't go into detail because they are like every marketer out there) more esposure online and on the far end of the spectrum I would LOVE LOVE LOVE to close a client over the phone but I wondering if I just need to take baby steps with this?

I qualify my leads as much as possible by seeing how much esposure they have online if they have little to no esposure then I know that's who I need to be talking to. If they have alot then I know that's who I need to back away from or not even bother with. I know that sounds kinda silly but I've actually have gotten some people who perk up when they hear what I do then I've got that 80% that is just like when they hear the word "online" or "internet" they find every objection in the book. (I don't even say I'm a marketer in my 30 second commercial. I don't even mention the word internet until THE LAST WORD. Which I find hilarious.)

Jason, I use your "not sure/a little unsure" approach and let me tell you it works like a charm. I get past the gatekeeper almost 80% of the time. Obviously I change it up to fit my needs but again I'm not sure why I'm not ether scoring appointments or closures with cold calls. Yeah I admit I might be setting unrealistic expectations for myself (as does every cold caller) because I've only been calling for 2 days. However, if I come back on this fourm next week and still not closed a call then I know somethings wrong (if I stick to my schedule)because I would have cold call over 1000 businesses and not sold one thing. That kinda scares me.

So Jason question for you is 1.) How can I set realistic expectations of myself? 2.) Should I have you take a look at my script so you can give your professional honest opinion on it?


Thanks Again for all the wonderful advice so far.

Your objective is up to you. And what are you offering? If it's a complex sale, expecting a one-call close is unrealistic. Finding out if the prospect acknowledges any pain and setting an appointment to discuss in detail is a good objective if so. Are you visiting in person or selling at a distance?

As far as your script, do you have a good 30-second commercial? I also don't know what kind of sales process you use.

I added a couple more.

What I was thinking of with the custom database-driven software solutions is something like:

* course and student record management for a university

* manufacturing planning software

* Microsoft CRM that's $15K and has to be heavily customized for the user

* EDI software, which has to match up buyer and seller terms precisely or the money won't move (very nitpicky!)

* a solution that gets accounting software to talk to inventory management software and sales management software...all 3 from different vendors...

Stuff like that, all of which I've sold. There are multiple stakeholders, maybe even multiple sources of money, and there are going to be several discovery conversations prior to even getting the proposal together.

Sales training is an interesting one. You can't approach it directly, or people will look at you like you just told them they need psychiatric help. You have to come at it sideways. Find out if they're experiencing symptoms of problems endemic of sales process issues. Then maybe they'll talk about it with you...if you can get them to start sharing the truth with you.

Thanks for the props.

There are tools like JD Edwards but with the exception of Microsoft CRM everything I've sold was proprietary and custom from boutique developers.

Once I got a good idea of the programmers' capabilities, I could define the limits of what could be done. Then I could take what the business leaders and university administrators wanted, that I learned from my discovery conversations, and turn that into some kind of basic architecture. Off it goes to the programmers, with me to manage the outcome and happiness of the client.

Right, so now you get a new-to-selling person, who's nervous on the phone and doesn't have the confidence, relaxed tone and skillset yet, and they're trying to sell a basic website...it's a train wreck. It may as well be that complex software sale we've been talking about, as far as they are concerned. Their mind is a traffic jam of questions, doubt, worry...

Biggest issue for newbs imo: they don't have a consistent sales process. Because of this, they have no idea where they are in the steps, and get confused, muddled and messed up. The prospect realizes this, and their confidence level in the caller plummets...even though there's no relation to their programming skill, it kills the call.

So for newbs we have to slow the process down. It's going to take more than one call, probably, unless they get lucky. Now we've circled back to my original answer to sundaymorning's question.

If they did have and understand a consistent sales process, they'd not only know where they were at: they'd be able to anticipate and lead the prospect through it without the prospect realizing it's happening. This is where you and I are, and why we can get such different results.

Really enjoyed the vid. Excellent attention grabber.

Hi Jason,

First of all, thank you for sharing these wonderful techniques when making prospecting calls. I will definitely use the 'unsure' opener when prospecting next week.

My question for you is, will the material covered in your courses be applicable in prospecting for independent representatives of a home-based business/multilevel marketing/network marketing company? I'm purchasing some leads soon and will prospect them via phone calls.

I'm really upset that I didn't know about the special you ran last weekend. I just found out about your work on Wed, 9/26/2012, because you were highly recommended in Anthony Devine and Mike Shreeve's Retro Reppin' WSO. Please do let me know if you ever offer the bargain basement deal for the whole shebang again. I could really use your help.

Anyway, thank you in advance for answering my inquiry.

Warm regards,

B.J.

Thank you for sharing Jason. Really helpful

---Jason, maybe you can post a link to your "unsure technique" that you've talked about on various occasions as this is a testament to that---

Warriors,

For those of you who have not listened to these strategies and tried them out, you are throwing money away!

Last week I made a website for a dentist (not one in particular). This website is VERY well designed. But it's also functional in that it generates leads with great call to actions. After a quick google search, I jotted down the names of 10 local dentists who didn't have a website. I walked right in and used THIS EXACT TECHNIQUE to start and told them:

"Hi, I'm not sure who I should be talking to - maybe you can help me out. I have a website I already designed that's 100% completed and I think this dentistry can benefit from it...but I'm not sure who I should be talking to (trailing off with my voice with a puzzled look on my face)"

The secretaries made it their sole duty in life to get that person NOW and bring them up front to talk to me!

I visited 10 dentists. 3 were closed. 4 had just signed up with a company that specializes in dentist websites. (smile 24/7 or something like that) I followed up again, and one of the ones that were closed the 1st time around, looked at the website right there on the spot. (I had it on a subdomain)

The end result?

$3,500 for the website on the spot with a wealth of opportunity on the back end. Why? ALL BECAUSE I USED THIS SCRIPT!!! USE IT!

NO ONE GOT UPSET, NO ONE GOT MAD. THEY JUST WANTED TO HELP ME OUT! Use Jason's techniques guys, because it will make you money. I've made almost $20,000 using his techniques as the base. It's gotten me to the right person EVERY TIME!

Daniel

How did I not see this thread? I just read the WHOLE thing, and plan to share the videos and some of your advice with those that I find that need it. As always, good stuff, Jason.

Thankyou sir. Sick of writing articles now, need to venture into something else. One question, I've sat and wrote my script based on your videos on posts, but do you recommend a website at all? I'm thinking of setting up a "personal" Blog that revolves around mobile websites, and trading under my own name to start off with.

Still no fan of cold-calling (probably cause of my skills).
Try to get better with it. This will help, thank you.

hi jason, i used your opening script from your video and am already getting great results from cold calling.IT WORKS really well, thanks for sharing

We got a new client yesterday that has studied your vids and has a script you created...we'll be using that as the basis of our calls next week.

I can't wait to see it, and not have to delete half of a script since it was done by a pro!

Those 5 page scripts always kill me...who's going to listen to all that?!

Thanks for sharing your expertise here Jason. May salesperson will benefit this. Starting a conversation without being too salesy is a little bit hard because of the fact that most people are no no no with salescall. You need to formulate great tactics to get this people talk to you and keep the conversation going.

Thanks for sharing the video, this has been helpful in both my 9 to 5 job as well as my own personal business goals. I don't "love" cold calling but I do what I have to do and sometimes its fun and sometimes its not, but the rewards make it worth it. Whenever I read your posts I get all motivated again and the results at the office have been outstanding since I've been using the "unsure technique". Thanks for the help!

Good one Jason, thanks a lot!
The intro is sooooooo important.

Lisa Sasevich and Blair Singer have some valuable tips re. cold calls although they specialize on smth else now...

We all know the fact that cold calling have negative effects on people. Especially if they ask you if who you are. Waaah! Because you know that if he will know that you're a cold caller he might bang the phone down. You're quite a skilled cold caller if you made your prospect talk to you. Thanks Jason for the tips.

I always start with formalities, give a short intro about our company, then proceed to the benefits or asking questions like "are you interested?".

So far it's worked for me.

Wow! Perfect timing! I'm also into cold calling right now. This is really helpful sharing this to my teammates Thanks TS! Up for this one.

Anyone who would like more info can check out my articles at kanigan.ca. All free.

Great post/video Jason,

One of the reasons that quality material such as you posted here gets a 'quiet' reaction is that the power of it is lost on most people. As you know from some of the posts and questions that came after your video, some (most) people just don't get it.

After all it's just some words isn't it? Words are words aren't they so what's the difference?

I'm sure that you, like me, have heard "I tried what you said and it didn't work" and you cringe and sigh because you know that they "changed the words"

I use the analogy of the brain surgeon who used the technique he was taught in medical college to carry out that delicate and dangerous brain op.....the op didn't go well....and all he'd changed was the order that he did things in...oh and he used different tools.

After all, he's an artist isn't he....who can teach him what to do huh?

Keep 'em coming Jason.

I have to agree with you Jason. You certainly should ignore these slings and arrows. Frankly, I'm a little disappointed that there's no mention of me in the blog in question.

Basically it's making the assertion that the WF serves as a marketplace and not simply a vehicle to share information. Clearly it answers both needs. To say that it shouldn't provide an opportunity for people to market their services would be like berating a shopping mall for inviting people to window shop and then you find out you can buy something there as well.

Thanks very much for the video. I have also read your offline telemarketing report and finally have taken some action and picked up the phone yesterday...What you have posted is so simple, but is very effective. I haven't had any bad experiences yet of making cold calls using your technique mentioned in your telemarketing report..I plan on making calls all of next week...I will let you know how it goes...Thanks again for making the report available

I have been into online marketing and software development and only now starting in Offline marketing. I have build various tools to harvest leads from different niches automatically which surely helps. I have been working on formulating a plan of attack and conquer for my potential leads.

Now is almost the time to make contact. I found your thread and your methods in the video you have compiled.

I must say THANK YOU!
I think Cold calling is the next step for me, although its a big challenge for me as I have always been afraid of public speaking and contact. But I think it wouldn't kill me.

I shall later start a thread on what I did and what were the results.

Thanks again.

I just came across this forums and Jason's post is what made me sign up.

Thanks for these videos... they are fantastic.

Here's what worked for me:
Step 1: plan your call with a PPP (Purpose, Process, Payoff)
Step 2: pick up the phone & dial the phone number
Step 3: state your name & ask for the right person (or treat the person who answered as the right person)
Step 4: state your PPP
Step 5: be courteous, respectful and be friendly.

PPP example
Purpose: introduce myself & my company
Process: ask you three questions about your online business
Payoff: and possibly schedule a brief meeting to show how we can help you get more online and grow faster...

Pulling the PPP together...
Ring, ring.. Hello Thanks for calling Acme Plumbing

Hello, this is Garth Bradley calling from Flip Flop Labs. I'm calling to ask a few questions about your online business and possibly schedule an appointment to show you how we can help you grow faster online.

Ask a question to reduce tension: is that okay?

Now we're talking...

Yes...
No....

All the best,
Garth Bradley

P.S. I believe in most states you are legally obligated to introduce yourself when telemarketing.

P.P.S. When I was selling medical devices over the phone to doctors (before Facebook was around)...me and another guy were top producers. In fact, I absolutely demolished sales targets. Anyway, our number one motto... (Drum roll please).... "It's all about making friends, one call at a time!"

Thanks for the tons of gold nuggets here shared by OP and contributors.

Jason, just stumbled upon this...great stuff...will look for more of your tips and offerings in the future...thanks again.

Great information. I'm going to have our employees look through all of this as well.

Jason,

I have a question to ask concerning qualifying prospect please. I sell websites and leads. After the 30 seconds commercial,how best can I qualify the prospects? Is it by asking them questions?

Can you give examples of how you will qualify clients if you were selling leads and websites?

I know it's a dumb question but I just need to know how a sales pro would do it. Thank you.

I continue to get PMs and emails asking for help "getting past gatekeepers". I recommend the Little Unsure technique, which has an example linked to in post #5 of this thread. But that was in 2012.

Does the Little Unsure technique still work in 2014?

Of course it does! Click here for a very recent example of what it sounds like in action (no opt-in).

Great content here Jason. I'm going to to put this advice into action next week & see what happens.

So after I get past the gatekeeper (if there is one) and state my 30 second commercial. Then what? If they say they are interested, do I continue with telling them the benefits of my product? What if they are not interested? Thanks Jason for a great post.

I have a basic question.

I call managers, ceo´s etc.(i almost always know the name)

So, my first person is most often the receptionist.
I get questions like:
- What's your name?
- Company name?
- Reason for calling?

Sometimes I get killed here. Because at some point it's obvious I am here to sell. I get an e-mail (info@..) and are not allowed to speak to the manager. How to go about that?

I am curious, when I do get him on the phone. How does your start work, if he already has information about me trough the receptionist?

I tested it today. Conversations are friendlier,

However,

I do stumble a bit when they say: Well, that depends on why you are calling.

Doesn't make much sense to me to then say: "I appreciate that, john".

Is it okay to hop in the second part and just say: "Give me one minute of your time..." ?

I also made my 30 second pitch which goes something like this:

We are a company specialised in [ widgets ] and we work with midlarge to large companies. We did this for several companies in the food, media and industrial sector.

Because we are familiar with your sector I am specifically calling you to day to see if we can meet and see where our solutions might be able to help your company. Would 20 november, 14.00 fit?

I know this is like a way-old post, but I just wanted to thank you for the video. After hearing it, it seems so simple, yet it's the last thing approach I would've thought to take. And just getting in the door is often the hardest part, so to get this crucial bit right up-front... Thanks for that!

This is a great reminder to the way Jason's technique works. I remember getting some training from him years ago. I needed this to add the whys behind the what I am doing.