How to Start Your Calls: Prospecting Success Tip

by Jason Kanigan 178 replies
Hi, if you're having trouble starting calls and getting into real conversations with prospects,

then I made this video just for you.


More like this?
#offline marketing #calls #prospecting #start #success #tip
Avatar of Unregistered
  • Profile picture of the author jtooder
    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
    {{ DiscussionBoard.errors[5922417].message }}
  • Profile picture of the author Jason Kanigan
    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
    {{ DiscussionBoard.errors[5922425].message }}
    • Profile picture of the author rollingbunny
      Banned
      [DELETED]
      {{ DiscussionBoard.errors[6173714].message }}
      • Profile picture of the author David Miller
        Talking to yourself is a great way to bump a thread, isn't it?
        Signature
        The big lesson in life, baby, is never be scared of anyone or anything.
        -- FRANK SINATRA, quoted in The Way You Wear Your Hat
        {{ DiscussionBoard.errors[6173740].message }}
  • Profile picture of the author jtooder
    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
    {{ DiscussionBoard.errors[5922484].message }}
  • Profile picture of the author Jason Kanigan
    Search for my "a little unsure" technique, which I've shared several times on the forum.

    Thanks!

    EDIT:

    Here's one.
    {{ DiscussionBoard.errors[5922488].message }}
  • Profile picture of the author jtooder
    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.
    {{ DiscussionBoard.errors[5922588].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[5926815].message }}
    • Profile picture of the author ewenmack
      Originally Posted by kaniganj View Post

      Wow, no other questions or comments about this?
      Jason,

      Comments not coming back because it isn't controversial
      where for and against arguments come in.

      Thanks for the opening of a phone call, appreciate it.

      Best,
      Ewen

      P.S. I've sent you a private message.
      {{ DiscussionBoard.errors[5927944].message }}
    • Profile picture of the author BarbStep
      Originally Posted by Jason Kanigan View Post

      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.
      New to the forum and just found this post. A big "Thanks" for the videos and wonderful tips on cold calling.
      {{ DiscussionBoard.errors[7390627].message }}
  • Profile picture of the author Adwizard
    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.
    Signature
    Building Businesses Beyond their Four Walls by
    Thinking Outside the Box... since 1993.
    Is anyone capable of designing a mobile site for
    this e-commerce site for a fee:
    {{ DiscussionBoard.errors[5926945].message }}
    • Profile picture of the author ronr
      Good stuff, Jason.
      {{ DiscussionBoard.errors[5927027].message }}
  • Profile picture of the author Jason Kanigan
    Feel free to post a thread over there about it and link 'em on over here!

    Thanks!
    {{ DiscussionBoard.errors[5926985].message }}
  • Profile picture of the author Jay Rhome
    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?
    {{ DiscussionBoard.errors[5927164].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by Jay Rhome View Post

      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?
      Not sure what you're asking in the first part. You mean, this is what you're saying and not connected at all with what I said in the video? The words "hoping," "second," and "one quick question" all put me on my guard. Nothing could be that simple. I feel like it's some kind of trap.

      "Bad time" is a counter-intuitive phrase that makes people stop, think and be curious.
      {{ DiscussionBoard.errors[5927219].message }}
      • Profile picture of the author Jay Rhome
        Originally Posted by kaniganj View Post

        Not sure what you're asking in the first part. You mean, this is what you're saying and not connected at all with what I said in the video? The words "hoping," "second," and "one quick question" all put me on my guard. Nothing could be that simple. I feel like it's some kind of trap.
        I am using this at the moment, and my question was if it fits your "upfront contract" model but from your answers I guess not


        "Bad time" is a counter-intuitive phrase that makes people stop, think and be curious.
        Got it. And it really is counter-intuitive for me as I usually ask question using words that convey the emotions I want, like is this a GOOD time to call, but I see the power in your approach.
        {{ DiscussionBoard.errors[5930441].message }}
      • Profile picture of the author Jay Rhome
        Originally Posted by kaniganj View Post

        "Bad time" is a counter-intuitive phrase that makes people stop, think and be curious.
        I used it a few times today. It really helps get their full attention.
        {{ DiscussionBoard.errors[5934087].message }}
      • Profile picture of the author thehazard
        Originally Posted by Jason Kanigan View Post

        Not sure what you're asking in the first part. You mean, this is what you're saying and not connected at all with what I said in the video? The words "hoping," "second," and "one quick question" all put me on my guard. Nothing could be that simple. I feel like it's some kind of trap.

        "Bad time" is a counter-intuitive phrase that makes people stop, think and be curious.
        Im not sure, but it seems that words like 'just' and 'hoping' are passive when you want to be positive right? and asking if its a 'bad time' get them to actually think about it while 'is it a good time?' seems like a good way for them to say 'NO' and give themselves an out, correct?.
        {{ DiscussionBoard.errors[6517042].message }}
      • Originally Posted by Jason Kanigan View Post

        Not sure what you're asking in the first part. You mean, this is what you're saying and not connected at all with what I said in the video? The words "hoping," "second," and "one quick question" all put me on my guard. Nothing could be that simple. I feel like it's some kind of trap.

        "Bad time" is a counter-intuitive phrase that makes people stop, think and be curious.
        Yes , I think "good time to call "is used very often , too often by sales people , so "bad time" is breaking that pattern of thinking and most people will ask you "who is calling ?" .
        I think it builds intrigue..
        {{ DiscussionBoard.errors[7252077].message }}
    • Profile picture of the author snakez0r
      Originally Posted by Jay Rhome View Post

      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"?
      It's DISHONEST. Yourself and the caller both know that you aren't just going to ask one quick question. There will be multiple questions (if not then you aren't a good salesman). And it probably won't be quick! Sure, you're going to ask one quick question to start the call off, but that's just misleading. This immediately breaks your trust with the prospect.

      You need to be completely upfront with the prospect. Let them know why you are calling and let them know that you will need to ask them some questions along the way, then once that's finished you can assess whether they need your product or service. That way there's no hidden agenda, and they know exactly what they're getting themselves into.

      Works for me!
      {{ DiscussionBoard.errors[5999256].message }}
      • Profile picture of the author Claude Whitacre
        Originally Posted by snakez0r View Post

        It's DISHONEST. Yourself and the caller both know that you aren't just going to ask one quick question. There will be multiple questions (if not then you aren't a good salesman). And it probably won't be quick! Sure, you're going to ask one quick question to start the call off, but that's just misleading. This immediately breaks your trust with the prospect.

        No. When you ask a girl to dinner, you don't say; "I want to take you to dinner because I'm hoping you find me attractive enough to come home with me...and them possibly you can make me breakfast in the morning...after which, if I can stand talking to you, we'll get married and have some children"

        You sell the idea of them talking to you. You do want to get a quick answer to a question. That's the first thing you want.

        After that, if they want to stay on the line with you, that's their choice.

        When I used to sell in the people's homes, they would ask "How long will this take?"

        I answered "Ten minutes, unless you have questions". It really always took at least an hour and a half. Usually two hours.

        But...if they weren't involved after ten minutes, or didn't ask a question, I really would be done. Why did I say ten minutes?

        Because if I said "That depends on how quickly you buy. Usually I can sell someone in an hour and a half. If you're a tough cookie...maybe two or even three hours"......nobody would ever talk to me.
        {{ DiscussionBoard.errors[7666088].message }}
        • Profile picture of the author Jason Kanigan
          Originally Posted by Claude Whitacre View Post

          No. When you ask a girl to dinner, you don't say; "I want to take you to dinner because I'm hoping you find me attractive enough to come home with me...and them possibly you can make me breakfast in the morning...after which, if I can stand talking to you, we'll get married and have some children"

          You sell the idea of them talking to you. You do want to get a quick answer to a question. That's the first thing you want.

          After that, if they want to stay on the line with you, that's their choice.

          When I used to sell in the people's homes, they would ask "How long will this take?"

          I answered "Ten minutes, unless you have questions". It really always took at least an hour and a half. Usually two hours.

          But...if they weren't involved after ten minutes, or didn't ask a question, I really would be done. Why did I say ten minutes?

          Because if I said "That depends on how quickly you buy. Usually I can sell someone in an hour and a half. If you're a tough cookie...maybe two or even three hours"......nobody would ever talk to me.
          Yet another good point here.

          Sales is a series of increasingly important agreements. In the video beginning this thread, I share a little agreement we can use to start conversations off. Basically you ask: If I briefly tell you why I called, will you tell me if you're interested or not? And that works all the way up to: If I provide you this product or service, will you pay me this much money?

          That's selling right there.

          Now some people get awfully anxious and are looking for that magic bullet. They do this in everything they get involved with. But the truth is that sales, like many other things, is a series of small steps. We must be willing to take all those steps. Yeah, it's tempting to want to rush ahead to the close. If you don't set up your ground work, though, your close will fall through every time.
          {{ DiscussionBoard.errors[7792100].message }}
          • Profile picture of the author taranisman
            Thank you so much, Jason.

            So glad I found this thread. Your tips are a goldmine.

            Such power in so few words.

            I can't wait to try it out. Starting tomorrow.

            I'll be back to tell you guys and girls how it goes. (if anyone cares)
            Signature

            Quit Your Job In 90 Days... http://ArbitrageMastery.com

            {{ DiscussionBoard.errors[7819781].message }}
  • Profile picture of the author globalpro
    Jason,

    Agreed with Ewen. Not controversial enough...

    but great info (yours always is).

    Thanks,

    John
    {{ DiscussionBoard.errors[5928949].message }}
  • Profile picture of the author iInvent
    Great intro - I'll try it and let you know how it goes! I should start calling next week!
    Signature

    Thanks for reading!

    Chantal
    "Before you try to satisfy the client, understand and satisfy the person."

    {{ DiscussionBoard.errors[5929087].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[5930525].message }}
    • Profile picture of the author Jay Rhome
      Originally Posted by kaniganj View Post

      I'll only ask "Is this still a good time to call?" when I'm calling someone back for an appointment we set.
      Yesss. I see the nuance.
      {{ DiscussionBoard.errors[5930867].message }}
      • Profile picture of the author VincentFrog
        Thank you so much for sharing these tips! I am actually starting to cold call for my social media marketing agency and am working on the pitch as we speak. Hopefully I can use these steps to sell my services. Thanks again!
        {{ DiscussionBoard.errors[5933462].message }}
  • Profile picture of the author chackett
    I thoroughly enjoyed your video. Thanks. I have a lot to learn for sure.
    Signature

    Direct Mail Fulfilment Services Nationwide
    Postcards, EDDM, Letters, wedding invitations
    Super Affordable - Enough for you to resell!

    {{ DiscussionBoard.errors[5930743].message }}
  • Profile picture of the author Dan DaSilva
    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
    {{ DiscussionBoard.errors[5934189].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[5934317].message }}
  • Profile picture of the author giovd
    Thanks for the Informative video.....this is some great stuff!!
    {{ DiscussionBoard.errors[5938738].message }}
  • Profile picture of the author dropbear
    thanks for sharing..even the most seasoned salesperson can use an updated approach and change up the script..
    {{ DiscussionBoard.errors[5939090].message }}
  • Profile picture of the author Steve Faber
    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.
    Signature
    For Killer Marketing Tips that Will Grow Your Business Follow Me on Twitter Now
    After all, you're probably following a few hundred people already that aren't doing squat for you.....
    {{ DiscussionBoard.errors[5939101].message }}
  • Profile picture of the author Yawg Dawg
    Great Post,,,,,,thanks alot.
    {{ DiscussionBoard.errors[5942422].message }}
  • Profile picture of the author DianaHeuser
    Thanks Jason,

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

    Di
    {{ DiscussionBoard.errors[5942699].message }}
  • Profile picture of the author adrixe
    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?
    {{ DiscussionBoard.errors[5945750].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by adrixe View Post

      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?

      Saying "How are you today?" is trumpeting "Here Comes A Salesperson!"

      Defenses go up.

      We don't want that.

      Doesn't sound to me like you're trying to find out whether this prospect actually needs what you offer--you're just pushing features & benefits in the hope that something will stick.
      {{ DiscussionBoard.errors[5945772].message }}
      • Profile picture of the author adrixe
        Originally Posted by kaniganj View Post

        Saying "How are you today?" is trumpeting "Here Comes A Salesperson!"

        Defenses go up.

        We don't want that.

        Doesn't sound to me like you're trying to find out whether this prospect actually needs what you offer--you're just pushing features & benefits in the hope that something will stick.
        So it's better to just open up with a simple question like you mentioned in your video..

        I do try to find out about his business based on the domain name that they actually registered and ask if they are going to get a site.

        only 2 products we offer, site and seo/directory submission and google places. and thats about it.

        I would love to hear how you'd be introducing or finding out what they need.

        Most of the time, I feel rushed when talking to them..
        {{ DiscussionBoard.errors[5945789].message }}
  • Profile picture of the author digichik
    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.
    Signature



    {{ DiscussionBoard.errors[5947290].message }}
    • Profile picture of the author Mark Fromm
      Jason,

      First I'm going to start on this thread. YOU ARE AMAZING! I just found out about you because of your gracious help in the Mobile Marketing forum. I immediately came to this thread, followed you through to all your posts and bought your WSO.

      I've been doing this a long time but I'm not ashamed to say that you are the FIRST person that has blown me away with your cold calling strategies. I've worked for some of the masters of cold calling like Chet Holmes and the like but you top them all.

      What everyone always misses is that cold calling is the only way to grow your business period. No matter what you do to prep before to get the lead you will always end up talking face to face. So instead of spending a bunch of wasted time working on trying to prep the lead in advance just get on the phone and do it. Out of the 7 musts of marketing face to face is NUMBER 1. The best part is you just made it drop dead easy to get on the phone without any fear at all.

      The cost of your WSO whether it's the live coaching or recordings is worth at least 20,000 times the price you're charging and you over deliver big time. I'm normally not an impulsive buyer but when the best is in front me I can't wait. I'm a TAKE ACTION guy and that's how I've built many successful businesses. And guess what? My current businesses will now grow like crazy because of finding you on this 31st day of March 2012.

      If anyone wants to make their business take off then TAKE ACTION and go get Jason's WSO RIGHT NOW! Stop asking questions about what if this or what if that. Get Jason's WSO and all your questions and challenges will be solved.

      GO HERE NOW!

      Thanks Again Jason. I will be following you for a long time.
      Signature
      Mark Fromm, CEO & Founder
      Business Growth Today, Inc.
      {{ DiscussionBoard.errors[5947866].message }}
  • Profile picture of the author flightrisk
    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?
    {{ DiscussionBoard.errors[5950298].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by flightrisk View Post

      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?
      This is why it can be a good idea to read other Warriors' comments in the thread. Someone else also asked, "Wait, what do I do if I don't know the owner's name?" Ol' Jason has snared and shared that one already.
      {{ DiscussionBoard.errors[5950407].message }}
    • Profile picture of the author Jay Rhome
      Originally Posted by flightrisk View Post

      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?
      If you have their name you say it first "Hi John' Is this a bad time to talk?".

      And yes, it is counterintuitive, but that's the point. I've done it last week, and it gets people to react to you with their full attention, which is what we want. Nobody has said it was a bad time yet, but as Jason teaches, I'd just say "Ok, sorry about that, I'll call back later" and they won't even remember you called since you didn't present yourself yet.

      Combine with the "upfront contract", I'm amazed at how deceptively powerful this is! As Jason says, with a good start to the call, you improve your chance to get the "rest of the call".

      I'm putting ads this week to hire "appointment setters" telemarketers and you can bet the house I'm putting that as the opening lines of the script!
      {{ DiscussionBoard.errors[5950444].message }}
  • Profile picture of the author flightrisk
    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
    {{ DiscussionBoard.errors[5950659].message }}
  • 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.
    {{ DiscussionBoard.errors[5956868].message }}
  • Profile picture of the author Cringer
    Originally Posted by kaniganj View Post

    Hi, if you're having trouble starting calls and getting into real conversations with prospects,

    then I made this video just for you.

    How To Start The Call: Prospecting Success - YouTube
    Sharing the gold as usual I see. My group are still talking about you since the webinar the other day
    Signature
    Access to my entire team for less than the cost of a Virtual Assistant and have unlimited requests including Cold Calling each day![/B] Click Here to find out more
    {{ DiscussionBoard.errors[5957919].message }}
  • Profile picture of the author Jay Rhome
    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.
    {{ DiscussionBoard.errors[5957969].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by Jay Rhome View Post

      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.
      I would move right into the 30-second commercial.


      @Cashtree: again, you have to build a decent 30-second commercial to follow up on this opening. You have the chance to explain what urgent, emotional problems you solve. Use it. The fact that Part 1 of your solution is F-R-E-E is going to be nuthin' but nice...once your prospect realizes it is solving one of those problems that's been keeping them up at night.

      But you have to get that hook in place before they bite.
      {{ DiscussionBoard.errors[5961556].message }}
      • Profile picture of the author mayagracie
        Hello, I watched your video, and I thought that it was good. In my opinion, there are other ways of marketing as oppose to cold calling prospects. I believe there are ways to get them to come to you. The one thing most people do not like is being solicited when they are not interested, but you can still profit off of somebody telling you no. Just wanted to share my thoughts. Hope all is well.
        {{ DiscussionBoard.errors[6025062].message }}
      • Profile picture of the author saxmar
        Thanks for sharing this awesome video Jason.

        I started cold calling yesterday after studying your
        material along with other cold calling resources
        from other helpful warriors.

        I am not concerned with rejection,
        and staying focused on my goal helped me
        to complete my calls.

        I did introduce myself before my pitch and qualified them
        in less than two minutes.
        The problem I had with my cold calling yesterday
        was a lot of bad leads.
        I got them from Sales Genie and expected decent quality
        leads that were actually business owners.

        It sounded like a lot of the leads were not real business owners.
        I need to get better quality leads,
        and focus more on contacting leads that can afford
        even the most basic of my services.
        {{ DiscussionBoard.errors[6881273].message }}
        • Profile picture of the author Jason Kanigan
          Originally Posted by saxmar View Post

          Thanks for sharing this awesome video Jason.

          I started cold calling yesterday after studying your
          material along with other cold calling resources
          from other helpful warriors.

          I am not concerned with rejection,
          and staying focused on my goal helped me
          to complete my calls.

          I did introduce myself before my pitch and qualified them
          in less than two minutes.
          The problem I had with my cold calling yesterday
          was a lot of bad leads.
          I got them from Sales Genie and expected decent quality
          leads that were actually business owners.

          It sounded like a lot of the leads were not real business owners.
          I need to get better quality leads,
          and focus more on contacting leads that can afford
          even the most basic of my services.
          The best lists were the ones I made. They were already partially qualified. I knew they were 'real' businesses. They were in the right niche.

          Yes it takes time to create--and make it during "No-Pay Time", not "Pay Time"--but it will pay off.
          {{ DiscussionBoard.errors[6888134].message }}
      • Profile picture of the author shifat
        Hi Jason thanks for this valuable & informative share,much appreciated .
        {{ DiscussionBoard.errors[7071510].message }}
      • Profile picture of the author ambrking
        Thanks for sharing this video. The first few seconds of the call is the most critical. Everything will depend on how you start the conversation.
        Signature
        {{ DiscussionBoard.errors[7146838].message }}
        • Profile picture of the author MoBuzz
          Hi Jason thanks for the great video.

          I have been cold calling myself for over 10 years now, I recently tried your method discussed here and it was great. Not just because of the results but because this approach in the beginning makes the call much more comfy for both.

          As far as the "one call close" I think it really depends on what you are selling and what your goals are.

          For example when I used to work for a large SEO Company selling an automated service, it was all about the one call close. We were talking to people all over the world and the option of an appointment was not there. I tried to identify a need, offer a solution and ask for the sale.

          On the other hand when I was a sales manager for Valpak and prospecting I NEVER attempted to sell anything and NEVER discussed price on the phone. My only goal for the call was to get an appointment.

          IMO closing rates are much higher in person when you have the opportunity to do a proper needs analysis and deliver an effective presentation. Plus ALOT of people are visual and you will in most cases loose this business if you attempt to sell on the phone.

          My humble advice to anyone selling local marketing is to use Jason's awsome techniques to start the call. Once you get the "ok" I usually say

          "Thanks Jon, I run a local marketing business here in Napa and we're looking for a few businesses to partner with. I really don't have alot of time to go over everything rite now, but I am going to be meeting with a client around the corner from you on Thursday afternoon, would it be ok to stop by for a minute and share some information with you?

          P.S.
          Please excuse my 3 am half asleep ramble
          Signature
          LIVE NOW
          {{ DiscussionBoard.errors[7182794].message }}
      • Thanks for sharing
        I was actually skipping the "is it right time to talk?" part , so maybe now I will get some improvement in results...
        {{ DiscussionBoard.errors[7251912].message }}
  • Profile picture of the author maricelu
    has anyone tried this approach? how this have been working for you?
    Signature

    I have no signature.

    {{ DiscussionBoard.errors[5958592].message }}
  • Profile picture of the author cashtree
    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.
    {{ DiscussionBoard.errors[5958598].message }}
  • Profile picture of the author Michael Bucker
    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.
    {{ DiscussionBoard.errors[5959201].message }}
  • Profile picture of the author jomina
    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!
    {{ DiscussionBoard.errors[5978036].message }}
    • Profile picture of the author cnagaraj
      Jason,

      Thanks for the video, I will definitely add it my arsenal. Awesome way to open up

      Chandi
      {{ DiscussionBoard.errors[5999403].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[5993360].message }}
    • Profile picture of the author Luke Bishop
      wish i had the cash otherwise id buy your wso's straight out.

      thanks for the tips Kaniganj
      {{ DiscussionBoard.errors[5993585].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[6019038].message }}
  • Profile picture of the author Jason Kanigan
    You don't have to solicit; you can prospect and qualify In or Out of your opportunity.
    {{ DiscussionBoard.errors[6091778].message }}
    • Profile picture of the author Tim Zager
      Jason, I really appreciate you sharing the video. So simple. Great way to get right to the point without scaring the prospect away. I especially like the idea you let them know you're just going to be a minute, then they can "escape" if they want. :-)

      As for making the transition from your 30-sec commercial, to letting them decide if they want to continue... would the following work?

      ... 30-sec commercial, then "So Mr Prospect, I just wanted to connect with you, to see how you're using the internet... how it's working for you... and if I could share with you a little about our services." (then WAIT to see where they take the conversation)

      I'm pretty sure I got this from one of your audios somewhere.

      Thanks again!
      {{ DiscussionBoard.errors[6154460].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by Tim Zager View Post

        Jason, I really appreciate you sharing the video. So simple. Great way to get right to the point without scaring the prospect away. I especially like the idea you let them know you're just going to be a minute, then they can "escape" if they want. :-)

        As for making the transition from your 30-sec commercial, to letting them decide if they want to continue... would the following work?

        ... 30-sec commercial, then "So Mr Prospect, I just wanted to connect with you, to see how you're using the internet... how it's working for you... and if I could share with you a little about our services." (then WAIT to see where they take the conversation)

        I'm pretty sure I got this from one of your audios somewhere.

        Thanks again!
        I would deliver the 30-second commercial, and then trail off with "But I don't know if you're experiencing any of these issues..."

        If a pain point resonates, they'll tell you and there's your start.
        {{ DiscussionBoard.errors[6169213].message }}
        • Profile picture of the author Tim Zager
          Originally Posted by kaniganj View Post

          I would deliver the 30-second commercial, and then trail off with "But I don't know if you're experiencing any of these issues..."

          If a pain point resonates, they'll tell you and there's your start.
          Thanks Jason.

          Btw, I wanted to hit the "thanks" button, but it's not always there. I'm confused...
          {{ DiscussionBoard.errors[6174061].message }}
  • Profile picture of the author Preeti
    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!!!
    {{ DiscussionBoard.errors[6520051].message }}
  • Profile picture of the author mikelukjaniec
    Hi Jason. I just listened to your video about opening sales calls and I like your style. Thanks
    Signature

    Affiliate links are not allowed.

    {{ DiscussionBoard.errors[6520215].message }}
  • This post has been very useful. Thanks everyone who gave me the push to get going again.
    {{ DiscussionBoard.errors[6520427].message }}
  • Profile picture of the author redofx1939
    Banned
    [DELETED]
    {{ DiscussionBoard.errors[6529302].message }}
  • Profile picture of the author Michael Ten
    Nice video. I'm glad that you posted that.
    {{ DiscussionBoard.errors[6530265].message }}
    • Profile picture of the author wislndixie
      Jason, where can I buy your WSO along with the script consulting?
      Mike
      {{ DiscussionBoard.errors[6530355].message }}
  • Profile picture of the author TrumpiaTim
    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
    Signature

    www.Trumpia.com

    Trumpia: The Most Completed SMS Text Messaging Software & API Solution.
    {{ DiscussionBoard.errors[6536879].message }}
    • Profile picture of the author sodomojo
      Thanks for taking the time to share this with us.
      {{ DiscussionBoard.errors[6537981].message }}
    • Profile picture of the author PsycFa
      Originally Posted by TrumpiaTim View Post

      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
      Now why would you need to dress up etc for cold calling? lol - the other two tips I agree though.

      Jason I've been following you for quite a while and I am very impressed with the way you approach cold calling. I myself got started in cold calling since 2 years back, and what came to my attention when I watched your video is that the core basics of cold calling will never change; but the methods you use to approach them will...

      I personally use a mixture of methods; from email - video - phone - face2face and all strategically implemented to presell the client till the last stage.

      So my question to you; what are the methods you use besides cold calling as I believe just calling em and setting up the appointments are not enough to close to presell them in order to faciliate the closing?

      Second question would be; instead of putting up the commercial stuff for the client to identify which problems they are having; isn't it better to assess the business itself prior to contacting them and prepare specific commercial that you think might be relevant to them? Won't that increase the chance of connecting to them easier and quicker because they identify with everything in that commercial?

      Third question; I've seen several posts saying "useless to introduce yourself" as it is a waste of time as the client want to know why you call and not who are you,so what is your take on that? Because I beg to differ on this due to the fact that introducing yourself increase relevancy, credibility.

      Anyhow, Good stuffs out there really appreciate. It is good to see someone who knows what they are talking about
      Signature

      The aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.....

      {{ DiscussionBoard.errors[6877404].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by PsycFa View Post

        Now why would you need to dress up etc for cold calling? lol - the other two tips I agree though.

        Jason I've been following you for quite a while and I am very impressed with the way you approach cold calling. I myself got started in cold calling since 2 years back, and what came to my attention when I watched your video is that the core basics of cold calling will never change; but the methods you use to approach them will...

        I personally use a mixture of methods; from email - video - phone - face2face and all strategically implemented to presell the client till the last stage.

        So my question to you; what are the methods you use besides cold calling as I believe just calling em and setting up the appointments are not enough to close to presell them in order to faciliate the closing?

        Second question would be; instead of putting up the commercial stuff for the client to identify which problems they are having; isn't it better to assess the business itself prior to contacting them and prepare specific commercial that you think might be relevant to them? Won't that increase the chance of connecting to them easier and quicker because they identify with everything in that commercial?

        Third question; I've seen several posts saying "useless to introduce yourself" as it is a waste of time as the client want to know why you call and not who are you,so what is your take on that? Because I beg to differ on this due to the fact that introducing yourself increase relevancy, credibility.

        Anyhow, Good stuffs out there really appreciate. It is good to see someone who knows what they are talking about
        Mostly I just call and close. Sometimes marketing is involved, like a website. I rarely have to show "proof" or a portfolio...it's all in the questions I ask. That's where the credibility comes from.

        Ken Michaels said it a little while ago...you get to a certain point where it's hard NOT to sell...but nobody would believe it who hasn't gotten there.

        I guess the main difference between me and everybody else (note: I am NOT talking about any of the other sales pros on the forum) is that I'm ruthless about qualifying. Most people rush to the close and miss the spade work that's necessary at the beginning and middle of the process...and so it fizzles.

        Obviously I use videos to market to at least one niche of potential customers. But that's mass market stuff and it allows me to narrow down who to spend my energy on. When I'm calling, I've already focused.

        The live conversation is the best tool you have to qualify In or Out, so let me ask you: why would I blow that chance by sending them some kind of video or email before calling? What would that allow that pre-screened (ie. they're in my target niche) prospect to do? Without ever talking to me?

        Qualifying only takes a couple of minutes (or less!) and pretty much instantly tells you if the person you're talking to is a good prospect or not.
        {{ DiscussionBoard.errors[6878536].message }}
  • Profile picture of the author JaceBarnett
    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
    {{ DiscussionBoard.errors[6593273].message }}
  • Profile picture of the author henry Argueta
    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.
    {{ DiscussionBoard.errors[6613309].message }}
  • Profile picture of the author RedShifted
    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
    {{ DiscussionBoard.errors[6614242].message }}
  • Profile picture of the author DamianQ
    great video - thanks for sharing it Jason!!
    {{ DiscussionBoard.errors[6648046].message }}
    • Profile picture of the author luke1213
      Thanks Jason. My wife and I started an advertising business and we haven't had much success converting clients on our cold calls. We are both pretty bad at sales (the rejection factor).

      How would you approach a potential client when cold calling about advertising with our service? Our biggest obstacle is getting past the "gatekeeper". We have been asking to speak with the person who oversees the advertising for the company. Is this a good way to approach?

      Any feedback would be greatly appreciated.
      {{ DiscussionBoard.errors[6649333].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[6737765].message }}
  • Profile picture of the author chungacreative
    Thank you for that video. Very interesting.
    Signature

    Make a commission on your own gas and electric bill. Private message me for more info.

    {{ DiscussionBoard.errors[6877247].message }}
  • Profile picture of the author dnjoseph1
    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.
    {{ DiscussionBoard.errors[7025423].message }}
  • Profile picture of the author Jason Kanigan
    Thank you for letting us know how it worked for you, dnjoseph1. This is something that can help many people.
    {{ DiscussionBoard.errors[7030873].message }}
  • Profile picture of the author Robben_Salter
    bump in the night.
    {{ DiscussionBoard.errors[7037747].message }}
  • 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.
    {{ DiscussionBoard.errors[7038834].message }}
  • Profile picture of the author Niks24
    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.
    Signature
    Served Over 100 customers and there needs with Web and Mobile Apps Development, if you are looking for one please connect with me with good turnaround.
    {{ DiscussionBoard.errors[7038892].message }}
  • Profile picture of the author d1ey0u
    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!!
    {{ DiscussionBoard.errors[7061595].message }}
  • 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.
    {{ DiscussionBoard.errors[7061773].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by Marketinc Solutions View Post

      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.
      While I agree with the conversational tone, I disagree with the "How are you today?" Nothing sends the signal of "Here Comes A Salesperson" faster than that.
      {{ DiscussionBoard.errors[7067224].message }}
  • Profile picture of the author AlStruction
    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!
    {{ DiscussionBoard.errors[7070026].message }}
  • Profile picture of the author sundaymorning
    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.
    {{ DiscussionBoard.errors[7070976].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[7071270].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by Jason Kanigan View Post

      Your objective is up to you. And what are you offering? If it's a complex sale, expecting a one-call close is unrealistic.
      say what ?

      Are you referring to being unrealistic to him personally because
      he is new ?

      I am really curious Jason, what do you consider "a complex sale"
      Signature

      Selling Ain't for Sissies
      {{ DiscussionBoard.errors[7071300].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by kenmichaels View Post

        say what ?

        Are you referring to being unrealistic to him personally because
        he is new ?

        I am am really curious Jason, what do you consider "a complex sale"
        Database-driven custom software solution...accounting software...network security devices...the newest Boeing aircraft...sales training ... something that is not going to be completed in a few hours. It's going to take more than one conversation with one person.

        When I see how much trouble people have selling a simple website, because their sales process turns what they're doing into a commodity, even that is going to require a process change.
        {{ DiscussionBoard.errors[7071321].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by Jason Kanigan View Post

          Database-driven custom software solution...the newest Boeing aircraft...sales training ... something that is not going to be completed in a few hours.
          I sell this everyday "Database-driven custom software solution"

          to me, not complex @ all. One call one close.

          never sold a boeng tho... some how i doubt even i could one call close,one of those puppies
          --- unless i was selling to the black market

          sales training... your a better man then me.. so is john, i could never
          ... ever try and teach like you guys do.

          I give props to any "REAL" teacher.

          And the truth is, i think the good ones should make more money then the
          people they train. It is a shame that it hardly ever works out that way.
          Signature

          Selling Ain't for Sissies
          {{ DiscussionBoard.errors[7071333].message }}
          • Profile picture of the author socialentry
            Originally Posted by kenmichaels View Post

            I sell this everyday "Database-driven custom software solution"

            to me, not complex @ all. One call one close.

            never sold a boeng tho... some how i doubt even i could one call close,one of those puppies
            --- unless i was selling to the black market
            I've been thinking this over and I'm really curious about this:

            If you hit someone that says something like "this is a big corporation, there is a procedure that every vendor must follow, you must do X,Y,Z, THEN I'll have to present the idea to the board and then we can talk", is it possible to get around this?
            {{ DiscussionBoard.errors[7627313].message }}
    • Profile picture of the author sundaymorning
      I'm selling website/redesign depending on who it is. As far as leads are concerned I'm getting them straight from the yellowpages. lol So complex sale it is not. However I do, do my research when it comes to these companies meaning I look up their name see who the owners is. I even ask for the owner if they are not there then I use the "little unsure" technique. At this point I think my objective is to get people interested. Selling anything I think is out of the question. I think if I can get a proposal to them. That would be awesome.

      I do have a 30 second commercial which I think is amazing! It's a combination of like 5 different commercials that I heard but it's so so simple and it hits the nail on the head everytime. I heard it on a few people webinars and I kinda combinded them. But still I don't say "hey I'm your local Web Designer. ARe you looking for Redesign?" I feel that's kinda cheesy.


      Originally Posted by Jason Kanigan View Post

      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.
      {{ DiscussionBoard.errors[7076822].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[7071357].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by Jason Kanigan View Post

      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.

      Thanks for the props.
      hmmm, that sounds almost like oracle sales to me.
      Signature

      Selling Ain't for Sissies
      {{ DiscussionBoard.errors[7071365].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[7071385].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by Jason Kanigan View Post

      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.
      My company sells custom software ( as well as the standard pack edge crap )

      it is UBER hard to get sales people who can handle the custom sales properly

      they all think they can do it. 90% of them suck at it.

      for that department our turn over is high.

      Every now and then we find someone special and they usually stay with
      us.

      Any way, the point i am making is... I really do understand what your talking about.
      i eat it for breakfast.

      websites and what not. is almost retarded easy compared to selling custom software.
      Signature

      Selling Ain't for Sissies
      {{ DiscussionBoard.errors[7071398].message }}
  • Profile picture of the author Jason Kanigan
    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.
    {{ DiscussionBoard.errors[7071447].message }}
  • Profile picture of the author garveyonweb
    Really enjoyed the vid. Excellent attention grabber.
    {{ DiscussionBoard.errors[7072190].message }}
  • Profile picture of the author BJOcampo
    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.
    {{ DiscussionBoard.errors[7076992].message }}
    • Profile picture of the author Jason Kanigan
      So YOU think your 30-second commercial is "amazing"...try it out and see what THEY think of it.

      You just kind of contradicted yourself: first you said it's not a complex sale...then you said selling anything on the first call was out of the question.

      Set up times to consistently call; I recommend 2 hours twice a day starting out. And stick with these times. Otherwise you won't gain any momentum or skill, and you'll always be straining for those "Hail Mary" throws.


      Originally Posted by sundaymorning View Post

      I'm selling website/redesign depending on who it is. As far as leads are concerned I'm getting them straight from the yellowpages. lol So complex sale it is not. However I do, do my research when it comes to these companies meaning I look up their name see who the owners is. I even ask for the owner if they are not there then I use the "little unsure" technique. At this point I think my objective is to get people interested. Selling anything I think is out of the question. I think if I can get a proposal to them. That would be awesome.

      I do have a 30 second commercial which I think is amazing! It's a combination of like 5 different commercials that I heard but it's so so simple and it hits the nail on the head everytime. I heard it on a few people webinars and I kinda combinded them. But still I don't say "hey I'm your local Web Designer. ARe you looking for Redesign?" I feel that's kinda cheesy.
      Replied in PM; don't want to get hit for self-promotion.

      Originally Posted by BJOcampo View Post

      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.
      {{ DiscussionBoard.errors[7077475].message }}
  • Profile picture of the author ambrking
    Thank you for sharing Jason. Really helpful
    Signature
    {{ DiscussionBoard.errors[7089457].message }}
  • Profile picture of the author dnjoseph1
    ---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
    {{ DiscussionBoard.errors[7136630].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by dnjoseph1 View Post

      ---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
      Thanks for sharing your experience, Daniel.

      Here's one of the links to the technique: http://www.warriorforum.com/offline-...ml#post5396849
      {{ DiscussionBoard.errors[7136975].message }}
  • Profile picture of the author Mwind076
    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.
    Signature

    Looking for answers on how to SUCCESSFULLY market your company?
    Cold Calling, Appointment Setting, Training, Consulting - we do it all!
    PM for more information

    {{ DiscussionBoard.errors[7136679].message }}
  • Profile picture of the author AdamDowning
    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.
    Signature

    I'll write you 30 x 500 word articles @ $120 - Inbox me?

    {{ DiscussionBoard.errors[7141970].message }}
  • Profile picture of the author Boavida
    Still no fan of cold-calling (probably cause of my skills).
    Try to get better with it. This will help, thank you.
    {{ DiscussionBoard.errors[7142490].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by Boavida View Post

      Still no fan of cold-calling (probably cause of my skills).
      Try to get better with it. This will help, thank you.
      Thanks. Nobody starts out as a fan of making calls.

      It's a skill, and you have to work at it.

      Fortunately, unlike the "push button" marketing methods, you will develop that skill as you persist...and start to make sales.

      First, you'll have difficulty getting past gatekeepers. Everyone always thinks this is only happening to them. Nope. It's part of the process.

      Then, suddenly, one day you'll no longer have this trouble. It'll just vanish.

      After that, the next step is to get all tongue-tied when you're talking to the decision maker. Again, normal and happens to everyone.

      Suddenly, one day you stop having this problem. You understand your sales process, and you can communicate clearly.

      Now you're "cookin' with gas."

      Sounds like it takes too long? You don't want to put in the effort? Let me ask you this:

      What are you doing with the rest of your life??
      {{ DiscussionBoard.errors[7199186].message }}
  • Profile picture of the author mark healy
    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
    Signature

    Build a Real Online Business from scratch today!
    Get Your FREE Webinar Training Here

    {{ DiscussionBoard.errors[7182819].message }}
  • Profile picture of the author Mwind076
    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?!
    Signature

    Looking for answers on how to SUCCESSFULLY market your company?
    Cold Calling, Appointment Setting, Training, Consulting - we do it all!
    PM for more information

    {{ DiscussionBoard.errors[7199337].message }}
  • Profile picture of the author BarbaraMcKinney
    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.
    Signature

    Helping IT firms generate IT sales leads through IT telemarketing lead generation services.

    {{ DiscussionBoard.errors[7252312].message }}
  • Profile picture of the author pup
    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!
    Signature
    A Goal Without a Plan Is Just a Wish
    {{ DiscussionBoard.errors[7299599].message }}
  • Profile picture of the author Krisz Rokk
    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...
    Signature
    {{ DiscussionBoard.errors[7300392].message }}
  • Profile picture of the author BarbaraMcKinney
    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.
    Signature

    Helping IT firms generate IT sales leads through IT telemarketing lead generation services.

    {{ DiscussionBoard.errors[7301544].message }}
    • I just made about 400 calls last week I get 6-7 potentially interested prospects.
      After reading this thread I realized that my pitch sucked.
      That`s why- my 30 sec advert was selling products/services/features , I should rather selling benefits...
      {{ DiscussionBoard.errors[7316616].message }}
      • Profile picture of the author writer2009
        Hello Jason,

        Nice, easy, non-threatening approach.

        Thanks.
        {{ DiscussionBoard.errors[7323596].message }}
  • Profile picture of the author Matt121
    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.
    Signature

    Professional B2B Lead Generation and Appointment Setting through expert telemarketing. Need to know more? Click Here

    {{ DiscussionBoard.errors[7326190].message }}
  • Profile picture of the author Jool
    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.
    Signature

    Planning to Start an SEO Agency? Let me know when you need an While Label SEO Dashboard or Sign Up Here.

    {{ DiscussionBoard.errors[7392688].message }}
  • Profile picture of the author helisell
    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.
    Signature

    Just an old goat who knows quite a lot about sales and marketing.

    {{ DiscussionBoard.errors[7626669].message }}
  • Profile picture of the author David Miller
    Originally Posted by Jason Kanigan View Post

    Don't know; don't care. If you look at the "accusations", what's there, really?

    I wasn't a success on the WF until I was? Yogi Bera would love that.

    Just someone who wants to attack the well-known people on this forum, so they can get the attention they seek. My wife said she read the main poster's daughter died, which is sad and I guess filled them with poison. They don't have anything to share of value themselves. I haven't visited there in awhile and don't plan to. Their last run at JD was so..."inaccurate" isn't even approaching the scale of things...they have zero credibility.

    As far as the legal aspect goes, it may be libelous, but if you get one site taken down they simply move domains so it's like Whack-A-Mole. No point and they get the attention they crave.

    I would appreciate it if you'd remove the link; the mods probably will since it's a hate site with no redeeming value.
    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.
    Signature
    The big lesson in life, baby, is never be scared of anyone or anything.
    -- FRANK SINATRA, quoted in The Way You Wear Your Hat
    {{ DiscussionBoard.errors[7664538].message }}
  • Profile picture of the author Mray
    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
    {{ DiscussionBoard.errors[7683576].message }}
  • Profile picture of the author Praney Behl
    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.
    Signature
    Complete WordPress Management Tool (Coming Soon) - WP Master Blaster
    Get 100's of links from Powerful Wiki Sites - Wiki Master Blaster
    The number of possibilities to do something with a tool you master, are only limited to your imagination. I like to think outside of the box.
    {{ DiscussionBoard.errors[7822844].message }}
  • Profile picture of the author mindtech
    I just came across this forums and Jason's post is what made me sign up.

    Thanks for these videos... they are fantastic.
    {{ DiscussionBoard.errors[8327977].message }}
  • Profile picture of the author gbradley
    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!"
    {{ DiscussionBoard.errors[8332023].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by gbradley View Post

      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!"
      You shouldn't pitch the gatekeeper. Having a concise reason why you're calling is OK, but when you call correctly you hardly ever need one. They just put you through.

      The purpose of your opening ought to be to get the prospect out of what they're doing and onto the call with you...if it's not a bad time.
      {{ DiscussionBoard.errors[8373582].message }}
  • Profile picture of the author Noctilus
    Thanks for the tons of gold nuggets here shared by OP and contributors.
    {{ DiscussionBoard.errors[8446193].message }}
  • Profile picture of the author erakor
    Jason, just stumbled upon this...great stuff...will look for more of your tips and offerings in the future...thanks again.
    {{ DiscussionBoard.errors[8558717].message }}
  • Profile picture of the author chg
    Great information. I'm going to have our employees look through all of this as well.
    {{ DiscussionBoard.errors[8564760].message }}
  • 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.
    {{ DiscussionBoard.errors[8828014].message }}
    • Profile picture of the author jamesfreddyc
      Originally Posted by ElijahsChronicles View Post

      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 am no pro, but I would say that his approach defines qualifying prospects by fit, need and budget (I may be missing something there). If you've gotten past the commercial then they might have a need and you would want to then qualify for budget next.

      I'd say your next step is to attach a dollar value to the problems/items you mention in the commercial and try to determine if there is a budget to pay for a solution to actually resolve these problems.

      You should send him a PM too! Also, I am not sure if he still has it available, but there was a great WSO offer that will help you formulate your approach.
      {{ DiscussionBoard.errors[8828061].message }}
    • Profile picture of the author Jason Kanigan
      Originally Posted by ElijahsChronicles View Post

      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.
      http://www.warriorforum.com/offline-...ml#post8395688

      Enjoy. Took me awhile to fish it out.
      {{ DiscussionBoard.errors[8828361].message }}
  • Profile picture of the author Jason Kanigan
    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).
    {{ DiscussionBoard.errors[8941064].message }}
  • Profile picture of the author Matt Lee
    Great content here Jason. I'm going to to put this advice into action next week & see what happens.
    Signature
    "One of the Most Successful Offline WSO's Ever!
    Get More High $$$ Clients with this Small Business Marketing PLR Magazine
    {{ DiscussionBoard.errors[8941678].message }}
  • Profile picture of the author lookingahead
    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.
    {{ DiscussionBoard.errors[9062118].message }}
    • Profile picture of the author jamesfreddyc
      Originally Posted by lookingahead View Post

      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.
      You'd want to then monetize the pain points you brought up in your 30 sec commercial. If they aren't interested or respond to the costs associated with the pain, then you might want to just go for a "no" asap and move on.

      But I still wouldn't have talked about features/benefits up to that point. I'd be curious to hear back from Jason and others with their insights.
      {{ DiscussionBoard.errors[9062526].message }}
      • Profile picture of the author Jason Kanigan
        Originally Posted by jamesfreddyc View Post

        You'd want to then monetize the pain points you brought up in your 30 sec commercial. If they aren't interested or respond to the costs associated with the pain, then you might want to just go for a "no" asap and move on.

        But I still wouldn't have talked about features/benefits up to that point. I'd be curious to hear back from Jason and others with their insights.
        I think the Search function would have helped at this point. I've written about this many, many times.

        We're not talking about 'benefits', as you correctly pointed out. I think lookingahead may have missed that. We're talking about urgent problems you solve with your solution that your prospects in that niche typically have. That's what go into your commercial. If they respond by having one of your pain points resonate with them, what do you think you'd want to continue talking about? ("Oh, that suprises me...I thought it would have been the second thing. How long has that been going on? And what do you think the cost has been? ...Have you done anything to try and fix it?")

        This was my first post in the series, and it's a great place to start (funny to see my old farmhouse from 2011), but I think pretty much all of the relevant ones are in this:

        http://www.warriorforum.com/offline-...t-selling.html

        Also, go read post #110 in this thread.

        Anyway, it's nice that someone is looking at this stuff.
        {{ DiscussionBoard.errors[9063651].message }}
        • Profile picture of the author lookingahead
          Originally Posted by Jason Kanigan View Post

          I think the Search function would have helped at this point. I've written about this many, many times.

          We're not talking about 'benefits', as you correctly pointed out. I think lookingahead may have missed that. We're talking about urgent problems you solve with your solution that your prospects in that niche typically have. That's what go into your commercial. If they respond by having one of your pain points resonate with them, what do you think you'd want to continue talking about? ("Oh, that suprises me...I thought it would have been the second thing. How long has that been going on? And what do you think the cost has been? ...Have you done anything to try and fix it?")

          This was my first post in the series, and it's a great place to start (funny to see my old farmhouse from 2011), but I think pretty much all of the relevant ones are in this:

          http://www.warriorforum.com/offline-...t-selling.html

          Also, go read post #110 in this thread.

          Anyway, it's nice that someone is looking at this stuff.
          Looking over your other posts now. I really appreciate the work you have put in to these. It has really helped me get started in cold-calling for my start-up. The selling script has really helped me(well all your threads/posts have) since I wasn't sure what to do though out the call.
          {{ DiscussionBoard.errors[9067780].message }}
    • Profile picture of the author misterme
      Originally Posted by lookingahead View Post

      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?
      "if they say they are interested" - you don't go on talking about benefits, that's over selling and you may even talk them out of it or bore them and have them lose interest.

      If they're interested in hearing more, now you work towards whatever your goal is for making that call. Was it to sell them on the spot? Was it to get an appointment? Then accordingly, go on to your next phase.

      By the way, what you want isn't for them to merely have interest. You want them to want what you offer.
      Signature
      "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
      {{ DiscussionBoard.errors[9063722].message }}
  • Profile picture of the author thet
    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?
    Signature

    Recognize reality even when you don't like it - especially when you don't like it.
    — Charlie Munger

    {{ DiscussionBoard.errors[9624684].message }}
    • Profile picture of the author ewenmack
      Originally Posted by thet View 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?
      -Yes you have to give the receptionist enough information
      to do her job.

      She wants to know who you are and what do you want.

      I don't recall ever not getting to the next step
      when I got this part right.

      My business supplies paper receipt rolls,
      therefore an essential part to retail businesses.

      My into is...

      "Hi Mary, who should I be speaking with there about
      getting [company name] a better deal on your [product type]?

      I only give her one thing to think about,
      and that is who should she send me to.

      The key part is saying in as few words as possible what the advantage
      is to them talking with you.

      Get that part wrong and you are out of the game.

      Best,
      Doctor E. Vile
      {{ DiscussionBoard.errors[9625853].message }}
      • Profile picture of the author thet
        Originally Posted by ewenmack View Post

        -Yes you have to give the receptionist enough information
        to do her job.

        She wants to know who you are and what do you want.

        I don't recall ever not getting to the next step
        when I got this part right.

        My business supplies paper receipt rolls,
        therefore an essential part to retail businesses.

        My into is...

        "Hi Mary, who should I be speaking with there about
        getting [company name] a better deal on your [product type]?

        I only give her one thing to think about,
        and that is who should she send me to.

        The key part is saying in as few words as possible what the advantage
        is to them talking with you.

        Get that part wrong and you are out of the game.

        Best,
        Doctor E. Vile
        He Thank you for responding.
        It happens sometimes that I mess up and she wont put me trough.
        It's no biggie. I just sounded a bit too salesy and I worked on that. It barely happens.

        I keep it short and simple

        Also, with Linkedin it has become super easy to figure out who is responsible, so why people would ever cold call without figuring out a name first, is weird to me. It's easy research, 9 out of 10 times.

        However.

        According the the OP you start with "Hi Mark, is this a bad time?".

        The reason being, OP says, is to make sure your name doesn't get linked to negativity if you happen to call at a bad time.

        When a receptionist asks my name, company name and reason for calling, she will pass this information trough to the manager, right?

        So, to me, that does not match.
        Signature

        Recognize reality even when you don't like it - especially when you don't like it.
        — Charlie Munger

        {{ DiscussionBoard.errors[9625866].message }}
        • Profile picture of the author ewenmack
          Originally Posted by thet View Post


          According the the OP you start with "Hi Mark, is this a bad time?".

          The reason being, OP says, is to make sure your name doesn't get linked to negativity if you happen to call at a bad time.
          I don't know if that's true by Jason.

          I know it was a bad time to talk with a decision maker
          because he said so, without me asking, and he spent money
          to make a call back to me.

          He was responsible for about 60 locations.

          Best,
          Doctor E. Vile
          {{ DiscussionBoard.errors[9625908].message }}
  • Profile picture of the author thet
    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..." ?
    Signature

    Recognize reality even when you don't like it - especially when you don't like it.
    — Charlie Munger

    {{ DiscussionBoard.errors[9625413].message }}
  • Profile picture of the author thet
    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?
    Signature

    Recognize reality even when you don't like it - especially when you don't like it.
    — Charlie Munger

    {{ DiscussionBoard.errors[9625420].message }}
    • Profile picture of the author jamesfreddyc
      Originally Posted by thet View Post

      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?
      Instead of all the "we, me, us" stuff, why not just ask if they have the problem your "solutions" might solve?
      {{ DiscussionBoard.errors[9625564].message }}
      • Profile picture of the author thet
        Originally Posted by jamesfreddyc View Post

        Instead of all the "we, me, us" stuff, why not just ask if they have the problem your "solutions" might solve?
        Because I am not sure how to integrate that in my pitch.
        See, it's the first time I call the prospect, so, like meeting somebody in the street.. I introduce myself.

        A lot of the time I get the question: So.. what can you do for us?

        Then I get more indepth about our products.

        To be fair, I am also in a area (IT) where most of the "problems" the prospects are having, is completely confidential. It would be very strange for a prospect to them tell me (an unknown, they have a problem in X).

        But,
        above all.

        Not sure how to make a pitch including just a question if they have a problem.
        Signature

        Recognize reality even when you don't like it - especially when you don't like it.
        — Charlie Munger

        {{ DiscussionBoard.errors[9625712].message }}
        • Profile picture of the author jamesfreddyc
          Originally Posted by thet View Post

          Because I am not sure how to integrate that in my pitch.
          See, it's the first time I call the prospect, so, like meeting somebody in the street.. I introduce myself.

          A lot of the time I get the question: So.. what can you do for us?

          Then I get more indepth about our products.

          To be fair, I am also in a area (IT) where most of the "problems" the prospects are having, is completely confidential. It would be very strange for a prospect to them tell me (an unknown, they have a problem in X).

          But,
          above all.

          Not sure how to make a pitch including just a question if they have a problem.
          Thet,

          In my experience when cold-calling there really isn't a whole lot of need for introducing myself as they are typically fielding lots of calls from vendors and other solicitations and they mostly appreciate that I get right to the point.

          In some versions of my "Minimercial" I will just tell them that my business has had success in...

          "Offsetting total advertising budget by direct customer engagement with our product"
          "Reducing the number of cancelations to scheduled appointments from clients"
          "Eliminating painful conversations with customers when calling on delinquent accounts"

          Just some examples.

          This is all very much related to the niche your target is in, your specific solution(s) and the characteristics of the problems that are typically found in that niche. The examples above are obviously specific to my business.

          How is the general problems found in your niche confidential? It either exists a d is pervasive throughout that market or not.
          {{ DiscussionBoard.errors[9625821].message }}
  • Profile picture of the author Romell Weekly
    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!
    {{ DiscussionBoard.errors[10406357].message }}
  • Profile picture of the author Erick Griffin
    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.
    {{ DiscussionBoard.errors[10407639].message }}
Avatar of Unregistered

Trending Topics