Trying to take action...can't get out of my head

42 replies
Hey guys,

So I've tried lots of "systems" and let's face it...they really don't seem to work. Not for me anyway.

So I'm really trying the old-fashioned, tried and true cold-calling...EGADS!


My biggest problem doesn't really seem to be rejection (or handling it) as much as the intense fear of actually dialing.


It is so surreal to me to just start talking to a stranger like I know them...


I learned a great bunch of things to say from a guy named Ari Galper (Unlocking The Game dude) and I haven't been yelled at, hung up on or cussed out once!


As awesome as that is, I am still having SO MUCH TROUBLE picking up the phone. I get psyched up, I get ready and I know this will change my life...then I dial and it goes downhill.


I don't know what my question is, other than...how did you successful guys get over the jitters and just do it. Force yourself to just keep doing like a robot and hope for the best?


Play a game where the more you get in your own head the more you win?


I know I have to take action, and I will...but man is it ever the scariest thing I think I've ever had to do.


Any tips, or little mantra's you guys you use to help you pick up that phone and take action would be truly appreciated.


Thanks a lot!

W
#actioncant #cold-calling #freaked out #head #scared of my own shadow
  • Profile picture of the author iAmNameLess
    No one can get you over this except yourself.

    For me... it is dial or don't eat. I don't have any other option. If I don't do what I need to do, then I don't make money, I don't pay bills, I don't have food.
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    • Profile picture of the author wally247
      Originally Posted by iAmNameLess View Post

      No one can get you over this except yourself.

      For me... it is dial or don't eat. I don't have any other option. If I don't do what I need to do, then I don't make money, I don't pay bills, I don't have food.
      So simple and true.

      Sometimes I think if I can't pay bills, at least I won't be embarrassed.


      I know, it's totally absurd.
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      • Profile picture of the author David Miller
        I'm just going to say this and hope that my pal yellowgreenmedia doesn't come along and bitch me out for offering help with cold calling....Considering someone asked for it.

        As Iamnameless said, it's up to you and it's all in your head. If you think that "pros" don't get jitters every now and again, you're wrong. There's always a certain amount of aprehension when you pick up the phone and get ready to speak with a stranger.

        One of the best concepts to get in the habit of is to learn how to disassociate yourself from the outcome. Just a nice way to say you don't give a crap if they buy or not. Just keep in mind that what you are doing is simply offering someone an opportunity to increase their profits by doing business with you.

        You do need some kind of script to keep you on track, and you need to understand that what you're about to do isn't easy. But once you do it for a while, it becomes second nature. What you're doing by cold calling is placing your future in your hands. You're not waiting for the phone to ring, you're not hoping some tiny percentage of emails or direct mail pieces you sent will be opened and read. Not to mention the even smaller percentage that will act upon it.

        What you're setting out to do takes a certain amount of courage, skill, and ability that comes naturally for some and is learned over time for many others. But don't beat yourself up because you're nervous...it's just energy trying to move your fingers to the phone pad.
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        • Profile picture of the author wally247
          Originally Posted by David Miller View Post

          I'm just going to say this and hope that my pal yellowgreenmedia doesn't come along and bitch me out for offering help with cold calling....Considering someone asked for it.

          As Iamnameless said, it's up to you and it's all in your head. If you think that "pros" don't get jitters every now and again, you're wrong. There's always a certain amount of aprehension when you pick up the phone and get ready to speak with a stranger.

          One of the best concepts to get in the habit of is to learn how to disassociate yourself from the outcome. Just a nice way to say you don't give a crap if they buy or not. Just keep in mind that what you are doing is simply offering someone an opportunity to increase their profits by doing business with you.

          You do need some kind of script to keep you on track, and you need to understand that what you're about to do isn't easy. But once you do it for a while, it becomes second nature. What you're doing by cold calling is placing your future in your hands. You're not waiting for the phone to ring, you're not hoping some tiny percentage of emails or direct mail pieces you sent will be opened and read. Not to mention the even smaller percentage that will act upon it.

          What you're setting out to do takes a certain amount of courage, skill, and ability that comes naturally for some and is learned over time for many others. But don't beat yourself up because you're nervous...it's just energy trying to move your fingers to the phone pad.

          Thanks a lot, I do appreciate the response.


          What kills me is I can do a call, it may even go better than I thought (not getting hung up on or screamed at) and I think I fail right after that by not immediately calling someone else.


          I reward myself and take a break, having gone through something I was scared of...like a kid or something.


          Then I talk about how it's "easy" and you just "have to do it"..and those things are 1000% true.


          Then I dial...sigh.


          I'll get it, I'll do this thing. It's definitely good though to know that basically ALL people who cold-call don't love it.

          Makes you strangely feel like part of a club or something if that makes sense.

          Thanks again,


          w
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          • Profile picture of the author David Miller
            As you progress you'll get to love the results. Are you following a script? If you're just winging it, you're making it hard on yourself.

            I've been down the very same road. When I used to smoke I would take a cigarette break every chance. You need to play little games with yourself, 5 calls before a break, than 10, than 20....I'm talking about dials, not conversations. Start making things measurable.
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            The big lesson in life, baby, is never be scared of anyone or anything.
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        • Profile picture of the author louiellighting
          So simple and true.

          Sometimes I anticipate if I can't pay bills, at atomic I won't be embarrassed.


          I know, it's absolutely absurd.
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        • Profile picture of the author YellowGreenMedia
          Originally Posted by David Miller View Post

          I'm just going to say this and hope that my pal yellowgreenmedia doesn't come along and bitch me out for offering help with cold calling....Considering someone asked for it.
          Nah this it is ok.... as long as you don't pop up every single thread preaching your cold calling religion, where cool

          Dave
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          • Profile picture of the author David Miller
            Originally Posted by YellowGreenMedia View Post

            Nah this it is ok.... as long as you don't pop up every single thread preaching your cold calling religion, where cool

            Dave

            I hope you don't think I was asking persmission!

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            The big lesson in life, baby, is never be scared of anyone or anything.
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            • Profile picture of the author wally247
              What happened here...haha, you guys are too funny.


              It's like anything else, when it's new it's not fun but I'll get it 100% for sure...it's just a bit awkward at the moment.


              Good thing though, I did get a prospect that called ME yesterday and I just met with them. I know what they want and hopefully things will move forward as soon as I get them a price.

              What in the hell to charge is the question now...hmmm.
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              • Profile picture of the author JohnQuiet
                Originally Posted by wally247 View Post

                What happened here...haha, you guys are too funny.


                It's like anything else, when it's new it's not fun but I'll get it 100% for sure...it's just a bit awkward at the moment.


                Good thing though, I did get a prospect that called ME yesterday and I just met with them. I know what they want and hopefully things will move forward as soon as I get them a price.

                What in the hell to charge is the question now...hmmm.
                Now were talking !!! So much easier to respond to someone who actually wants help...

                NOW remember, YOU CAN MAKE THIS FUN.. If you RE-WIRE YOUR BRAIN!!!

                Let me just share what has worked for me so far....

                1) Decided I wanted to offer not only "offline" services (SEO, websites, PPC,etc.) But mainly RESULTS !! to small local business owners.

                2) Located a "computer dude" in local chamber list who sells network, email, PC and LAN support (stuff I used to do but don't want to anymore!!) I called him and asked to share what I was doing & met up with him at Starbucks. (His motivation: I will send PC/NEtWORK business to him, HE DOES NOT EVEN WANT A CUT of ANY BUSINESS HE SENDS ME!!)

                3) Gave him the scoop of what I offer (SEO) but mainly RESULTS (page 1 of Google for local terms) <your town> dry cleaning , etc.

                4) 2 weeks later he calls me with lead: He introduced me to his established client! (Super important, credibility builder) Did a quick powerpoint on keywords, Google Places, back linking strategies, and mobile website options. They signed on!! 2 weeks later...
                $595 setup + 350 / month maintenance. I also secured a new domain name for them ($1500) and will definitely add other services as we go along this path.

                5) 2 weeks later one of the 1st clients partners calls me for meeting (calls me!! REFERRAL) They want SEO and website. $600 - 1500 plus 129/month....signed them up 1 week later.

                6) Now I have CONFIDENCE!! I call an old network / LAN customer who I know has a real crappy website. Give him my Google page one pitch...He says that's fine, But Can you fix my crappy website? The best offer had so far was $6000 for another crappy .html site that would cost him a fortune to maintain...I QUOTE HIM $2950 for a 20 page WordPress site that I will outsource for less than $1000... He say great, when your done with that I want you to do one for my sister company...REFERRAL , referral, referral, referral !!!!

                So my goal here is not blowing my horn..BUT making a point that it's always easier to operate from the place where YOU ARE THE EXPERT THAT SOMEONE INTRODUCED !!

                Then just run with it, once you have the contact's info...

                Just come into the relationship as a problem solver...What do they want to accomplish for their business? More customers (always)? Business in new suburbs? Mobile website options? Do they need Facebook page? Other Social media? So yes, you need to be the EXPERT for all the services you offer... Don't sweat the small stuff.....JUST TAKE THIS FIRST CLIENT.

                Another thing I recommend is OUTSOURCE EVERYTHING TECH...

                There are tons of people right here that can do the work quicker and better and will FREE YOU UP to MEET with more clients... Get a price for the work and Multiply by at least 2 !!

                I hope this helps and just remember.... Action will overcome ANY OBSTACLE !!

                Cheers,

                JohnQuiet
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  • Profile picture of the author Bredfan
    If you're having that much trouble.... don't do it.

    My first year out I joined a BNI group. You can try that and I guarantee two things will happen: 1) You'll get sales and 2) You'll polish up your pitch.

    Now, BNI is not for everyone and there are some good reasons not to stay with it. But there are a ton of great reasons to do it, and do it right, for your first year or so on your own.

    If you're not familiar, BNI is a formal networking group that meets once a week. Members of each group use the weekly meeting to swap leads. This is an extremely shortened description.

    It reminds me:

    Me: "Doc, it hurts really bad when I do this."
    Doctor: "Um, don't do that."

    Sorry to veer off your question...just trying to identify the core problem and a give potential solution...
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  • Profile picture of the author beeswarn
    First thing: Stop calling it "cold calling" and call it telephone prospecting. The term "cold calling" is bringing up unsavory connotations in your head, and intimidating you. You're just prospecting for interested buyers and you're using the phone because you want to maximize your time and affordably make as many presentations as possible per week.

    Second thing: We all get performance anxiety at times. I get it all the time; I don't know why. But, using a script makes this go away fast. So do taking a long-term perspective, and using mini-goals and rewards as David Miller explains.

    Prospecting is a lot like fishing. Some days you don't catch anything, other days you catch almost everything. Most days are in between. When you're a beginner, you have no idea what to expect and you can get completely freaked out thinking there might not be any fish in the lake at all, or maybe you're not using the right kind of bait.

    When these things get in your head, kick them out by getting back on your script and making another cast (or presentation. Get it?)

    It's categorically impossible to fail at fishing when you learn to do it the right way and you practice it the right way. As you do, you become skillful at learning where and when to find fish, and how to make good presentations to them. When you start making these decisions yourself, you've reached the expert or a professional level.

    Finally, what would be the opposite of a Thank Button? Try to ignore or un-read Bredfan's advice. Business networking groups are for creeps and loafers. You will not make any sales by virtue of membership in those groups, because they're full of creeps and loafers.
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    • Profile picture of the author sandalwood
      @beeswarm

      "We all get performance anxiety at times."

      I know I do especially when she is 40 years my junior. OOps wrong forum for that kind of stuff. Seriously, love the phrase and it fits the op's prob to a T. Most of us who have been doing this for awhile went through the same range of motions and actions.

      I don't know what kicked you into gear but I was like iamnameless, no calls meant no money which meant no food. Add in a very angry wife and the phone became my best friend.
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      • Profile picture of the author wally247
        Originally Posted by sandalwood View Post

        @beeswarm

        "We all get performance anxiety at times."

        I know I do especially when she is 40 years my junior. OOps wrong forum for that kind of stuff. Seriously, love the phrase and it fits the op's prob to a T. Most of us who have been doing this for awhile went through the same range of motions and actions.

        I don't know what kicked you into gear but I was like iamnameless, no calls meant no money which meant no food. Add in a very angry wife and the phone became my best friend.

        Yes, I think the angry wife is very close to being my reality as well...that is a lot of motivation.

        Unrelated, are you the Reno guy from the other post I saw a while ago today? I'm from here too.....smallish world!

        Thanks again!
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        • Profile picture of the author kenmichaels
          "I think I am thinking that I could make 1000 calls and everybody will pass"


          Actually it will prob pass after your first one or two real conversations.

          Then when you actually get a sale. Its all over but the memories,
          you will be off to the races.
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    • Profile picture of the author wally247
      Originally Posted by beeswarn View Post

      When you're a beginner, you have no idea what to expect and you can get completely freaked out thinking there might not be any fish in the lake at all, or maybe you're using the right kind of bait.

      Yea. That's very very likely the deeper issue with me. I think I am thinking that I could make 1000 calls and everybody will pass


      Thanks, these simple replies really do help get the thoughts together.
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    • Profile picture of the author The Sales Guy
      I can't really beat the advice most of others have given, it's SPOT ON I will add this though...

      It might be tough to get going in the early stages while you're still learning, however, success WILL come to some degree if you simply stick with it.

      Sales (telemarketing or face~face) can be one of the most rewarding careers out out there ~ financial and otherwise. Even better, once you've reached a certain level, you'll almost never be out of a job. You can literally throw a dart at a map, move there and find work. As I said, quite tough in the early stages though. So...

      If it's possible, try and get a job ~ even if its part time ~ in a phone room. It's PAID TRAINING. And I guarantee you the experience you'll garner will be worth it's weight in gold.

      Of course, if you can't get a job, or, are insistent on doing your own thing, just hit it hard 6 or 7 hours a day. It's gonna be a bumpy ride at times, but, with a PMA and time...success will come
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  • Profile picture of the author beeswarn
    "Yea... I think I am thinking that I could make 1000 calls and everybody will pass."

    You might. But if you get help writing a decent script, you won't. I wouldn't worry about it. It will take you 20 consecutive hours of non-stop dialing to make 1000 dials, and only if nobody answers.

    Make a few calls, make a presentation and let yourself screw it up as much as you can. The best thing that can happen to you is that you'll have some trouble right away. You need to fail to see that it isn't so bad at all and there really is nothing to be afraid of.

    The secret about calling business people is that they're all salesmen. They know what you're doing and many, when they see you're an honest beginner, will actually try to help you.

    Go call 20 of them tomorrow. No one will yell at you and no one will put you in phone jail.
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    • Profile picture of the author wally247
      Originally Posted by beeswarn View Post

      "Yea. That's very very likely the deeper issue with me. I think I am thinking that I could make 1000 calls and everybody will pass."

      You might. But if you get help writing a decent script, you won't. I wouldn't worry about it. It will take you 20 consecutive hours of non-stop dialing to make 1000 dials, and only if nobody answers.

      Make a few calls, make a presentation and let yourself screw it up as much as you can. The best thing that can happen to you is that you'll have some trouble right away. You need to fail to see that it isn't so bad at all and there really is nothing to be afraid of.

      The secret about calling business people is that they're all salesmen. They know what you're doing and many, when they see you're an honest beginner, will actually try to help you.

      Go call 20 of them tomorrow. No one will yell at you and no one will put you in phone jail.
      Great, thanks!

      I feel like 20 is my magic number. If I can do 20 successfully, I can certainly do more, and I see things getting a lot easier at that point.
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      • Profile picture of the author Aussieguy
        Originally Posted by wally247 View Post

        Great, thanks!

        I feel like 20 is my magic number. If I can do 20 successfully, I can certainly do more, and I see things getting a lot easier at that point.
        This seems like a good thread to post this, hope it helps or encourages someone! I want to post some numbers to show that a long, dry run may well indicate nothing at all. As in, nothing is wrong, and everything is well within the realms of normal distribution.

        So, first you have to make some assumptions. From what I've read on here....consensus (as far as you can reach a consensus).....seems to be:
        100 calls
        25 people actually answered and spoken to
        1 sale

        Please if any experienced phone salesperson wants me to run different numbers, just say so.

        The other assumption to be made is that'you' the individual is as good as the average, and that these will be your numbers too.

        Okay, so you've made a 200 calls....no sale! Panick sets in..."I should have made 2 sales by now"........is something wrong? Not at all.

        Let's look at 2 things. Let's say we make 500 dials a week. You expect 1 in 4 to answer the phone.
        But, over the course of a week, your expected maximum run of non-answers is actually 22! So, you could go 10, 15 dials in a row without an answer and be well within normality. You will see this.

        Now et's just count people spoken to. We expect a sale from every 25 people we speak to on the phone.

        Lets assume we will call and call until we've spoken to 125 per week.
        We expect a 1 in 25 sale rate, or 5 sales that week, right?
        Well, within that 125 sample, and a 1 in 25 sale rate....what is our statistical expected maximum dry run?
        It's 118!

        In other words, we make 500 or so calls in a week to get our 125 people spoken to. We expect our max losing run to be 118....so, we could go the whole week and maybe make 1 sale, and...(this is where statistics helps).....everything is normal....nothing is wrong!
        So of course, the person who gives up after a week of calling misses out on the 9 sales the following week (example only) and we have our expected 5 sales per week.

        The longer you do it, the longer the 'maximum' possible dry run becomes.

        Let's finish by going back to dials, not people spoken to.

        Let's say your sample is the following: you say to yourself, "right, for 1 year I'm going to cold call (say, for 200 business days) at the rate of 100 dials per day, and I expect 1 sale per 100 dials."

        Over the course of that year, you make 20,000 dials.
        Your expected maximum 'dry run' of dials before you make a sale? 985

        Moral of the story? If you decide to make cold calling a career for a year, you might eventually at some point go close to 2 weeks without a sale....and everything is normal. You probably won't go that far (the chance is very small...remember, we're looking at maximum dry runs). But anyone who'se been doing this for 10 years will no doubt be able to tell you about the week they never made a sale. And nothing was wrong.
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  • Profile picture of the author larry1113
    Originally Posted by wally247 View Post

    Hey guys,

    So I've tried lots of "systems" and let's face it...they really don't seem to work. Not for me anyway.

    So I'm really trying the old-fashioned, tried and true cold-calling...EGADS!


    My biggest problem doesn't really seem to be rejection (or handling it) as much as the intense fear of actually dialing.


    It is so surreal to me to just start talking to a stranger like I know them...


    I learned a great bunch of things to say from a guy named Ari Galper (Unlocking The Game dude) and I haven't been yelled at, hung up on or cussed out once!


    As awesome as that is, I am still having SO MUCH TROUBLE picking up the phone. I get psyched up, I get ready and I know this will change my life...then I dial and it goes downhill.


    I don't know what my question is, other than...how did you successful guys get over the jitters and just do it. Force yourself to just keep doing like a robot and hope for the best?


    Play a game where the more you get in your own head the more you win?


    I know I have to take action, and I will...but man is it ever the scariest thing I think I've ever had to do.


    Any tips, or little mantra's you guys you use to help you pick up that phone and take action would be truly appreciated.


    Thanks a lot!

    W
    Hey friend,

    What do you market? I'm very surprised to hear that you had to resort back to cold calling (for anything).
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    • Profile picture of the author wally247
      Originally Posted by larry1113 View Post

      Hey friend,

      What do you market? I'm very surprised to hear that you had to resort back to cold calling (for anything).

      Hey,

      I am primarily marketing web presence, so SEO, and other kinds of promotions for business owners. Maybe some Groupon type stuff...whatever I think may be a good fit for their type of business...as not all business need/want/can use SEO.

      And of course, website maintenance, content writing..stuff like that...anything really.


      I've tried emailing, and the response rate just isn't there for me. Oddly enough, I'd rather get rejected on a phone call than wait for an email that's probably not coming.

      I tried the "daily deal" approach, and while I can say that it is great for getting leads, they tend to want everything for nothing.


      I had one guy want to be at the top of Google for everything related to Dentistry in NYC, Brooklyn and Jersey...and he wanted it all for a one-time fee of $300.

      So I won't likely be trying that avenue soon.


      I've tried with limited success some info found in the standard WSO that doesn't involve picking up the phone, but for the most part I found that for whatever reason I didn't want to pursue those avenues either.
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  • Profile picture of the author beeswarn
    I was thinking 20 contacts. If you make 20 presentations in the next couple days you'll make a sale and you won't need us anymore.

    Get after it.
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  • Profile picture of the author beeswarn
    Don't feed the trolls, Name
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    • Profile picture of the author wally247
      That's why new guys end up trying system after system....there are so many different interpretations of "what works"


      I happened upon another great thread here a bit ago that most of you vets were involved in where ultimately the conversation went off to the other ways to get business without calling.


      I'm sure there are many many forms of great ways to get clients, but I think that picking up the phone is where it's at.

      Sure, it's scary as hell when you are learning it...but c'mon, you get instant feedback, no waiting, no BS and the chance to hone your skills live.


      I may hate it, but it's easy to recognize that if you are not making calls...you are missing out. My opinion anyway.


      w
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  • Profile picture of the author Entrecon
    whatever I think may be a good fit for their type of business
    This might be part of your problem. Based on your response to "What are you selling" it seemed like you were not confident in what you do and what you are offering. My thought is that it isn't the call that has you scared and it isn't the rejection. The nerves are coming from "What if I get this, then what!" You have to be confident in what you do and what you are offering. When you make that call you have to know exactly what you are selling.

    I would clean up your offering, get focused, and carve out your niche. Even if you want to sell multiple services, package it and sell it as your service. Then, if someone wants to carve out a piece, you can work down to that.
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  • Profile picture of the author goldog
    Sounds like you need to get that script together. Your pitch is too vague. Marketing "web presence" just doesn't do it. Telling some one you will "manage their entire web presence" would be more descriptive. But still I would have no idea what you would do for me.

    That's one of the biggest problems around here. (Maybe mine too) Not being precise about your offer.

    Do you currently have any clients? How have you helped them?

    Don't get stuck on this though. Take an hour and get it together. Be brief, focused and confident. Then make those calls.
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    • Profile picture of the author wally247
      Originally Posted by goldog View Post

      Sounds like you need to get that script together. Your pitch is too vague. Marketing "web presence" just doesn't do it. Telling some one you will "manage their entire web presence" would be more descriptive. But still I would have no idea what you would do for me.

      That's one of the biggest problems around here. (Maybe mine too) Not being precise about your offer.

      Do you currently have any clients? How have you helped them?

      Don't get stuck on this though. Take an hour and get it together. Be brief, focused and confident. Then make those calls.
      Yea, I'm not really marketing anything just yet.


      I haven't got far enough in my calls yet to actually offer anything. I'm still strictly in the "maybe I can help you guys out....no, OK...have a nice day" stage of my calls.

      Edit: When I get to the point where someone is really looking to do something, then that's where I would work with them to offer whatever they may want.


      Some don't want SEO...believe it or not, it's not important to some businesses, so that's the reason for offering just about anything else I can think of...they may not be into SEO but there's all kinds of other promotions you can do for a business out there.
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      • Profile picture of the author David Miller
        Sounds like you are calling and expecting the prospect to tell you what's wrong. That's great if you're a doctor and the patient comes in to see you complaining with symptoms, but that doesn't happen when you're out there fishing for clients.

        You must have a reason to be calling them. If it's to build a website, offer seo service, or facebook, or google places, you've got to have a reason to be calling. Once you get their attention, you can drill down with some questions to see what other services might be helpful.

        But you can't call a business and ask them to tell you what they think could be improved. Because if you do that, the one thing that can be improved at that moment in their view, is getting you off the phone.
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      • Profile picture of the author goldog
        Originally Posted by wally247 View Post

        Yea, I'm not really marketing anything just yet.

        I haven't got far enough in my calls yet to actually offer anything. I'm still strictly in the "maybe I can help you guys out....no, OK...have a nice day" stage of my calls.
        Wally?! WTF??? You need a product! You NEED an offer! Come on give us something!?

        I don't want to sound harsh but right now you'd do just as well to sit down, pick up the phone and whack yourself in the head with it!

        Can you make them a website and get it ranked? Could you make over their existing site and make it convert better?

        I'll tell you what, how about you pick 3 or 4 targets in your area tonight (or this morning), do a little research.

        Google places-Have they claimed their listing? How does it look? Improvable?
        Get Listed- Score? Improvable?
        Website Grader-Do they have a website? Score? Improvable?
        Facebook?
        Manta? (Owners name)
        Etc...Whatever your tools are. Please share

        Now with your quick evaluation done, call and get a meeting or sell something or whatever it is you do. Armed with just this you'll be able to offer something a little more concrete than a web presence or SEO. P.S. You should probably keep those terms to yourself for now.

        I just did it for a couple local "targets" myself. Took a couple minutes each
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        • Profile picture of the author slametrianto
          I just suggest you to take action,
          because no action, nothing happen, when you take action miracle happen.
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  • Profile picture of the author Bredfan
    @beeswarn - Wow! Ignore me and don't listen! Come on dude - that's ridiculous.

    I have been running a successful marketing company for 3 years. I replaced my corporate income in 2 months from the time I started and put 20% on top of it in 4 months.

    Guess how many cold calls I made in my first year?

    None.

    So if a newbie comes along like the OP, asking for advice, lamenting how he doesn't like cold calling....why on Earth would you discourage him from alternatives - especially ones that actually work?

    It always amazes me how fast people are to project onto others how THEY feel about something. I met some great people in networking groups. My business is successful - 3 years of a fantastic ride - almost entirely because of networking.

    Beeswarn, maybe you tried a bad group. Maybe you hooked up with some creeps and loafers and so you assume that all people who network are creeps and loafers. Frankly, I don't much care what happened to sour you on networking, but to make a blanket statement like that doesn't do anybody any good.
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    • Profile picture of the author beeswarn
      Originally Posted by Bredfan View Post

      @beeswarn - Wow! Ignore me and don't listen! Come on dude - that's ridiculous... blah, blah, blah... unverifiable claim of expertise ... blah, blah, blah ... passive-aggressive response ... bunch of outright hooey...

      ... Beeswarn, maybe you tried a bad group. Maybe you hooked up with some creeps and loafers and so you assume that all people who network are creeps and loafers. Frankly, I don't much care what happened to sour you on networking, but to make a blanket statement like that doesn't do anybody any good.
      In my long experience, reflected by my recent experience here where everyone can see it, people who join, stay in and promote business networks are manifestly creepy loafers who can't stand people not paying attention to them. They also make up stories to tell online because they think they're anonymous.

      The original poster wants to learn how to use telephone prospecting. He asked for advice about learning telephone prospecting and some people gave him good advice here about learning to prospect on the telephone.

      Others tried to steer him away from the knowledge he was seeking, to tell him what he wanted to learn wasn't worth learning and to teach him to learn to be an idler and a pest.

      God knows why they do that. I certainly don't, and I have no patience for people who join here only to promote their own gimmicks under the guise of helping people.
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  • Profile picture of the author David Miller
    @Bredfan - Some types of businesses lend themselves to networking and some do not. The same holds true for business people. I have a feeling that Wally may be a pretty young guy who understands that on the phone you can be any age, any height, virtually any thing you choose to be. In fact, many people are able to have far more confidence on the phone than in person.

    He also said he didn't like it, not that he didn't want to do it. Based on what he's read and understands he believes it's the fastest way to get things rolling for him.

    There are literally as many ways to market as there are people marketing them. Perhaps Beeswarn was a little harsh, but more often than not, networking groups tend to be comprised of people hoping that it's the other guy that brings in the lead for them.

    You clearly are part of one of the better groups that may be out there and better off for 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
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  • Profile picture of the author RedShifted
    Sometimes when you get that wrapped up in something the more you think about it, the worse it gets no matter what you try to do.

    If you are that type of person, I suggest developing some type of distracting ritual prior to making calls. Maybe a favorite track of yours, a favorite youtube video, anything that will induce a state of confidence and happiness immediately. Maybe even go do some pushups for an hour before you pick up the phone. It will get your blood flowing and exhaust some of that intellectual anxiety.

    You need to kill that obsessive anxiety PRIOR to picking up the phone, or it will just breed in the back of your head while you're talking to people.

    Or find something you are good at, something you have confidence in doing, and figure out a way to incorporate cold calling into it. Ultimately the only thing that really works for reducing fears is systematic desensitization (repeat exposure at gradually elevated amounts) but distraction can help a lot too.

    Heres something I use to do as stupid as it is, I would turn on the most interesting radio station I could find anytime I was making calls. I found when I'd sit down to make a call, I'd be listening to the voice of the radio and not the voice in the back of my head telling me I was going to suck. =]

    Just do little crazy things like this till you find something that works, but I really think distracting yourself in someway may help. I use to be really nervous on the phone but it was a combination of distracting myself, and making calls over and over that got me through that insecure phase. You need to feel the fear and do it anyway, or figure out a way to distract your self from overintellectualizing the fear till you have a nervous break down.

    GOOD LUCK! Its not easy, but its also just as hard as you make it on yourself.
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  • Profile picture of the author averagemom
    Just don't do it.
    If it's not in you, it won't happen, ever, until you want it badly.

    But, even then, I still didn't get the hang of it.

    So, what did I do next?
    Leave!

    I left that and started doing something else

    Not that you have to,
    but, sometimes it's just not for everyone.
    Signature
    I don't do adsense, wordpress, amazon, or clickbank affiliate marketing anymore.

    I've moved on to something better. At least for me.
    Averagemom Has a Blog: What's Paying Now
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    • Profile picture of the author dsafeer
      The best way that I know to get my head cleared is to work with a hypno-therapist. Seriously, find a professional and work with them.

      This kind of fear is deep and can't be overcome by wishful thinking.
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  • Profile picture of the author beeswarn
    Wally, have your prices set before you meet people so you can get the business. This guy called you, so he was ready to buy. You are going to kick yourself if he calls someone else too before you get your act together.

    The upcoming weekend does not work in your favor. Do you want him going to a chamber of commerce mixer tonight and giving your contract to a bottom feeding business networking creep who brushes up against him at the punch bowl?

    Be prepared to close these people when you meet them. When you're a beginner remember this formula: Daytime is for selling, night time is for preparing to sell.
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    • Profile picture of the author wally247
      Originally Posted by beeswarn View Post

      Wally, have your prices set before you meet people so you can get the busines. This guy called you, so he was ready to buy. You are going to kick yourself if he calls someone else too before you get your act together.

      The upcoming weekend does not work in your favor. Do you want him going to a chamber of commerce mixer tonight and give your contract to a bottom feeding business networking creep who brushes up against him at the punch bowl?

      Yea...I actually had a package for them, but when I met they mentioned some new things that will ultimately let me help them MORE.


      Due to a really slow economy they don't have a ton of business, and neither do I....so I'm trying to find a delicate balance so that I can get to work, and they don't feel like I'm trying to gouge them.


      I am probably a sucker that way, but I don't think every type of person can/should/WILL spend 1K+ a month for some SEO and Google maps.


      That's probably naive and noob'ish, but with confidence and experience will come better things that I'll do as far as prices are concerned.


      I've always had to take orders from a**holes in life, so this is new....and I'm just trying to not screw it up too badly in the beginning.


      Or something like that..
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  • Profile picture of the author beeswarn
    Haha. I think you're going to make it.
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  • Profile picture of the author GabeF430
    Read this article that was published on cbsnews:

    Cold Calling = Dialing for Dollars

    B2B cold calling fails because most people sound like they are making a cold call.

    "Cold Calling" implies something less than "warm" and pleasant. I prefer to think of it as "Dialing for Dollars". "Dollars" is a more positive mental image than anything that is "cold"!

    When dialing for dollars, most people are trying to "get" something from someone. They are trying to "get" an appointment or "get" an order. No one wants to "give" something to someone they do not know, like, trust and respect. This is why most salespeople fail miserably at this process.

    But "Getting" is not the purpose of dialing for dollars.

    Dialing for dollars is a "discarding" or "disqualifying" process. It is just like panning for gold or digging for diamonds. You have to turn over a lot of dirt before you find the gems. If you do not understand this principle, then you will become frustrated and think that your efforts are not working. Your objective in dialing for dollars is to "disqualify" as many people as possible, as quickly as possible. That eliminates the time, money wasted sending literature to people who will never buy, and it stops the fruitless "follow-up" calls that lead nowhere but to frustration.

    You only have 30-45 seconds to deliver a specific and compelling reason for the person on the other end to "want" to continue the conversation. Skip the small talk and get right to the point.

    You will be most effective when your 30-45 seconds causes the prospect to identify a problem in their business that you can help them fix. People will talk to you if you illuminate a problem they need to have fixed. Problems in business typically focus around loss of money, wasted time, inefficiencies in business processes or equipment, loss of market share, etc.

    If the prospect (not you) identifies something that is having negative ramifications on their business (a problem) AND they are serious about getting rid of that problem, then you "may" have a possible reason to continue.

    If there is a possible fit, then you can set an appointment to explore the possibilities of helping that prospect in some way get rid of that problem.

    A few essentials:
    • Tell them your name and company
    • Ask permission for 45 seconds and tell them they can end the conversation after that if they want to.
    • Get right to the point
    • Help then identify their business problems by offering a short รข??"menu"
    • Never try to convince a prospect, instead let them convince you it is worth your time and effort to meet with them.
    • Honor your agreement and let them off the hook if they do not want to engage,
    Here's an example:
    Rick, this is Josh Snider from Ace Delivery. May I take 45 seconds to tell you why I am calling and then you can tell me if we should continue speaking? I work with owners of small manufacturing companies that from time to time are frustrated because their customers do not get their shipments on time as promised, even though you completed the job on time. They are concerned about retaining their customers in the face of more competition and they are looking for ways to increase the reliability and consistency of product delivery. Rick, are any of the things I mentioned issues for you or is everything running 100% smoothly?"
    In less than 45 seconds you will know if you have someone on the line who you can help or not. If they do not have any problems that you can fix, then it's over (for now). Remember, they may not have a problem today, but they may have it in the future.

    If you make dialing for dollars, a scheduled event in your calendar and you do it with consistency you will be amazed how much new business you will dig up.

    The best thing about "cold calling" is that you do not have to do it forever. Once you have a client base and they are more than satisfied with your products and services, they will, with your nurturing, become promoters of your business and you will have more referrals and less need for "cold calls".

    Author: Geoffery James

    Originally Posted by wally247 View Post

    Hey guys,

    So I've tried lots of "systems" and let's face it...they really don't seem to work. Not for me anyway.

    So I'm really trying the old-fashioned, tried and true cold-calling...EGADS!


    My biggest problem doesn't really seem to be rejection (or handling it) as much as the intense fear of actually dialing.


    It is so surreal to me to just start talking to a stranger like I know them...


    I learned a great bunch of things to say from a guy named Ari Galper (Unlocking The Game dude) and I haven't been yelled at, hung up on or cussed out once!


    As awesome as that is, I am still having SO MUCH TROUBLE picking up the phone. I get psyched up, I get ready and I know this will change my life...then I dial and it goes downhill.


    I don't know what my question is, other than...how did you successful guys get over the jitters and just do it. Force yourself to just keep doing like a robot and hope for the best?


    Play a game where the more you get in your own head the more you win?


    I know I have to take action, and I will...but man is it ever the scariest thing I think I've ever had to do.


    Any tips, or little mantra's you guys you use to help you pick up that phone and take action would be truly appreciated.


    Thanks a lot!



    W
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