Starting to cold call.

14 years ago

Cold calling sucks! Here's some typical B2B standards with a decent script, and assuming a 90-day sales cycle.

100 leads (qualified in segment, such as attorneys in geo area. Decision makers name only)
30 DM's reached
10 DM Appointment set
3-4 Proposals
1 Close
Average Attorney online marketing budget $2000 per month.

I've built a hybrid online - offline system that seems to eliminate cold calling.

We hand out this post card we made - a glimpse of it is on an image on my blog at Local Internet Marketing Tips, Tutorials, How To, Step by Step Education and Services by Scott Gallagher - Search Marketing Expert.
Write a little caption, like "just stopped by your office. blah blah blah. Want to send you something..."....this is handwritten.
Drop off postcard - business card, collect the doctor's/attorneys business card.
Put attorney into auto responder. 8 emails. 30 days. attach this How to Slash Your Marketing Costs for Attorneys document here.
Autoresponder send document, link to live webinar, link to Online Assessment page with video.

Response rate is 5-7%. But out system isn't fully tweaked.

Albeit, cold calling with 100 leads should get you 10 appointments, or 10%.

Thanks

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scottgallagher

14 years ago

I never said cold calling was a waste of time. In fact, cold calling yields amazing results, it's old school and works.

I did say it sucks! And it does!!!

Additionally, dropping a post card, or business card, is considered a 'cold call'. Back in the day I did B2B telecom sales, soliciting door to door was called just that.

I am saying taking a hybrid approach of what we've learned about online marketing and creating a hybrid marketing approach yields results with significantly less effort.

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Prashant_W

14 years ago

Blogger: What Scott means is that while it works, it takes a tremendous amount of calling to get results.

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D37

14 years ago

Provide massive value up front first. So tell them on the phone that you already created a mobile site for them that you would love to show.

Thanks

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bhuff85

14 years ago

Originally Posted by TheBlogger

What?!!

You say it's NOT a waste of time, yet the next line you say it SUCKS.

Confused. I'm talking about phoning people up, cold calling by the way.

Big difference between something being a "waste of time" and the actual process itself not being fun.

He said cold calling yields amazing results for him, but is it something that he can't wait to do each and every day? By the sounds of it, probably not. However, the reward is worth the pain of the process.

Honestly, we all encounter something at some point or another that we may not particularly enjoy, but we still do it because it has proven to bring results. Of course, there is always the option of outsourcing the stuff you don't like (but that's a whole other topic in itself).

This would only be a waste of time if you were targeting lawyers and we're cold calling doctors all day. As long as the results are there and are satisfactory to you, it isn't really wasting your time, is it?

Thanks
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AdrianCostan

14 years ago

bhuf I was actually going to target attorneys. Your advice is to go look into some other small businesses? And considering I'm hiring professional telemarketers would 1 sale in 400 calls be a good estimate of the potential?

Thanks
1 reply

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af7850

14 years ago

Originally Posted by ThomasHale1986

bhuf I was actually going to target attorneys. Your advice is to go look into some other small businesses? And considering I'm hiring professional telemarketers would 1 sale in 400 calls be a good estimate of the potential?

Nothing about it, but if you're hiring "professional" telemarketers (plural) your volume ought to be a lot higher than 100-200 calls/day.

Thanks

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Jason Kanigan

14 years ago

Originally Posted by bhuff85

Big difference between something being a "waste of time" and the actual process itself not being fun.

He said cold calling yields amazing results for him, but is it something that he can't wait to do each and every day? By the sounds of it, probably not. However, the reward is worth the pain of the process.

Honestly, we all encounter something at some point or another that we may not particularly enjoy, but we still do it because it has proven to bring results. Of course, there is always the option of outsourcing the stuff you don't like (but that's a whole other topic in itself).

This would only be a waste of time if you were targeting lawyers and we're cold calling doctors all day. As long as the results are there and are satisfactory to you, it isn't really wasting your time, is it?

Maybe...it's because you don't know how to call effectively. How to do this isn't common knowledge.

Qualify FIRST, Sell SECOND.

Thanks

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Stranger Danger

14 years ago

ThomasHale1986,

No one can really say. There are too many variables to consider. The only way to truly know, is to test things for yourself.

That being said, I've seen most people claim to generate about 1% conversion/close as an average. So, 1 sale per 100 calls. Unfortunately, I can only assume that this generally means 100 calls - and not 100 conversations (or) 100 decision-maker conversations etc. etc..

Thanks

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scottgallagher

14 years ago

Thanks Prashant ... you interpreted me correctly.

Cold calling does take work. It sucks because I personally don't like rejection, especially when we really have a passion to help. It sucks because it's not as rewarding for me as a close. It sucks because it's tedious, monotonous and simply boring.

I didn't mean it sucks as a means to generate leads, my apologies. Cold Calling is the single most difficult way to generate prospects, but also the one that qualifies and converts leads the best.

I think Stange Danger and I are on the same page with numbers.

100 cold calls should result in one new client. Our average client value is about $1500/monthly.

Thanks

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scottgallagher

14 years ago

@ThomasHale1986

If you're targeting attorneys, maybe this will help you.

This is a doc we give attorney leads to help us convert them to a prospect. Go ahead and use this for your company. Use your own links, logo and brand. I retain authorship.

http://localmarketingsource.com.s3.a...0Attorneys.pdf

Thanks

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FrancisRavello

14 years ago

I had a calculated average of 5% percent, but in fact it depends on the product and market to get a more accurate average.

Thanks

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AdrianCostan

14 years ago

@scottgallagher

Thanks man. I really appreciate you being so helpful.

Thanks

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kenmichaels

14 years ago

Originally Posted by TheBlogger

Cold calling actually sounds fun to me...

It IS fun. And i guarantee you, the more fun you have with it, the more sale you will make.

Smile and Dial.

Thanks

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ebizman

14 years ago

Scott...Cold Calling DOES NOT SUCK because I've made $8,000 in profits from calling so it does work buddy.

Warriors...cold calling DOES WORK...SO DO IT!!!

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scottgallagher

14 years ago

@theBlogger. WAY TO GO MAN! Want to work for me?!! That's a fantastic attitude brotha. I love the enthusiasm and I'm sorry for saying it sucks. In my first days I did enjoy it a lot.

@ebixman - congratulations!!!! That's great.

ya'll may want to check out this video. I discuss cold calling methods and give the exact script we give to our team. Cold Calling doesn't suck as a means to get business, it's just a pain in the ass!!!

No opt-in, no registration, none of that stuff. click and download. enjoy.

We also discuss the 90 day, $10k recurring challenge. Get $10k in recurring revenue per month every month within 90 days.

http://lms-webinar.s3.amazonaws.com/...ng_Webcast.mp4

Thanks
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ewenmack 14 years ago

The right script makes a massive difference to your response rate.

Cold calling is the most effective method I use

Brought in a multitude of nationwide chains
so that should give you encouragement.

Best,
Ewen
- Thanks
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iamchrisgreen

14 years ago

Originally Posted by scottgallagher

No opt-in, no registration, none of that stuff. click and download. enjoy.

We also discuss the 90 day, $10k recurring challenge. Get $10k in recurring revenue per month every month within 90 days.

http://lms-webinar.s3.amazonaws.com/...ng_Webcast.mp4

Hey Scott, thanks for this mate. Nice to see some top value without the sales pitch.

Thanks

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Maxwell Stinson

14 years ago

Cold calling is one of the best mediums you can use to generate leads for your business, as well as to find interested prospects and connect with them.

All you need is a decent call script and to know what you should do when cold calling. Since you mentioned you're selling mobile websites, then your best bet will be people who are looking for such things.

Thanks

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climbfirst

Banned 14 years ago

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All Night Cafe 14 years ago

I think you are shooting to low. My sister works as a high price telemarketer and see closes 10 to 14 meeting from 100 calls.

She said on a good day, felling like she is on top of the world,
20 appointments out of 100 calls.

That is why she is paid very good, big money.
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beeswarn

14 years ago

With a good script and targeted businesses approximately how many sales could I do with 1000-1200 calls a week?

More than you can handle. This is why we always recommend telephone marketing B2B above all other methods.

A good script and a good list are very, very valuable. If you have those, get off the forum immediately and start calling.

If you don't have them, then go get them.

Thanks

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JerrickYeoh

14 years ago

For my previous report , call calling is typically low conversion which might lower than 5 % and you might just get 1 or 2% conversion rate.
Cold Call which you might get most of company that not even know what is your company is all about . So the conversion is likely low due to lack of trust, some may use more than one month to close the sales.
Unless your brand is well known then your conversion rate might be 10 times higher ..
cold call abit costly , you might think of using email marketing as well to help you reduce the cost

Thanks
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ewenmack

14 years ago

Jerrick, better stop advising others about cold calling and start learning why others are getting a much higher response to their cold calls.

Best,
Ewen

Originally Posted by JerrickYeoh

For my previous report , call calling is typically low conversion which might lower than 5 % and you might just get 1 or 2% conversion rate.
Cold Call which you might get most of company that not even know what is your company is all about . So the conversion is likely low due to lack of trust, some may use more than one month to close the sales.
Unless your brand is well known then your conversion rate might be 10 times higher ..
cold call abit costly , you might think of using email marketing as well to help you reduce the cost

[ 1 ] Thanks

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