Tell me how you get on with this cold call script.

49 replies
DO ME A FAVOUR, PLEASE PLEASE PLEASE TRY THIS ON YOUR NEXT CALL AND TELL ME HOW YOU GET ON ???

This will take some balls in the way that you speak and your tonality needs to be upbeat and confident.


They Answer: "XYZ Incorporated"

Me: "Hi is this [Your Name]" (don't mention the company name)

Them: "Yes. How may I help you?"

Me: "I know you hate sales calls, I hate sales calls, the whole world hate sales calls ... but I here I am doing one... could I just have 30 seconds to tell you why i'm calling?"

Them: "Yes, ok" (If they say no, then leave it there)

Me: "I work with companies in the XYZ area that are frustrated they aren't getting much business from the Internet. In fact they are annoyed that they spent money on a website and it feels like they flushed that money down the toilet... but the thing is that they really need more leads and they are searching for a way to make the Internet work for them ... I don't suppose that resonates with you guys?"

At this point, if they say yes, go with the flow ...
#call #cold #script
  • Profile picture of the author massiveray
    Tried it just now, word for word.

    I guess it did what you wanted it to, got me into the nitty gritty part of the conversation, in the end they just didn't have any money to spend with me.

    Nice little start to a script I'd say.
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    • Profile picture of the author iamchrisgreen
      Originally Posted by massiveray View Post

      Tried it just now, word for word.

      I guess it did what you wanted it to, got me into the nitty gritty part of the conversation, in the end they just didn't have any money to spend with me.

      Nice little start to a script I'd say.
      Awesome, thanks for trying.
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  • Profile picture of the author Michael Bucker
    I don’t do calls I do door to door and face to face. However the truth is, sales is sales, and certain principles work phone or face to face. I like it Chris, anytime you call out the obvious like that you are doing several things. One you are becoming proactive, two you are calling out the elephant in the room, three you are creating cognitive disassociation, four your are practicing pattern interrupt.

    If done correct this should one keep open a door, create rapport, give opportunity for qualifying questions and begin the process of the law of obligation an reciprocity, not to mention the beginning of taking down the wall said client may have up.

    To some it up. I like it warrior.

    PS: I use the principles lined out here in my pitches live and they are sound. I also teach them to sales people, a little more in-depth of course. I just had a salesperson close three deals in a row using some of the principles you rare starting to point here.
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    • Profile picture of the author ewenmack
      Chris, I wouldn't use it because...

      1 It shows you have the issue about being a salesperson,
      why bring that up?

      2 You are pitching the wrong person.
      The receptionist has a different pitch to the decision maker.

      3 There is no record of this pitch working.

      I don't have years of cold calling experience like others here,
      but I have landed local and national chains, including 5 star hotels
      by using this script...

      "I Mary, Ewen here. Calling to see if I can get a better deal on x for you people. Who should I be talking to there about it please?"

      That's the receptionist script.

      The decision maker script is the same without the last sentence.

      Best,
      Ewen
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      • Profile picture of the author Michael Bucker
        Originally Posted by ewenmack View Post

        Chris, I wouldn't use it because...

        1 It shows you have the issue about being a salesperson,
        why bring that up?

        2 You are pitching the wrong person.
        The receptionist has a different pitch to the decision maker.

        3 There is no record of this pitch working.

        I don't have years of cold calling experience like others here,
        but I have landed local and national chains, including 5 star hotels
        by using this script...

        "I Mary, Ewen here. Calling to see if I can get a better deal on x for you people. Who should I be talking to there about it please?"

        That's the receptionist script.

        The decision maker script is the same without the last sentence.

        Best,
        Ewen
        1. He in no way is saying he has an issue with being a salesman. He is saying he hates sales calls like most people and is setting a president that he understands that most people do thus he is not going to waste the person time in 30 seconds he will prove it.

        2.He wrote this assuming you were talking to the right person or already got past the gate keeper.

        3. I just stated above that I have proven that it works. Not in this exact order but the ideas within. I am a national sales trainer and I teach the psychology of selling. These techniques are based on some laws o psychology as stated above. I just held a seminar in both tulsa and then memphis in the last few months. I taught these basic principles linned out here as I awlays do in my classes. After each seminar I return to the companies that attend to see results and in each case they have success. Those are recent examples one last month the other two months before that.


        This technique is like most. You will find those who do it wrong or don't believe in it and in both cases will fail. You will find those who understand the conecpt fully and they will succeed. Its all in the delivery.

        Now I will agree that it needs some perfecting and a few changes but the concepts are sound. I have had success and have several hundered sales people who I have trained and their testimonals to prove such. I survey all my clients and keep records.

        Sorry about typos. On phone at the moment.
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        • Profile picture of the author IMguy123
          Originally Posted by Michael Bucker View Post

          1. He in no way is saying he has an issue with being a salesman. He is saying he hates sales calls like most people and is setting a president that he understands that most people do thus he is not going to waste the person time in 30 seconds he will prove it.

          2.He wrote this assuming you were talking to the right person or already got past the gate keeper.

          3. I just stated above that I have proven that it works. Not in this exact order but the ideas within. I am a national sales trainer and I teach the psychology of selling. These techniques are based on some laws o psychology as stated above. I just held a seminar in both tulsa and then memphis in the last few months. I taught these basic principles linned out here as I awlays do in my classes. After each seminar I return to the companies that attend to see results and in each case they have success. Those are recent examples one last month the other two months before that.


          This technique is like most. You will find those who do it wrong or don't believe in it and in both cases will fail. You will find those who understand the conecpt fully and they will succeed. Its all in the delivery.

          Now I will agree that it needs some perfecting and a few changes but the concepts are sound. I have had success and have several hundered sales people who I have trained and their testimonals to prove such. I survey all my clients and keep records.

          Sorry about typos. On phone at the moment.
          Let me first say that I have not personally used a script like the one given by the OP. However, I like it and I will try it because it's similar to what you were saying (Michael Bucker) about salesmen approaching prospects on a car sales lot. Remember when I asked you (in another thread) how a salesman should respond to customers that say "I am just looking" when they (the customers) are looking at cars on a dealer's lot?

          Forgive me if I'm wrong but in my mind the script listed above seems to be very similar. As you say, it brings clearly out "the elephant in the room".
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      • Profile picture of the author iamchrisgreen
        Originally Posted by ewenmack View Post

        Chris, I wouldn't use it because...
        Then don't use it mate. I was just testing something out.
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      • Profile picture of the author TimD
        Originally Posted by ewenmack View Post


        "I Mary, Ewen here. Calling to see if I can get a better deal on x for you people. Who should I be talking to there about it please?"

        That's the receptionist script.

        The decision maker script is the same without the last sentence.

        Best,
        Ewen
        Ewen, I like this very much.
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        • Profile picture of the author John Durham
          Originally Posted by TimD View Post

          Ewen, I like this very much.
          Yeah there is an angle , a "quick pitch", slightly assumptive..

          That works, and if it doesnt who cares? Move on and say it to 20 more people. It will work on "someone".

          This is the attitude thats going to make my own bower model work this year...

          "Let's get er done, and not get hung up talking about the results of every call afterward... keep it moving ".

          This dry hardcore kind of disposition, is the one that gets you through a hundred days in a row.... because you arent always going to be motivated, or thinking on your feet, or feeling inspired....

          You just "do it", and after awhile you own it. But you have to be willing to get through those seasons, and show up on days when you dont feel like it.

          Eventually alot of the intellectualizing goes away, and just "lets get er done" kicks in and your instincts start working.

          Still use a script, but learn to not think about it a whole lot, because alot of days you are just going to be going through the motions, and you need to know how to produce even when you arent fully present mentally or thinking all this out.

          You have to get in there for a season before this will be like th back of your hand...and all of the pre thought in the world or the best lines wont make you a phone salesman without that time and sacrifice.

          Being aware of something and "realizing it" are different.

          You truly cannot "realize" these truths from sticking your toe in, you have to see them work through all the variables for a couple months of daily hitting it, then you start to "realize" the concepts.

          Only in an online forum is telemarketing some kind of "mystical, wow..." kind of thing.

          To most telemarketers its just a job, they do it like the back of their hand evey day, they can close a credit card while playing nintendo or crossword puzzles with their friend in the next booth...or even while posing as someone who is mentally retarded ( I know that sounds crude, but its absolutely a truth)... and even the lowest producing ones produce twice as much or ten times as much as most of us who come with all these big parades attached to our sales revelations.

          This is not to offend anyone, but just to say that "sales" is something you can go get paid to learn, even though people pay me to learn it... You could just as easily go get a sales job for 30 days in a call center, and have someone enforce a quota upon you and you would MAKE 2k for training yourself instead of paying it.

          Millions of people do it daily.

          Not a big mystery...just requires dedication.

          Im glad people want to learn it, but seriously most of it is common sense, something that is scarce on the internet, so I guess alot of people dont recognize it when they see it..

          Just get on the phone. Bang it out. Take the good with the bad...You will get it.
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    • Profile picture of the author iamchrisgreen
      Originally Posted by Michael Bucker View Post

      One you are becoming proactive, two you are calling out the elephant in the room, three you are creating cognitive disassociation, four your are practicing pattern interrupt.
      Spot on. That's exactly why it can be effective.
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      • Profile picture of the author ewenmack
        Hi Chris and Michael,

        The reason for my comment was because, Chris there was no proof that
        the script or concept works.

        Rather than just spout off my end, I contributed by giving a proven script with the types of big businesses it has brought in.

        Not as a ego trip by me, but as a means of showing what I say does work by example.

        Now I'm told your concept does work, and I accept that.

        No argument from me there.

        However there was just a big please, try it.

        Giving people a reason why they should do something
        and giving a reason why you are doing it, is a proven response booster in sales.

        Hope we can be gentlemen and not turn this into a bad situation and we can all postively learn from this.

        Best,
        Ewen
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        • Profile picture of the author Michael Bucker
          Originally Posted by ewenmack View Post

          Hi Chris and Michael,


          Rather than just spout off my end, I contributed by giving a proven script with the types of big businesses it has brought in.

          Now I'm told your concept does work, and I accept that.

          No argument from me there.

          However there was just a big please, try it.

          Hope we can be gentlemen and not turn this into a bad situation and we can all postively learn from this.

          Best,
          Ewen

          Ewen, the only reason for my further comment and proof was because in my original post in the PS section I explained how it actually works. After that is when you posted that there is no proof. Maybe you did not read all of mine.

          However I am sure your script does work and as a trainer I can give this advice to Chris or any other person reading this. Don't just take this one example that Chris has as the way to do it. There are different personalities and different scripts that work on different personalities. I personally train to know as many different ways to approach a subject as possible as each potential client may need a different approach. The true art of selling on does not rely on any one way of doing something every time.

          They also find what meshes with them as a salesperson. I am willing to bet Ewen that you are very successful with your script and I would suggest you teach it because people will indeed need it. I have seen other posts by you that I think are very sound. I know that you know what you are talking about for sure.

          Originally Posted by IMguy123 View Post

          Let me first say that I have not personally used a script like the one given by the OP. However, I like it and I will try it because it's similar to what you were saying (Michael Bucker) about salesmen approaching prospects on a car sales lot. Remember when I asked you (in another thread) how a salesman should respond to customers that say "I am just looking" when they (the customers) are looking at cars on a dealer's lot?

          Forgive me if I'm wrong but in my mind the script listed above seems to be very similar. As you say, it brings clearly out "the elephant in the room".

          Yes is it similar in the fact that the same principles are used in each case. There are certain laws of psychology and they are called laws because they work. Now one must also use them properly in order for them to work.

          Again as I said before I would indeed change a few things in the script to make it more usable. But the concepts are sound.
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          • Profile picture of the author ewenmack
            Thanks for the reply Michael.

            You are correct in me not reading your post as I wrote my first reply to Chris.

            You mention about me teaching this.
            I have repeated this script I use many times and the clients it has brought in.

            On a general note, I do get a little annoyed about what I see on this forum... people
            not giving out scripts that have brought in substantial clients consistently.

            They may elude to what they use and tell of their great success, but don't spill the beans.

            Guess it's a different way people operate than me.

            I've even seen paid products not give out full scripts for their "complete system"
            that is lauded by others. Just give general methods of client getting.
            This then casts doubts as to how easy it was to sell to the end user.
            The system seller may have exceptional sales skills and perseverance
            which the average buyer won't have.

            Back to my script.

            I could give all the reasons why mine does work,
            but it will be conjecture.

            It could be because of the phrase "get you a better deal".
            This may open up the listeners mind of the possibility and
            explore further.

            It could be because the receptionist wants to know the name of the caller and who she directs the call to. So I'm making her job easier.

            It could be that the better deal is something they are already buying.

            If, for example, you are selling websites or SEO, then the better deal is on their advertising.
            Because you are targeting those that are already paying for print ads, then you are working with the targets thinking. That thinking is "it's all advertising in the end".
            You just demonstrate that your methods get him a better reurn on his/her advertising budget.

            Anyway, when a script used by a person who has little cold calling experience brings in
            national chains and local chains in many different retail categories, without burning through large numbers of no's, then sometimes you gotta leave out why it works and just use it.

            I do feel I'm repeating myself a lot and maybe because I don't hype things up and use motivating language on the subject, that a cool level business minded head get's bypassed.

            Nothing to buy from me on the subject as I won't be releasing WSO's.

            Best,
            Ewen




            Originally Posted by Michael Bucker View Post

            Ewen, the only reason for my further comment and proof was because in my original post in the PS section I explained how it actually works. After that is when you posted that there is no proof. Maybe you did not read all of mine.

            However I am sure your script does work and as a trainer I can give this advice to Chris or any other person reading this. Don't just take this one example that Chris has as the way to do it. There are different personalities and different scripts that work on different personalities. I personally train to know as many different ways to approach a subject as possible as each potential client may need a different approach. The true art of selling on does not rely on any one way of doing something every time.

            They also find what meshes with them as a salesperson. I am willing to bet Ewen that you are very successful with your script and I would suggest you teach it because people will indeed need it. I have seen other posts by you that I think are very sound. I know that you know what you are talking about for sure.




            Yes is it similar in the fact that the same principles are used in each case. There are certain laws of psychology and they are called laws because they work. Now one must also use them properly in order for them to work.

            Again as I said before I would indeed change a few things in the script to make it more usable. But the concepts are sound.
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            • Profile picture of the author John Durham
              Originally Posted by ewenmack View Post

              Thanks for the reply Michael.

              You are correct in me not reading your post as I wrote my first reply to Chris.

              You mention about me teaching this.
              I have repeated this script I use many times and the clients it has brought in.

              On a general note, I do get a little annoyed about what I see on this forum... people
              not giving out scripts that have brought in substantial clients consistently.

              They may elude to what they use and tell of their great success, but don't spill the beans.

              Guess it's a different way people operate than me.
              I know I for one have beans spilled all over this place. Lol

              Originally Posted by ewenmack View Post

              I've even seen paid products not give out full scripts for their "complete system"
              that is lauded by others. Just give general methods of client getting.
              This then casts doubts as to how easy it was to sell to the end user.
              The system seller may have exceptional sales skills and perseverance
              which the average buyer won't have.
              Many of the teachers dont base their teaching on comparing newbies ability to their own Ewen, but they rather base it on comparing the newbies ability to the other thousand newbies they trained last month, and the other few thousand in the ten years preceding....

              A script in and of itself cant make sales no matter how good it is. Alot depends on the person holding it, but a good script does better than a bad one in any case.

              So they are not judging newbies ability by their own, but by the ability demonstrated by an average person which they have discovered over the averages of watching thousands of live case examples.

              I personally have 5 different full scripts floating around here for free with rebutts and all...So I do understand about people not spilling the beans and how annoying it is when a person just gives 3 lines of a pitch....

              There is a success mentality, that is different than a "leader" mentality.

              An experienced "leader" has seen hundreds of cases in his experience and has a much braoder understanding of how things apply to an average person and not just themselves.

              Here's the BIG one- a leader ALSO knows that the AVERAGE person wont do anything even with a 10 week training course....so when "average" people have a perfect plan in their hands and still dont do anything... He doesnt get annoyed because he knew it going in.

              Just because a small pod of telemarketers in one corner of the room arent performing doesnt mean the script doesnt perform...there are 100 on the other side of the room workin it like a two dollar__________ and making sales.

              A leader also knows that even his lowliest sales person still has to put in 40 hours to hit quota.... now how many of the people complaining are doing that?

              I guess Im fired up today because I have been floating forum a bit, and there are ALOT of people dispensing telemarketing advice here who are so far out of the ballpark that its no wonder this place was starving for truth a couple of years ago and the market for this info took off so hard!.

              Some good ones dispensing advice too, like Ken Michaels. IMO- also kanj.
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  • Profile picture of the author John Durham
    It works... so does tying a note around a dogs neck and sending him to enough doors... all kinds of stuff works that we can discover- if "we" do ("work" that is).

    After at least 100,000 phone calls, I can honestly say that you would be surprised at some of the stuff that will work if you are in action actually moving and having momentum.

    When I was a young immature telemarketer.... doing charity. I felt so stupid and robotic doing verbatim rebuttals that I pretended to be reading them verbatim on the phone like I was retarded.

    I was trying to make a point to my mgr. that "you must think Im retarded to have to read this word for word"....so I read it to ten customers in a row real slow like a retard...kinda slurring my words and talking a little louder...just like I was struggling to read off a page.

    Well, guess what? Sales started popping like crazy, and my friends were like "wow", so I just kept acting retarded on the phone for the rest of the day and made a bunch of sales...then I was so bored "after months of the same booth day in and out, same pitch...same routine...", that I just kept doing it all week long.... and I kept getting sales out my ears...

    Well the next week.... I got a conscious about it so I decided to go back to sounding professional, and guess what?

    Yup, we were using rehash leads from the week before....and people were saying things to me like "Didnt you sound different last week....thats strange".

    Yup, I was healed.

    Alot of things work guys. Good one Chris.. if you make 100 calls per day you will find new lines like that every other hour. I have a gazillion of them, so do most TMS....its getting past the "pondering" it stage and into the "owning" it stage, that makes the difference.

    After that you can take it anywhere you want.

    -JD

    Ps. "Momentum" is when you have been on for 60 business days straight making hundreds of calls per day and you have been through good bad, energetic days, days when you could barely keep your eyes open....all the seasons, all the colors of the spectrum.

    If one is willing to do that then they can "own" it. Or they dont have to....they can find other ways.

    Personally, this year Im going to go back in the booth hardcore for a few months as my brother and I build our Bower model.

    No, you dont need me to record it so you can listen.... you just need to bust through about a thousand calls and get in there and break down your walls and own it yourself.
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  • Profile picture of the author WebProphet
    Hello, I am new here. This seems like an interesting thread, so excuse me if I just jump in, and use my post as an intro and to share some of what I have gleaned (and practiced) over the years.

    I am going to restrict the scope of my post to telephone cold calls only. Just as an aside, I am a web developer (since 95) who produces killer websites for small businesses that want to market themselves and their products online. I generate most of my business from three primary sources- tele-marketing, door to door cold calls, and referrals. I also receive a small share of general inquiries (from website and email marketing).

    It seems to me like a whole bunch of folks here are having problems with tele-market cold calling, they are prepared to "give it a go", but are unsure how and where to start. Most seem to see their telephone "script" as the problem, and everyone is looking for a magic bullet or the perfect script.

    1. Know that tele-marketing works - and works great!

    2. The script is less important than making the call. Even a bad script will produce results over time. There is no magic script, there are only scripts that develop and improve over time as we become more practiced. The key is to make the calls, keep making the calls, and then... make more calls.

    Volume produces quality over time, providing we use our wonderful brains and evolve in our thinking- what we say, and how we say it...

    3. Know that the "science" of making tele-marketing calls should be broken into three parts. Not the calls themselves, I am talking about the "science" not the "art".

    The science dictates that we: PLAN (to make a call) >>> ACT (the making of the call itself) >>> REVIEW (our success or otherwise in making the call).

    This is really a self improvement process, the planning is down to having the bones of a script, doing market research and building a list of (or the sourcing of) who you are going to call. The action is the performance and delivery of the call itself, and the review is about taking a cold hard look at what was achieved (or not) on the call. This then leads us back to planning and an evolving of the process- perhaps developing the script, changing the type of prospect on the list and so forth...

    4. Be purpose driven. Know the purpose of your call. Do you wish to sell something on the call? do you wish to make an appointment to go visit the prospect? do you wish to use the call to introduce you, your business, and your products - perhaps sending further info with a follow-up later? what???

    We gotta KNOW the purpose. My tele-marketing calls are made to generate appointments so I can go visit and sell the prospect. I also have a fall-back position which is to add them to my email marketing list, indeed EVERYONE goes on that list, it just adds to my overall marketing strategy.

    5. So we want to make calls to make appointments, huh? NEVER lose sight of this, nothing else matters. You are in the appointment making business, you are not doing telesales, you are not an information center, you are not a salesperson, you are an appointment maker (perhaps a researcher). I make my own calls, my wife also makes calls (we are a small, high quality family business), but it is me who goes to each and every appointment, so what we each say on the phone is slightly different.

    6. Know your audience. Before you even get to a script, understand your audience (you are going to tailor your script to that audience), think about your list, where did you get it, what research did you do to build it, how much information do you have?

    Personally, I would not even make the call unless I know the prospects name, for me this means the name of the business owner. There are many ways of getting this from cold, and there are a lot of online resources for this, and we find them very useful. Sometimes we make a call (not to speak to the owner) but simply get his or her name, we will then follow up with the actual call at a later stage.

    7. Break the actual call down into three distinct sections. The INTRODUCTION >>> the HOOK >>> and the CLOSE. In reality, there can be an additional section the CONNECT, this is about getting through to the person you actually want to speak to. Many of our prospects answer the phone themselves, some have admins or receptionists- a real mix. So I guess we should start with the connect, although this section can be ignored much of the time.

    8. Getting connected. Know that you should NEVER release your "script" on anyone except the prospect, in our case the known business owner, why would you want to? We make the dial, simply and politely asking for the prospect by name. We do not give our business name at this stage, and we offer no clue about the subject matter of the call. "Hi! can I speak to Brian Jones please"

    This produces a mix of responses. We may actually be speaking to "Brian Jones", or someone other may simply put us through to "Brian Jones", an admin or receptionist may ask us about the nature of the call, or ask "who is calling".

    Where asked, our simple rebuttal is that "this is (name) from (business name), I have some research information for him/her, is he/she available at the moment?"

    There are a thousand variations on these responses and rebuttals, but the above works in the majority of instances for us. All we want is to be CONNECTED to the prospect, we do not want a conversation. There are of course instances when we are subjected to a third-degree line of questioning, we answer always politely and always follow with a question... "is he in the office today?" and so on... Take a bit of control.

    9. Introduce yourself to the prospect. We usually start with, "Hello, is that Brian?" and upon yes, we continue with a VERY brief introduction. "this is (first name) from (business name) the web marketing specialists over in (our town), I have been doing some research I have discovered some very interesting information that I think may be of particular interest to you and your business, do you have a moment so I can explain?"

    All we want is a yes, permission to deliver our script. NOTHING more. No launching into a sales call, no procrastination, no time wasting, just us asking for permission to speak. Sometimes the prospect will tell us he/she does not have time and can we phone back, we will draw out that situation by taking time to arrange a specific time to call back, we will confirm the phone number, we will verify that he/she is the business owner, we will tell them very little, and we will phone back...

    Most of the time, intrigued, the prospect will simply allow us to continue, or perhaps ask "what information?" and so forth, most responses are taken as permission to deliver our script.

    10. The hook. As mentioned earlier, scripts should be tailored to the audience. We have many sources of new business- folks without websites, folks with crappy websites, anyone with a Yellow Book page or site and so on... I will relate this to Yellow Book site users.

    "I was researching your business online and I discovered your Yellow Book website, I know you are in the (type of business) and that marketing and bringing new business in the door is important to you. My research has uncovered a whole treasure-trove of information about the (type of business) business in (town/location), I believe this is information that could really benefit your marketing and bottom-line, from what I have managed to uncover I KNOW I can show you a way to reduce costs and increase your marketing effectiveness online, is it fair to say... this something you would like to know more about?"

    All we want from the above is yes, perhaps, maybe, "tell me more" or so forth... There are of course objections that come up, here and in the next section (and we should learn to deal with these in a systematic manner, and perhaps this should be the subject of another thread), but in my experience delivering the above script, or similar, or indeed variations thereof for differing types of prospects works sufficiently enough of the time, and give us a sufficient (if not good) ratio of yeses, perhapses, maybes and so on.

    11. The close. "Brian, I have in front of me a whole file of great information, additionally there is really powerful data I would like to show you online, and I also have a few question I would like to ask you. If it's ok with you, what I would like to do is arrange a time that I can visit for a chat over a coffee, I guess if we allow about 15-20 minutes that would work, would that work for you?"

    All we want is permission to make the appointment, no fancy sharp-angled alternative closing, just a common-sense line of conversation. This is usually followed up with something along the lines of...

    "When works best for you? I can call over Thursday afternoon or anytime Friday", whatever my schedule dictates, and so on...

    12. Confirmation. I have worked both sides of the pond, US & UK, and there are differing cultural norms. In the UK I NEVER confirmed an appointment, in the US I ALWAYS confirm and appointment (phone call day prior to going).

    What I have always done (here in the US or there in the UK) is at the end of the call I slowly repeat "so, that's Friday at 12 midday, at your office/shop/place, I look forward to seeing you then Brian". I also confirm their address and ask if they have a computer online, and let them know I will bring my iPad to help with the online info as well, I don't just end the call abruptly. I am building a RELATIONSHIP.

    So there you have it, by way of my introduction to this forum, my own version of twelve steps to telemarketing success. I hope some of my splurge proves of some use to some (sorry it was soooo long). Pleased to meet everyone!

    -------
    Rob Campbell
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  • Profile picture of the author WebProphet
    I've used to be in that position a lot back when, but I find online research can more often than not give me their name(s). Back in the day, before the web and so on, I had to dedicate a proportion of the front end of the call to getting that name, it used to go something like, "Hello, it's your business-owner/managing-director/financial-director/senior-partner/(whatever by approximated job title) I am looking for, can you give me their name please..." before even asking to be connected. The simply responding with, "thank you, can you put me through to him/her please". Not knowing the name simply reduced the ratio of connects and I used to account for that.

    How do you do it currently?
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  • Profile picture of the author John Durham
    Originally Posted by TheBlogger View Post

    Thank you Rob!

    What if you don't know the prospect's name?
    Then you ask if you can speak to the "owner", or "is the owner around"?

    Or you say "I was calling about___________ and I wasnt sure who I needed to speak with , I was wondering if you could help me get through to the right person".

    In keeping with Scott Voss teaching, this puts the secretary into "helpful" mode. She is usually skeptical, until she is given some credit and offered a chance to fulfill her secretary destiny and be "helpful".

    "I was thinking maybe you would be the person who could help me"...works wonders on alot of secs, and gets you through alot of times (not all).

    In any event , it shouldnt matter that much whether you get through on any individual call.

    Dont worry about any individual on the phone, worry about your session overall.

    Dont worry about getting through "this" secretary....worry about getting through "20 secretaries in 3 hours, I dont care which ones"...

    The numbers and the work ethic and the momentum will get you that number.

    No one line works on "secretaries" or to "get you through'... even though having a solid script is imperative if you are going to be able to quantify and duplicate your results later.... but an "overall" call session ethic... will get you what you need over the numbers.

    If you dont get their name, it isnt rocket science.... it's just "My name is _____ with ________ btw, I know Im speaking to the manager but I have to apologize, I didnt catch your name there...? (pause) okay great, sorry about that..."

    and move on....

    Lol. No biggie. You are going to have to own your call sessions....so be natural. If you didnt get someones name say "Im sorry I didnt catch your name, what was that?"...

    Alot of our over thinking is just delaying us from getting on and banging it out. Some of this is just common sense.



    I dont care if a sec tells me no or not.... I just keep moving....Im worried about my overall performance , not so much putting a whole lot of salt into any single dial.
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  • Profile picture of the author heyitsbrian
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    • Profile picture of the author DWolfe
      Originally Posted by heyitsbrian View Post

      hahha it is too much yummy, jummy,, copyy,, :p, but not effective in real world,, they will simply hang up the phone,,,

      I take it you did not read the 2nd post or what John Durham posted
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      • Profile picture of the author sandalwood
        I just read a book by Scott Jurek. He is not a salesman. He is the world's best ultramarathoner.

        His book is called:

        Eat & Run, My Unlikely Journey to Ultramarathon Greatness.

        What the hell do ultramarathons have to do with cold calling?

        Good question. Let me tell you.

        Jurek says ultramarathoners find themselves in a lot of different situations. I think sales people also find themselves in a lot of different situations.

        Jurek developed a 4 step process to assess the particualr situation he was in at the time. Notice, I said particular situation. Don't sales people find themselves in particular situations when meeting or cold calling a client?

        I know I did. I got the appointment and went to the client's office and bingo! completely different scenario from that discussed on the phone. Wowee, zowee time for my own 4 step process to take over.

        He lists his process on pg 117.

        Go to your local library and read only pg 117. Or, if you are like me and you want to improve your closing rate, buy the book. Cost me 15.95 and I'll probably make between 15 and 20K from the gems he put between those pages.

        Sales is a super max ultramarathon because we never stop running. Jurek could at least quit after the 100 or 150 mile ultra he was running. You and I have to keep going.

        Try Chris's script. If it works, hot damn. If it doesn't, so what? You've just learned something that won't work for you. Now that my friend is worth a thousand bux alone.

        Have a great day,

        Tom
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        • Profile picture of the author Twoddle
          Originally Posted by sandalwood View Post

          He is the world's best ultramarathoner.
          That is very debatable Hopefully, I agree with the gems that can be found in those books, as long as you can read between the lines you will definitely get your money back!
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          • Profile picture of the author nyk24
            I am no expert in telesales (only just started a cold calling campaign myself.....thanks to you guys). Particularly in the UK we are ultra resistant to sales calls as soon as we know we are being sold to we put our shields up.

            This mentality puts many people off from taking action as they fear failure.

            On a simplistic level telesales is a numbers game I am sure even an idiot like me can close a sale even after like 500 odd calls....hopefully it will only take a 100 but I am prepared to make more calls just to get my first deal.

            I have started calling small businesses and just asking them, "you don't need new clients from the internet do you?"

            Now every time I have done this there has been a slight pause as they are so used to sales callers going off on one long blah blah blah that they get caught off guard by my short pitch.

            Now I haven't got any deals or appointments yet but what I have got is some honest answers as people are forced to say either no which saves me time and helps me get through my call lists a lot quicker or they have asked for more information and prices.

            I always email price lists or give out an estimate as that is one of the first things people ask and I find most salesmen don't like to give you prices until they ask for the sale which I find quiet annoying and leads me to believe what they are offering is expensive.

            I like the OP's original call script but it does come across in the beginning as sounding a bit apologetic which I don't think you should be doing just for calling someone. Also it allows a "no" to be said before you have even told them what you are selling.

            I would slightly adjust as follows:

            They Answer: "XYZ Incorporated"

            Me: "Hi this is [Your Name]" (don't mention the company name)

            Them: "Yes. How may I help you?"

            Me: "Do you hate wasting money?"

            Me: "I work with companies in the XYZ area that are frustrated they aren't getting much business from the Internet. In fact they are annoyed that they spent money on a website and it feels like they flushed that money down the toilet... but the thing is that they really need more leads and they are searching for a way to make the Internet work for them ... I don't suppose that resonates with you guys?"

            At this point, if they say yes, go with the flow ...


            I am probably going to stick to my short script for now as I am still trying to make my pitch come across as natural and confident.....at the moment it's still rusty the delivery but I know it will get better over time.

            Do you guys think I am starting off in the right fashion.....keeping it simple and trying to learn by trial and error?
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    • Profile picture of the author iamchrisgreen
      Originally Posted by heyitsbrian View Post

      hahha it is too much yummy, jummy,, copyy,, :p, but not effective in real world,, they will simply hang up the phone,,,
      I use stuff similar to this. It's what I call a patter interrupt as was mentioned before.

      In the UK we have some real skepticism to deal with.

      If you called a company and said "I'd like to give you a better cost for XYZ" they'd get you off the phone quick.

      That's why I'd rather be blatantly honest at the start and throw them off a little.

      Maybe the example I used in the OP wa a bit too much but I was just trying to give people on here something a little different to try out.

      I'm only on here to try and help out.
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      • Profile picture of the author WebProphet
        Please help me to understand the mix of people we have here. Is everyone dedicated full-time to the sales process or are there others like me who have to wear a whole bunch of hats, and sales is only one small element of what they do?

        Appreciation in advance.
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        • Profile picture of the author ewenmack
          Originally Posted by WebProphet View Post

          Please help me to understand the mix of people we have here. Is everyone dedicated full-time to the sales process or are there others like me who have to wear a whole bunch of hats, and sales is only one small element of what they do?

          Appreciation in advance.
          Speaking for myself, I have a business that requires very little time
          to delivery the product as it is just an email.
          The invoice goes out from my Iphone at the same time.
          Repeat business too.

          Therefore I am able to spend the majority of my time bringing in new business.

          Best,
          Ewen
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          • Profile picture of the author WebProphet
            Originally Posted by ewenmack View Post

            Speaking for myself, I have a business that requires very little time
            to delivery the product as it is just an email.
            The invoice goes out from my Iphone at the same time.
            Repeat business too.

            Therefore I am able to spend the majority of my time bringing in new business.

            Best,
            Ewen
            Thanks Ewen, Sounds like the reverse of my business. Design, development, publishing, etc., is about 90% of what we do. I get to spend about 3 hours a week on the phone digging up new work for down the line- and that's not every week. Perhaps a half day knocking on doors each month. Admin, accounts, email marketing and so forth are pretty well automated. Man! I miss the old days of just being able to sell all the time, but then I have not been able to find (or trust) someone to do what I can do technically. Quality, quality, quality > reputation > referrals... ya know?

            Liked your one-liner intro to the sales call at the top of the page BTW
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            • Profile picture of the author ewenmack
              Originally Posted by WebProphet View Post

              Thanks Ewen, Sounds like the reverse of my business. Design, development, publishing, etc., is about 90% of what we do. I get to spend about 3 hours a week on the phone digging up new work for down the line- and that's not every week. Perhaps a half day knocking on doors each month. Admin, accounts, email marketing and so forth are pretty well automated. Man! I miss the old days of just being able to sell all the time, but then I have not been able to find (or trust) someone to do what I can do technically. Quality, quality, quality > reputation > referrals... ya know?

              Liked your one-liner intro to the sales call at the top of the page BTW
              I paid $62,000 to buy out this business.

              The structure was well set up for growth, and very little time needed to
              service the clients as it is a physical product.
              The invoicing using invoicetogo was set up with a new iphone.

              I even employed a Philipino girl to do the invoicing but I could whip one out the same time as it took to email her the instructions...so I do it now.

              I've built and sold other businesses from scratch and I know the time suck
              some business models require.

              Best,
              Ewen
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        • Profile picture of the author Michael Bucker
          Originally Posted by WebProphet View Post

          Please help me to understand the mix of people we have here. Is everyone dedicated full-time to the sales process or are there others like me who have to wear a whole bunch of hats, and sales is only one small element of what they do?

          Appreciation in advance.
          I am a sales trainer full time. I am either in a place of bussiness on a monthly basis as is the case tomorrow or I am doing a seminar. I am about to help create a business soon in partnering with john working the bower formula pitching then training other as well. Which is one of the aspect most sales trainers are missing. They train now but haven't sold in years. When working with my clients and training their sales staff I will sell also. Most trainers won't because of fear of failure and blowing a contract or credibility if they miss a sale.
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          • Profile picture of the author kenmichaels
            Originally Posted by Michael Bucker View Post

            when working with my clients and training their sales staff I will sell also. Most trainers won't because of fear of failure and blowing a contract or credibility
            MAJOR, MAJOR , PROPS to you Brotha !!!!

            You seriously just earned some respect from me.

            especially if you follow through.
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          • Profile picture of the author iamchrisgreen
            Originally Posted by Michael Bucker View Post

            I am a sales trainer full time. I am either in a place of bussiness on a monthly basis as is the case tomorrow or I am doing a seminar. I am about to help create a business soon in partnering with john working the bower formula pitching then training other as well. Which is one of the aspect most sales trainers are missing. They train now but haven't sold in years. When working with my clients and training their sales staff I will sell also. Most trainers won't because of fear of failure and blowing a contract or credibility if they miss a sale.
            Michael. Have you ever heard of Sandler Training?
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          • Profile picture of the author iamchrisgreen
            Originally Posted by Michael Bucker View Post

            I am a sales trainer full time. I am either in a place of bussiness on a monthly basis as is the case tomorrow or I am doing a seminar. I am about to help create a business soon in partnering with john working the bower formula pitching then training other as well. Which is one of the aspect most sales trainers are missing. They train now but haven't sold in years. When working with my clients and training their sales staff I will sell also. Most trainers won't because of fear of failure and blowing a contract or credibility if they miss a sale.
            Michael. Have you ever heard of Sandler Training?
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            • Profile picture of the author Michael Bucker
              Originally Posted by kenmichaels View Post

              MAJOR, MAJOR , PROPS to you Brotha !!!!

              You seriously just earned some respect from me.

              especially if you follow through.

              At the end of the training day I will sell for a few hours. I will do any stage of selling from the greeting to closing. I often start the sale get the customer to a certain point then turn them over to a salesman. I do this to show the salesmen my techniques work. I do it in front of them so they will see if working with "their" customers.

              I also at times come in at the end and help close a deal. There are a few trainers that will do this also that I know of. For the most part some of the biggest names in training will not.

              Originally Posted by iamchrisgreen View Post

              Michael. Have you ever heard of Sandler Training?

              I know they pride themselves in innovative training. I do not know how involved it truly gets with them to make any conclusions. I have ran into many other companies that claim they are have new ways of looking at things and are far from it. I hope Sandler is different. I welcome all trainers who honestly help their clients with real results. I do not see them as competition as some do. There are plenty of clients to go around. I have also helped other trainers close deals when I believe in what they are teaching.

              PS. Chris I have a guy in England that is wanting to pitch a workshop for me but I am unsure of his actual sales ability at this time. If you know of anyone who may want a high commission on selling workshop/seminar tickets let me know in a PM. I have a few interests overseas in a few countries but am looking for those not afraid to pitch.
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      • Profile picture of the author kenmichaels
        Originally Posted by iamchrisgreen View Post


        That's why I'd rather be blatantly honest at the start and throw them off a little.
        "blatantly honest" works waaaay better then a lot of people think.

        Also, the simple truth of the matter, is, it really doesn't matter what you say ...

        .... success is all in how you say it.
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      • Profile picture of the author AdwordsMogul
        Originally Posted by iamchrisgreen View Post


        ...
        In the UK we have some real skepticism to deal with.

        ...
        There is scepticism everywhere. If I'm correct your script has worked for you and that's good.

        Whilst I'm not an expert on cold calling, (but I have done door to door) I will say this:

        - You script seems to talk an "underling" about stuff that's not their business. Even if they agree they have no decision making power.

        - As someone said, the lines about hating cold calls are redundant - they reek of lack of confidence.

        You're not being blatantly honest.

        Blatantly honest is "I Mary, Ewen here. Calling to see if I can get a better deal on x for you people. Who should I be talking to there about it please?"

        How do you know they hate cold calls? How do you know if cold calls make the secretary appear she's busy? Maybe she enjoys rejecting people.

        These scenarios are in my head of course, just as yours are - you don't know what the other person is thinking.

        And the secretary doesn't care if the business flashes money down the toilet... all she cares about is her pay check.
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        • Profile picture of the author sandalwood
          Adwords Mogul,

          Your last line reads,

          "And the secretary doesn't care if the business flashes money down the toilet... all she cares about is her pay check."

          Unfortunately this is too true. It seems these folks are never told they are the entry point to the business and a very important entry point. Their paycheck actually depends on the owner's ability to create paying business where ever it originates. W/o it, no paycheck.

          I know I won't change the world's view point of phone answerers/gatekeepers but maybe the sales person calling can do that w/some kind words.

          Just a thought...

          Tom
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        • Profile picture of the author Michael Bucker
          Originally Posted by AdwordsMogul View Post

          There is scepticism everywhere. If I'm correct your script has worked for you and that's good.

          Whilst I'm not an expert on cold calling, (but I have done door to door) I will say this:

          - You script seems to talk an "underling" about stuff that's not their business. Even if they agree they have no decision making power.

          - As someone said, the lines about hating cold calls are redundant - they reek of lack of confidence.

          You're not being blatantly honest.

          Blatantly honest is "I Mary, Ewen here. Calling to see if I can get a better deal on x for you people. Who should I be talking to there about it please?"

          How do you know they hate cold calls? How do you know if cold calls make the secretary appear she's busy? Maybe she enjoys rejecting people.

          These scenarios are in my head of course, just as yours are - you don't know what the other person is thinking.

          And the secretary doesn't care if the business flashes money down the toilet... all she cares about is her pay check.
          Let me understand correctly fellow warrior, you spent your post making the point that you cannot know what another is thinking, only to tell us what the secretary is thinking in your last sentence. Unless I am missing something you contradicted yourself.

          I see what you are saying to an extent. However as a blanket statement it is not accurate. The law of averages tells us people indeed to tend to think a certain way, this is why we have techniques that work on closing people, and it is always why advertising works etc. You cannot know what a person is thinking every single time.
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          • Profile picture of the author AdwordsMogul
            Originally Posted by Michael Bucker View Post

            Let me understand correctly fellow warrior, you spent your post making the point that you cannot know what another is thinking, only to tell us what the secretary is thinking in your last sentence. Unless I am missing something you contradicted yourself.
            I'm not saying what she is thinking. I don't know what she is thinking.

            What I'm saying is she doesn't care. If she cared, she wouldn't be a secretary. She would be the boss.
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            • Profile picture of the author ZHammer
              Originally Posted by AdwordsMogul View Post

              I'm not saying what she is thinking. I don't know what she is thinking.

              What I'm saying is she doesn't care. If she cared, she wouldn't be a secretary. She would be the boss.
              Saying whether or not she cares is saying what she's thinking.

              And either way, you're wrong with a blanket statement like that. I know from experience - I've worked with "underlings" (which is kind of a condescending word choice btw) who surprisingly cared about a company that didn't much care about them.

              If you want to remove the foot from your mouth, might be worth picking which paradigm you are going to operate under. "You can't know what they're thinking" or "You can play the averages and have a decent idea of what most are thinking" - because you dismiss the idea with one breath and use the same idea with the next. Just sayin'

              In regards to the OP, I love the idea. I do agree with other posters that it probably wouldn't be a great fit for anyone who doesn't make the decision though - have you thought about how it would work in a situation like that? Using the same ideas, but gearing the message toward the first point of contact?
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            • Profile picture of the author Michael Bucker
              Originally Posted by AdwordsMogul View Post

              I'm not saying what she is thinking. I don't know what she is thinking.

              What I'm saying is she doesn't care. If she cared, she wouldn't be a secretary. She would be the boss.
              She doesn't care or she would be the boss? Really? You have some good posts warrior I have read some good ones by you. Yet your lack of understanding here is evident. You are bigger than that warrior, you know you are. Assuming you know if a person cares or not is as assumpitve if not more so than assmuing you know what they think especially when it comes to females . You have some great posts but in this case your wrong which is ok we all are at times. I know I am. It doesn't take away from the knowledge we do have in the other areas we can give wisdom in.

              I am going to step aside from that issue and get back to the main thread. It works. I have done it several times and train other to do so. I have more than ample proof in that i keep records of surveys of my classes as well as references of those who have increased sales and in some cases doubled sales. Both vidoe and written testimonials etc. I came to the forum to help people with proven methods I have tested numerous times over the years as well as my clients. I do not state mere theories unless I note that is what I am doing.

              Forgive my typos my friends I am on my phone being driven to a meeting.
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        • Profile picture of the author iamchrisgreen
          Originally Posted by AdwordsMogul View Post

          Blatantly honest is "I Mary, Ewen here. Calling to see if I can get a better deal on x for you people. Who should I be talking to there about it please?"
          Please tell me how many calls you have made like this that have worked.

          I'm open minded, but from experience, most people say "oh, we have X covered thanks".

          ALSO

          How do you know you can give them a better price?

          They may need to spend more?
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          • Profile picture of the author AdwordsMogul
            Originally Posted by iamchrisgreen View Post

            Please tell me how many calls you have made like this that have worked.

            I'm open minded, but from experience, most people say "oh, we have X covered thanks".

            ALSO

            How do you know you can give them a better price?

            They may need to spend more?
            I can tell you this:

            The first time I made a door-2-door sale I said "Hello, my name is Jean Paul. I work for____ and we have software that makes it easier to manage your sales and frees up a lot of time." They were interested.

            When I met my last long-term girlfriend I said "Wow, I find the way you walk really attractive. What's your name?" She was interested.

            I'll tell you this. I'm a predator. If someone comes at me with stuff like yours all I'm thinking is "Hmm... ok so he trapped himself, skinned himself, cooked himself, and then hopped onto a plate. So... do we use him or shall we move on with our lives?"
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          • Profile picture of the author AdwordsMogul
            Originally Posted by iamchrisgreen View Post


            ...

            How do you know you can give them a better price?

            They may need to spend more?
            Research. But the thing is, when I cold call it's usually because I want to make a deal. I don't try to get a client.

            And then I'm calling a particular company, for a particular reason. So it's kind of different.

            I did some door to door just recently, but it was partly because I wanted to see how people reacted to a pitch first hand. That way it was easier for me to get the sales copy right.

            I'm not a fan of cold calling as I said, I'm far from an expert.

            But this is not about calling - it's more about your attitude. It's hard to believe one can ENJOY what they do when they say the kind of staff that's in your script.

            Many of us have been in the game too long for that kind of stuff.

            It seems like you're keener of getting validation about your script that improving your results. Even if it makes you money, ah well...

            I'm gonna let it go. Everyone has a different way of doing things and you have the right to yours.
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            • Profile picture of the author iamchrisgreen
              Originally Posted by AdwordsMogul View Post

              But this is not about calling - it's more about your attitude. It's hard to believe one can ENJOY what they do when they say the kind of staff that's in your script.

              Many of us have been in the game too long for that kind of stuff.

              It seems like you're keener of getting validation about your script that improving your results. Even if it makes you money, ah well...

              I'm gonna let it go. Everyone has a different way of doing things and you have the right to yours.
              This wasn't really a topic for debate. It was just a simple 'try this out' for people that wanted to try something different.

              If i'm honest, after the first two years of doing this I have rarely done any cold calling because I have an excellent referral system and have been doing this locally and we keep clients for a long time now.

              I've sold over 6 figures every year for the past 6 years (which I know isn't big in some people's eyes), so i'm not new to the game.

              But I am trying to double the business this year and I know it will involve some calling.

              Sorry if i've come across a bit harsh, I just know that the "I can do you a better deal" always sound arrogant and a bit "so what?" from my experience.

              So maybe I should just give it another try, i'm happy to do that.

              As John has pointed out though a billion times, it's all about getting off your ass and getting the calls done. I really struggle with this if i'm honest, but I am convinced it's what's gonna get me to the next level.
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              • Profile picture of the author massiveray
                I used the script personally around 100 times this week (98 to be exact).

                Results:
                1 SEO sale
                2 web design sales
                6 appointments for various things

                Either got through to the decision maker or the decision maker answered on 86 calls.

                That's far ahead of my average because I am a horrific cold caller, and this is good enough that I have handed it to one of my sales guys to play with and develop.

                Gets a thumbs up from me, I didn't read all the jargon in this thread I just wanted to report the results I had using it.

                Originally Posted by iamchrisgreen View Post

                This wasn't really a topic for debate. It was just a simple 'try this out' for people that wanted to try something different.

                If i'm honest, after the first two years of doing this I have rarely done any cold calling because I have an excellent referral system and have been doing this locally and we keep clients for a long time now.

                I've sold over 6 figures every year for the past 6 years (which I know isn't big in some people's eyes), so i'm not new to the game.

                But I am trying to double the business this year and I know it will involve some calling.

                Sorry if i've come across a bit harsh, I just know that the "I can do you a better deal" always sound arrogant and a bit "so what?" from my experience.

                So maybe I should just give it another try, i'm happy to do that.

                As John has pointed out though a billion times, it's all about getting off your ass and getting the calls done. I really struggle with this if i'm honest, but I am convinced it's what's gonna get me to the next level.
                Signature

                Join my private strategy group on Facebook or find out how I made £2000 recurring in 2 weeks.

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          • Profile picture of the author ewenmack
            Originally Posted by iamchrisgreen View Post

            Please tell me how many calls you have made like this that have worked.

            I'm open minded, but from experience, most people say "oh, we have X covered thanks".

            ALSO

            How do you know you can give them a better price?

            They may need to spend more?
            Chris, I'm not saying I can.

            The key phrase is "if I can".

            You are saying price, I'm saying a "better deal".

            Little changes, big difference.

            Best,
            Ewen
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  • Profile picture of the author mojo1
    lots of golden nuggets from most of the heavies on the forum. definitely a keeper.
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  • Profile picture of the author John Durham
    Most people dont like cold calls because they are looking for the line that was designed to insult their intelligence.

    Be straight up and you will separate yourself and be appreciated. They know you arent calling for your health.
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  • Profile picture of the author newbizideas312
    It's too weak, if you have something of value you shouldn't ask people for their time.

    Use the classic A.I.D.A approach. Attention Interest Decision Action

    Example. I have can get you as many leads as you want. I even have a program where there is $0 upfront, to help you get some leads and make money before buying.

    Would you like to meet up to talk about it?

    Just and example..
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