220 Cold Calls, 95 Live Contacts, 2 Full Pitches...

35 replies
Ok, here we go...

So, I've been working on other projects while my pipeline has been drying up, and every now & thenmaking short bursts of cold calling from time to time ... UNTIL NOW!

Now, I'm going ALL OUT! ... ( I have a $xx,xxx goal I am FIXED ON earning this month!!! Cold calling, email, networking, whatever!!!)

Today, so far (its about 2:30p), I got started at 10am and I've been calling since...

Here's my breakdown:

Calls: 220
**Live Contacts: 95
Full Pitches: 2
Phone Appt: 1
Sales: 0 (so far, hoping to get one before end of the day)
Niche: Plumbers
Dialer: Phoneburner
Product/Service Offer: (Mobile) Website + SEO

**Most of the live calls have either been answering services, dispatchers, or another secretary (usually a relative).

Besides that, the rest of my live calls that HAVE been answered by owners (I believe about 12 of them), have not been interested. Either because they focus on big apartments only, or certain types of industrial/commercial jobs or hotels etc...

The ones that were residential service oriented, had either "no budget for advertising", "already too busy", or just not interested.

Oh one more thing: I'm calling big cities and running into a lot of the "big plumbing guys" ( the ones on TV).

Anyway, so, I thought I should check things out with the Real "Cold-Blood-Closers" to see where I'm doing it all "wrong"

Here's my pitch (dunno know exactly how I came up with it, but, so far people have been pleasant - even if they're not "biting"...yet)

Intro Pitch: Hi, my name is (first name) with (company name). I work with plumbers to help get more customers & more plumbing jobs. I recently helped (plumber name) grow from 2 to 3 jobs per week to where now he's doing 5 to 8 new jobs per week. That's almost having one new customer per day...

Before I go any further, is this a good time to discuss how we could also help grow your plumbing business?

That's my intro...before I go into my full pitch.

And so far, I've only done 2 full pitches, so far, its just been dispatchers taking messages and the "not interested" before or at the end of my intro.

So, where have I got it all "wrong"?

Thanks in advance!

P.S. - There are 3 specific people that I would REALLY, REALLY love to hear from ... one of them is live right now
#220 #calls #cold #contacts #full #live #pitches
  • Profile picture of the author Jason Kanigan
    Half the people won't answer the phone.

    Half the people who do can't actually talk right now (bad time).

    Your numbers are pretty normal.

    Be in it for the long haul. Maybe you'll make a sale today, but being desperate for it won't help. Get the names of decision makers and high probability times you can call them back. Calendar the calls and make 'em.

    I can't make it any simpler.
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    • Profile picture of the author JohnnyBattles
      Drop the line where you ask them if this is a good time to talk. Keep your sentences short so you keep they're attention. If they dont have time they'll let you know.

      I like your monthly goal but did you set a daily goal?
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      • Profile picture of the author Zeal4Life
        Yes, my goal this morning was to make 200 calls and get at least 1 sale from them, but at 235 now, no sale yet

        So you think I should drop the "time permission" and just go right into it ... without giving them "breathing room" or time for even a little "go ahead" feedback?

        Originally Posted by JohnnyBattles View Post

        Drop the line where you ask them if this is a good time to talk. Keep your sentences short so you keep they're attention. If they dont have time they'll let you know.

        I like your monthly goal but did you set a daily goal?
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        • Profile picture of the author JohnnyBattles
          Keep it up, you seem to be highly motivated and are on verge of a break through. Remember cold calling is a skill you develop and is trial by fire. You don't need their permission because if they were busy they wouldn't have answered in the first place. What you will learn is that its a balance between confidence and call control. You're the expert and you're driving the car. The moment you ask if this is a good time you're handing control off to them.
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      • Profile picture of the author SydMichael
        Originally Posted by JohnnyBattles View Post

        Drop the line where you ask them if this is a good time to talk. Keep your sentences short so you keep they're attention. If they dont have time they'll let you know.

        I like your monthly goal but did you set a daily goal?
        I LIKE THIS GUY!!
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        "The Real Deal"

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    • Profile picture of the author Zeal4Life
      Thanks for the feedback Jason

      Actually, right in the middle of leaving a message with the dispatcher, I ask for name and email of decision maker, and so far, I've gotten about 10 names and emails.

      As far as tone, for the most part, I've always been told I sound pleasant. Oh by the way, I usually go through the whole "how you doin? blah..." before I start my intro pitch (just to warm 'em up) ... Should I drop the warm up or not! Most times, I do that with the dispatcher/relative ... or since its a male dominated industry (no pun intended), I usually do the warm up with the ladies.

      Any (other) feedback on my intro pitch would be VERY MUCH APPRECIATED
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  • Profile picture of the author mikefrommaine
    I would offer them something for free. Perhaps you can offer them a free consultation or social marketing package.
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    • Profile picture of the author hellboy99
      Originally Posted by mikejmu View Post

      I would offer them something for free. Perhaps you can offer them a free consultation or social marketing package.
      Agreed. Free stuff always catches ears. Maybe you should offer the web design for free and then later on pitch that you have to SEO with you to get it free. Seeing as though their getting something free, alot of people say yes.
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      • Profile picture of the author Zeal4Life
        Today, I hit the phones again...

        Here's my breakdown:

        Calls: 149
        **Live Contacts: 118
        Full Pitches: 3
        Phone Appt: 1
        Sales: 0 (I had an attorney ask me to point him SPECIFICALLY to an attorney site I had ranked...)
        Niche: Attorneys
        Emails Address Captured (when not able to speak to attorney): 30

        For whatever reason, most attorneys were "in court, with other clients, or just not available"

        So when they were not available, I got their direct email address from the secretary - most were different from what was on their website (more specific to the attorney).

        So I'm sending emails.

        But those are the stats for today... I switched from Plumbers, just to get a "feel" for attorneys today.

        Still going for 1,000 calls by Monday evening! Will call plumbers tomorrow.
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        • Profile picture of the author Rearden
          How did you handle the attorney's "specific" objection? And how did he retort?

          Keep up the good work.

          Originally Posted by Zeal4Life View Post

          Today, I hit the phones again...

          Here's my breakdown:

          Calls: 149
          **Live Contacts: 118
          Full Pitches: 3
          Phone Appt: 1
          Sales: 0 (I had an attorney ask me to point him SPECIFICALLY to an attorney site I had ranked...)
          Niche: Attorneys
          Emails Address Captured (when not able to speak to attorney): 30

          For whatever reason, most attorneys were "in court, with other clients, or just not available"

          So when they were not available, I got their direct email address from the secretary - most were different from what was on their website (more specific to the attorney).

          So I'm sending emails.

          But those are the stats for today... I switched from Plumbers, just to get a "feel" for attorneys today.

          Still going for 1,000 calls by Monday evening! Will call plumbers tomorrow.
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          David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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          • Profile picture of the author Jon Martin
            Originally Posted by Rearden View Post

            How did you handle the attorney's "specific" objection? And how did he retort?
            I'm interested in hearing this too. I would probably freeze up if that happened to me LOL.

            It seems like you're honestly on the right track. It seems like you're in a similar position to me (just starting out, testing the waters for your niches, etc) and the amount of appointments you've been getting in comparison to the amount of live connects is pretty good! Keep at it.
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            "Be the hero of your own movie."
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            • Profile picture of the author Zeal4Life
              Thanks for the encouraging words

              Ok, here's what happened with the attorney.

              First reaction? FREEZE!

              Especially when he said: "I'm sitting in front of my computer and I just pulled up google - how about pointing me specifically to an attorney site you've worked on... what's the keyword"

              My response: Hmmm, seems like you're really familiar with this ... Do you handle the marketing of your firm yourself? (Trying to buy myself time FAST on what to do next!!!!)

              Attorney: I'm somewhat familiar ... show me what you got.

              Me: Well, tell me: do you want to see a site we've built or site we've ranked which one? (Still thinking)

              Attorney: Either one

              Me: Type in (Click ... Line hangs up) ... lol!

              Dang! What tha??? ... Then I started laughing, thought about "all sorts of stuff" I could've done and made claims ... but, whatever!!!

              NEXT!!!

              That was it... Live to fight another day!

              Originally Posted by Alanis Morissette View Post

              I'm interested in hearing this too. I would probably freeze up if that happened to me LOL.

              It seems like you're honestly on the right track. It seems like you're in a similar position to me (just starting out, testing the waters for your niches, etc) and the amount of appointments you've been getting in comparison to the amount of live connects is pretty good! Keep at it.
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              • Profile picture of the author Zeal4Life
                As far as hiring someone else to do the telesales ... I'm thinking about it, but I'll feel more comfortable being able to "Show 'n Tell" and PROOF to my trainee that I'm not asking them to do what I can't do myself.

                Besides, if they can't close, then I have to jump in on a TO to wrap the deal, so I have to know my stuff.

                Thanks for the feedback
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  • Profile picture of the author PeacefulCalamity
    I'm actually planning to get start up on cold calling to offer mobile websites next week. I've had some success with cold calling for regular websites. This is great to look at, keep going! Keep us posted on any results you have.

    P.S. I like your intro, but I would reverse a bit in your position. It's always a good rule to ask them if it's a bad time to speak before you go on telling them how you help businesses get more customers.

    That way, if they're having a bad time seconds prior to talking to you, they'll likely associate you with that bad time. And yes, credit to Jason Kanigan for that tip.
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    • Profile picture of the author Zeal4Life
      Thanks for the feedback - will try out reversing it!

      Originally Posted by PeacefulCalamity View Post

      I'm actually planning to get start up on cold calling to offer mobile websites next week. I've had some success with cold calling for regular websites. This is great to look at, keep going! Keep us posted on any results you have.

      P.S. I like your intro, but I would reverse a bit in your position. It's always a good rule to ask them if it's a bad time to speak before you go on telling them how you help businesses get more customers.

      That way, if they're having a bad time seconds prior to talking to you, they'll likely associate you with that bad time. And yes, credit to Jason Kanigan for that tip.
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  • Profile picture of the author Rearden
    ZEAL -- good job growing a pair. Feels good, right?

    Before I would go totally analytical, I would try to complete at least 1000 calls first.

    You really have a small sample size to make any conclusive opinions.

    Are you dialing one line at a time or multiple lines?

    Regardless, you're doing GREAT -- it's all about increasing your prospecting volume so your numbers will work better. Keep it up and keep us informed!
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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    • Profile picture of the author Zeal4Life
      Y'know, at some point I thought about switching niches... but (gotta a live call)...

      ok, i'm back...

      Yea, so I was thinking about switching niches, but something tells me to finish the day in this niche before making any "drastic" changes!

      Ok, I should do 1,000 no later than Monday next week ... MAX!

      Will post up feedback..Thanks!
      Originally Posted by Rearden View Post

      ZEAL -- good job growing a pair. Feels good, right?

      Before I would go totally analytical, I would try to complete at least 1000 calls first.

      You really have a small sample size to make any conclusive opinions.

      Are you dialing one line at a time or multiple lines?

      Regardless, you're doing GREAT -- it's all about increasing your prospecting volume so your numbers will work better. Keep it up and keep us informed!
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  • Profile picture of the author maxrezn
    Create a pitch that addresses your prospects internal dialogue. I highly doubt that your prospect will think "Who has this guy helped make more money?" immediately when picking up the phone.

    Try to qualify him....find out if he's in need of your services. I like this approach:

    " Hi, I found your website in the yellow pages and had a question. *Pause* I'm a web designer here in *city*, and I honestly think that you're leaving a lot of money on the table because *reason what's wrong with his site*. I'm not sure if you could accomodate any more new customers...but I'd be open to discussing this with you."
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    • Profile picture of the author Zeal4Life
      Thanks for the feedback! Hmm.... I like this angle, I'll definitely try it tomorrow and I'll be sure to share feedback. I think I see where you're going with this...

      Thanks again!
      Originally Posted by maxrezn View Post

      Create a pitch that addresses your prospects internal dialogue. I highly doubt that your prospect will think "Who has this guy helped make more money?" immediately when picking up the phone.

      Try to qualify him....find out if he's in need of your services. I like this approach:

      " Hi, I found your website in the yellow pages and had a question. *Pause* I'm a web designer here in *city*, and I honestly think that you're leaving a lot of money on the table because *reason what's wrong with his site*. I'm not sure if you could accomodate any more new customers...but I'd be open to discussing this with you."
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  • Profile picture of the author cash89
    I've been using Jason K's unsure open to make sure I have the right person on the line.

    For you "I'm really not sure who I should be talking to. My name is Zeal and I work with plumbers to get them new clients, who would I talk to about that?"

    From there you will be sure you have the decision maker. Give them another little hint about what you do and then lead then into to qualifying questioning.
    "Hi (insert name), I work with plumbers to get new clients that they have been missing out on. I've found in working with other plumbers that they are missing out on at least one new client a day that they didn't know about"

    "I just wanted to ask you a few questions to see if what I do is right for you."

    From there you go into to questioning. The point of the questioning is to make them realize they need you by exposing their pain & weaknesses.
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    • Profile picture of the author Zeal4Life
      I think I may have mentioned this earlier... all the same, here's what I do:
      When I hear a gal on the line (primarily because its a male dominated industry - no pun intended), I usually go something along the lines of:

      Hi, my name is (name) and I work with plumbers to get them new customers and new plumbing jobs. Would you be the person I need to talk to about growing your plumbing business (or I insert name of the business)?

      They usually say No... But when the real person comes online, then I go into intro pitch (already mentioned).

      All the same, thanks for your feedback!

      Originally Posted by cash89 View Post

      I've been using Jason K's unsure open to make sure I have the right person on the line.

      For you "I'm really not sure who I should be talking to. My name is Zeal and I work with plumbers to get them new clients, who would I talk to about that?"

      From there you will be sure you have the decision maker. Give them another little hint about what you do and then lead then into to qualifying questioning.
      "Hi (insert name), I work with plumbers to get new clients that they have been missing out on. I've found in working with other plumbers that they are missing out on at least one new client a day that they didn't know about"

      "I just wanted to ask you a few questions to see if what I do is right for you."

      From there you go into to questioning. The point of the questioning is to make them realize they need you by exposing their pain & weaknesses.
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      • Profile picture of the author Zeal4Life
        Stopped for today at 5pm. I have a meeting I have to run to, but I need to send out some emails before leaving.

        Here are stats for today:

        **Calls: 301
        Sales: 0
        Appts: 3
        **Live Connects: 111

        **I took a 30 minute break. But when I came back to start calling again, most people I called said that I'd already called them. Dunno what happened to my dialer, I had resumed calling, but not sure if it started all over again.

        Anyway, its been a good day guys and I appreciate all the feedback. I going for a sale tomorrow! Definitely will do 300+ calls tomorrow.

        Someone had asked how many lines I'm using... As far as I know, Phoneburner uses single thread connection (one line).

        Thanks again for all the input! Chat tomorrow
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  • Profile picture of the author maxrezn
    Some general tips that should help you out:
    - Before each cold call...close your eyes and imagine that a distant family member passed away and left you $1.3 million. You're picking up the check in about an hour...but you just have to make these calls first. You could care less if anyone buys your product. Your physiology will change...you'll be more calm...well spoken..and less needy.

    - Go for appointments if at all possible.
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  • Profile picture of the author PeacefulCalamity
    1 appt for every 100 calls sounds good. 3 appointments on your first day is great. Close em and you're good to go!

    How come you're not getting too many live connects? Are they disconnected numbers from the yellow pages or something?

    Anyway, good effort. Calling for as long as you did ain't the easiest thing to do. But look at your reward.
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    The very existence of flame-throwers proves that some time, somewhere, someone said to themselves, "you know, I want to set those people over there on fire, but I'm just not close enough to get the job done."

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  • Profile picture of the author Mav91890
    Is your main goal selling seo?
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    “The only thing standing between you and your goal is the bullshit story you keep telling yourself as to why you can't achieve it.” ― Jordan Belfort

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  • Profile picture of the author Rearden
    I would say, "So Mr. Attorney, what you're saying is, if I can PROVE to you via REAL LIVE EXAMPLES, that I can get RESULTS that achieve a MEASURABLE increase in web-based lead generation, you would want to do business or that you're not interested?"

    If you can get him to say yes, perfect! Explain to him how you can do just that and prove it with results from other clients, and why it doesn't matter whether it's attorneys or plumbers, as SEO is SEO, regardless of the niche. Then quickly try to get him to opt-out if he's really just a tire-kicker and not serious.
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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  • Profile picture of the author zoro
    Sometimes it's just more cost affective to hire a telesales person.
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    • Profile picture of the author PeacefulCalamity
      Originally Posted by zoro View Post

      Sometimes it's just more cost affective to hire a telesales person.
      Not necessarily. A person has to test the waters and see what works for selling their product vs what doesn't, before they blow money and experiment with a hired telemarketer.
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      The very existence of flame-throwers proves that some time, somewhere, someone said to themselves, "you know, I want to set those people over there on fire, but I'm just not close enough to get the job done."

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      • Profile picture of the author zoro
        Originally Posted by PeacefulCalamity View Post

        Not necessarily. A person has to test the waters and see what works for selling their product vs what doesn't, before they blow money and experiment with a hired telemarketer.
        Yes, I agree you should always test the waters first but there's an old saying: "The fisherman that catches the most fish is the one using two hooks".
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    • Profile picture of the author kvnkane
      Originally Posted by zoro View Post

      Sometimes it's just more cost affective to hire a telesales person.
      im sorry but, the guy has made something like 5 appointments, if he closes 2 of those then he will make alot of cash for two days.
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  • Profile picture of the author Mav91890
    Lol Zeal that is hilarious. I'm sure of wouldn't have expected that as well. Once you dominate the niche, people like that won't be a problem anymore.
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    “The only thing standing between you and your goal is the bullshit story you keep telling yourself as to why you can't achieve it.” ― Jordan Belfort

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  • Profile picture of the author Rearden
    Awww... Couldn't you show him any other non-attorney examples?
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    David Duford -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
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