My EXACT script i use for Cold Calling

57 replies
Hello fellow Warriors.

It's been more than 2 years now that i 've been a member of the Warrior Forum. I feel that i've gained more than A LOT from this forum and it's members. I have learned priceless information that has helped build my online business. I am not a millionaire yet but i have taken the highway to reach there

It's time to share with you my exact script i use to cold call.
I have made thousands of cold calls and have gained clients starting from 150$ to nearly 20000$(so far).

You shouldn't be afraid of cold calling. If you use this script, i am sure that it will help you get some clients and get over the fear you feel every time you pick up the phone.

I could easily sell this as a WSO or have an optin to let you have it.I won't do it though. I have paid hundreds of dollars in buying WSO's but i have also gained as i said before priceless information for free. So, this is my FREE gift to you, as a way to say THANK YOU for this 2 years we have been together.

So, let's begin.


Before making the call, take a while and visualize your call. Try to visualize the end result.

The end result is NOT making a SALE! The end result is to CLOSE AN APPOINTMENT!

People love to buy but hate being sold. Keep that in mind. Your goal is to make them close an appointment with your IM firm.

The exact script goes like this...


Dimitris Skiadas : "Good morning to you. My name is Dimitris Skiadas and i am an Internet Marketing consultant at My IM Firm, one of the most specialized companies on Internet Marketing in Greece.

May i talk to the business owner, please?"


Now, probably you ll have to pass the Gate Keeper,usually a secretary.. Her job is to see which calls are important in order to give to her boss, the CEO of the company.

She asks :

Gate Keeper : "What is this all about please?"

DS : At first, i would like to say that i am not selling anything here. The reason i have called you specifically today is to arrange an appointment with the business owner to see, if we could be useful with our services to your company. PAUSE

You will hear a lot of answers like "He is not here", " He is at a meeting" "We are NOT interested" etc

NOT a SINGLE problem! Go on to the next company.

If you manage to pass the gatekeeper, you will now talk to the decision maker, the CEO of the business.

Decision Maker Intro

You repeat "Good morning to you. My name is Dimitris Skiadas and i am an Internet Marketing consultant at My IM Firm, one of the most specialized companies on Internet Marketing in Greece."

And then you carry on.

DS : "Is this a good time to talk, in order to explain why i called you specifically today?"

80% of the times, they will answer "Yes" to your question.

"First of all, please tell me your name so we could talk with our names"

DM : "Mr X"

"Nice to meet you Mr X. So, let's get started. In MyFirm we are well known for the reliable and professional sites we build and for the fact that we help businesses like yours to increase their profits through the Internet.. We have already achieved great results with other companies in your field like X, Y, Z"

Now you make the Qualification Question No 1.

DS : "Would you be interested in having more clients using the Internet?" PAUSE

If he/she answers yes to this, you are ready to go the final step, which is closing an appointment.

DS :" The reason i called you today is to arrange an appointment to see if one of our services, could help you increase your Internet profits. Our appointment will last about 20 minutes. How is next Thursday at 3.00pm working for you?"

DM: "This works for me.We ll talk then."

DS:
" Thank you, Have a nice day Mr X"


BOOM! Your goal is achieved.You closed the appointment.

If you count down your statistics, they will be something like this :


70 calls per day ----> 52 DM's ------> 8 DM's Interested ------> 6 appointments -----> 2 cancelled on you -----> 4 actual appointments ------> 1-2 sales

What does the above mean to you? That approximately every 70 calls you make, you have 2 sales! If an average sale of your service is let's say 1000$, every time you pick up the phone, you ARE MAKING MONEY whether you close an appointment or NOT!

2 sales = 2000$. 70 calls per day.

You make approx. 28$ every time you pick up the phone!!!!This is amazing

So, give it a try and you can thank me later!

PS The above numbers are not precise.I am just showing you the possibility here.You may achieve greater or worse results.It is really up to you.

PS 2 I am not a native English speaker, so you might find some phrases a little bit weird. I translated it from Greek to English as good as i could

PS 3 Feel free to change the script at your will.Add or remove something. I am just giving you my way of doing it. It is not necessary that it will work for you too!

Have a great day all of you!

Dimitris
#calling #cold #exact #script
  • Profile picture of the author Kalednet
    Thanks for sharing - I guess anyone can start with this script, and tweak it later to fit his style and personality.

    Have you tried outsourcing your cold calls?
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by Kalednet View Post

      Thanks for sharing - I guess anyone can start with this script, and tweak it later to fit his style and personality.

      Have you tried outsourcing your cold calls?
      Truth is i haven't tried yet outsourcing my calls to another company. I was thinking about training some people to work full time for me,paying them with a steady salary plus commission on every appointment they close or sale(if eventually the sale closes after the appointment).

      I am not sure how well will an outsourcer will perform on cold calling paying him/her 10$/hour and with no commission

      Dimitris
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      • Profile picture of the author TheyCallMeBE
        Nice...

        How many calls are you making a day? I would imagine your closing rate is getting better the more you do it.
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        • Profile picture of the author thelazyone
          Good job !

          Can this be used for others buissness ?
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  • Profile picture of the author chungacreative
    That's really interesting. It goes to show it is so important to track everything you can do.
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    • Profile picture of the author mil0x
      I must admit I'm not a fan of this type of script.. you're not qualifying anywhere.. but hey, this just shows that cold calling will always work if you just put in the effort.

      BTW selling the appointment can be just as hard/easy as actually selling your product/service.. it just depends on how you look at it. You've decided yourself people don't like to be sold on the phone so naturally you're not gonna get any that will..
      As they say; the sale is made in the mind of the salesman.
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      • Profile picture of the author Dimitris Skiadas
        Originally Posted by mil0x View Post

        I must admit I'm not a fan of this type of script.. you're not qualifying anywhere.. but hey, this just shows that cold calling will always work if you just put in the effort.

        BTW selling the appointment can be just as hard/easy as actually selling your product/service.. it just depends on how you look at it. You've decided yourself people don't like to be sold on the phone so naturally you're not gonna get any that will..
        As they say; the sale is made in the mind of the salesman.
        No cold calling script is perfect.This is what works for me.I am not saying that in every appointment i go to, i get a new client.

        Qualifying for me is when i present who i am and what i can do for them and then ask them if they are interested in my company's services.I am really open though to any suggestions.

        Would you think i should add something to make better qualification?

        Dimitris
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  • Profile picture of the author Rearden
    Never pay a TM'er per lead generated.

    A straight hourly plus small bonus is best.
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by TheyCallMeBE View Post

      Nice...

      How many calls are you making a day? I would imagine your closing rate is getting better the more you do it.
      Usually i make 50-70 calls per day.I won't lie to you. When i first started cold calling, i sucked at it. But after thousands of calls, i got better and better. And there's always room for improvement

      Originally Posted by thelazyone View Post

      Good job !

      Can this be used for others buissness ?
      Of course it can. It's really in your hand what to say and how to present your company.

      Originally Posted by chungacreative View Post

      That's really interesting. It goes to show it is so important to track everything you can do.
      Tracking your results makes you become better.True story

      Originally Posted by Rearden View Post

      Never pay a TM'er per lead generated.

      A straight hourly plus small bonus is best.
      Depends on the occasion. I would pay a TM'er per lead only if i trusted him and wanted to keep him motivated in bringing more leads. I surely know that some TMers would try to lie by bringing in fake leads.

      Dimitris
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    • Profile picture of the author Kunle Olomofe
      Originally Posted by Rearden View Post

      Never pay a TM'er per lead generated.

      A straight hourly plus small bonus is best.
      What's your reason for this? This may already have been asked and answered so sorry if I missed it (didn't read thru all the responses yet. But thought ask this before it skipped my mind. Cheers.
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  • Profile picture of the author Rearden
    You'll go broke before you find an honest commission-only TM that works; you really can't blame them because you're incentivizing results at any cost. Most won't have a long-term outlook, either.

    My father sold into Fortune 100 companies and ONLY sold the appointment -- he NEVER sold over the phone (you couldn't with what he was selling -- chemical cleaners to food processing companies).

    He was relentless -- if the DM refused to meet, he'd send him a personal letter thanking him for his time and asking for the appointment again. Then he'd call him again in 30 days.

    Sold his business for multi-millions and retired at 49. Guess selling unqualified appointments work in certain circumstances.
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  • Profile picture of the author Mwind076
    I've said it many times...but here we go again.

    An appointment setter is different than a TM. Anyone that tries to pay someone commission only or "per appointment" has no idea what they are doing. To be short and to the point about it...if you pay me $20-45 per appointment, you will get whatever it is I determine I need for the week to pay my bills, shop, whatever. Whatever it is I decide I want to work for, let's say that's $45 per appointment at 2 per day. You will get that many appointments...there is no guarantee you will sell those appointments (especially with this script that doesn't qualify, but that's another issue). Now, if you pay me my hourly rate with NO bonus/commission, that same $90 will get you 6-9 hours of calls. At the end of the day I will turn into you ALL appointments, ALL warm leads, ALL NI's that are qualified but just hardheaded and don't want to book (that you should follow up with anyways), and you will have numerous opportunities to sell yourself. If I work per appointment or commission...I'm keeping EVERY warm lead, and every lead or email or CB for myself to turn it into that appointment so you will pay me.

    So, there you have it, that's why we work salary/hourly and why as a professional appointment setter, I don't recommend you pay anyone commission or per appointment.
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    • Profile picture of the author kebertt
      Originally Posted by Mwind076 View Post

      I've said it many times...but here we go again.

      An appointment setter is different than a TM. Anyone that tries to pay someone commission only or "per appointment" has no idea what they are doing. To be short and to the point about it...if you pay me $20-45 per appointment, you will get whatever it is I determine I need for the week to pay my bills, shop, whatever. Whatever it is I decide I want to work for, let's say that's $45 per appointment at 2 per day. You will get that many appointments...there is no guarantee you will sell those appointments (especially with this script that doesn't qualify, but that's another issue). Now, if you pay me my hourly rate with NO bonus/commission, that same $90 will get you 6-9 hours of calls. At the end of the day I will turn into you ALL appointments, ALL warm leads, ALL NI's that are qualified but just hardheaded and don't want to book (that you should follow up with anyways), and you will have numerous opportunities to sell yourself. If I work per appointment or commission...I'm keeping EVERY warm lead, and every lead or email or CB for myself to turn it into that appointment so you will pay me.

      So, there you have it, that's why we work salary/hourly and why as a professional appointment setter, I don't recommend you pay anyone commission or per appointment.
      Great point. Of course, on top of that offering an hourly/salary rate + commission will offer an incentive for the appointment setter to work even harder.
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      • Profile picture of the author Mwind076
        Originally Posted by kebertt View Post

        Great point. Of course, on top of that offering an hourly/salary rate + commission will offer an incentive for the appointment setter to work even harder.

        Only if they aren't in it to begin with...which isn't someone I recommend working with. I can't work harder than I already do in the hours you are paying me to work. You get what you get, whether I get commission or not, it doesn't make anyone on the other end of my call say yes any faster or easier.

        We generally don't work commission, because most people that offer it don't do hourly. If they do it's simply a bonus when and if it comes in. Most times it doesn't come in, there's plenty of scammers out there that lie about what they do make commission on. I just prefer to charge what I charge and make that money so I can know what to depend on.
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        • Profile picture of the author John Durham
          Originally Posted by Mwind076 View Post

          Only if they aren't in it to begin with...which isn't someone I recommend working with. I can't work harder than I already do in the hours you are paying me to work. You get what you get, whether I get commission or not, it doesn't make anyone on the other end of my call say yes any faster or easier.

          We generally don't work commission, because most people that offer it don't do hourly. If they do it's simply a bonus when and if it comes in. Most times it doesn't come in, there's plenty of scammers out there that lie about what they do make commission on. I just prefer to charge what I charge and make that money so I can know what to depend on.
          You simply cant run an appointment setting business on commission. It doesnt make sense.

          You can write phone appointments without them and make sales, but they cant get in front of business owners without you, why should you assume the risk?

          I can work on commission all by myself thank you. You need my talent? You gotta invest.

          You know why I dont do Appointment setting Mwind?

          Because its worth more than 45 bucks per hour.

          Its crazy that people balk at that cost per appointment.
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          • Profile picture of the author Mwind076
            Originally Posted by John Durham View Post

            You simply cant run an appointment setting business on commission. It doesnt make sense.

            You can write phone appointments without them and make sales, but they cant get in front of business owners without you, why should you assume the risk?

            I can work on commission all by myself thank you. You need my talent? You gotta invest.

            You know why I dont do Appointment setting Mwind?

            Because its worth more than 45 bucks per hour.

            Its crazy that people balk at that cost per appointment.
            We tell people that constantly. I can't tell you how many people (EVEN ON HERE) have zero desire to pay hourly/salary. I don't even want to discuss how many MORE people balk when you tell them you charge before calling. It's quite amazing to me what people expect to get without investing.

            We charge competitively for what we do...and still have those that don't want to work with us. My stance is that if you don't think my expertise is worth what I'm asking for, then go do it yourself, or go pay someone less and enjoy what you get.

            Try calling ANY call center/telemarketing business and asking them to make 25-40 hours worth of calls and let you pay after the fact. Not happening.

            Shall I touch on the thought that when we are hired, too many people think that we am employed by them? It's late, I'll start a rant if I don't watch it.

            It's heartwarming when you tell someone "sorry, we can't work together" because they refuse to do business the way business should be done...and they get mad and stomp off. It's always fun when they come back weeks later saying "you were right, we got screwed, how do we get started on a contract with you?"
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            • Profile picture of the author John Durham
              Originally Posted by Mwind076 View Post

              We tell people that constantly. I can't tell you how many people (EVEN ON HERE) have zero desire to pay hourly/salary. I don't even want to discuss how many MORE people balk when you tell them you charge before calling. It's quite amazing to me what people expect to get without investing.

              We charge competitively for what we do...and still have those that don't want to work with us. My stance is that if you don't think my expertise is worth what I'm asking for, then go do it yourself, or go pay someone less and enjoy what you get.

              Try calling ANY call center/telemarketing business and asking them to make 25-40 hours worth of calls and let you pay after the fact. Not happening.

              Shall I touch on the thought that when we are hired, too many people think that we am employed by them? It's late, I'll start a rant if I don't watch it.

              It's heartwarming when you tell someone "sorry, we can't work together" because they refuse to do business the way business should be done...and they get mad and stomp off. It's always fun when they come back weeks later saying "you were right, we got screwed, how do we get started on a contract with you?"
              Have you ever considered doing a wso on your offer?

              For instance I have landed a bunch of pitch writing clients doing that... A person like myself doesnt necessarily want to get into a long phone sales presentation or anything, but may wonder if a trial run of your services would be worthwhile. It would be good to see in print (or on a web page I mean) what packages you offer, and just be able to click a paypal button and order small lots of hours here and there, or larger ones, if say a five to ten hour test goes well on a campaign...

              Personally Im getting sick of dealing with work from home telemarketers and either considering getting an offline room going, or hiring someone ,like yourself who does it full time as a professional livelihood....

              Im glad I stumbled onto this thread today. Thats food for thought for me. Mwind , we have disagreed before but services like yours, being consistently "not fly by nite" are valuable.

              Methods may vary, but one champ telemarketer can tell another one, and you are one. I believe you would set some good appointments.
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              • Profile picture of the author Mwind076
                Originally Posted by John Durham View Post

                Have you ever considered doing a wso on your offer?

                For instance I have landed a bunch of pitch writing clients doing that... A person like myself doesnt necessarily want to get into a long phone sales presentation or anything, but may wonder if a trial run of your services would be worthwhile. It would be good to see in print (or on a web page I mean) what packages you offer, and just be able to click a paypal button and order small lots of hours here and there, or larger ones, if say a five to ten hour test goes well on a campaign...

                Personally Im getting sick of dealing with work from home telemarketers and either considering getting an offline room going, or hiring someone ,like yourself who does it full time as a professional livelihood....

                Im glad I stumbled onto this thread today. Thats food for thought for me. Mwind , we have disagreed before but services like yours, being consistently "not fly by nite" are valuable.

                Methods may vary, but one champ telemarketer can tell another one, and you are one. I believe you would set some good appointments.
                You must be psychic...David and I JUST got finished brainstorming WSO/blog info and offering consultations and smaller "snipits" of our genius abilities. I'll be honest, he's the "marketing" part of us, I'm the administrative/hands on. We should talk. Phone number and email is on the FB link in my profile.
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by Mwind076 View Post

      I've said it many times...but here we go again.

      You will get that many appointments...there is no guarantee you will sell those appointments (especially with this script that doesn't qualify, but that's another issue). .
      Of course there is no guarantee that i will sell those appointments.No script is perfect. If we had the perfect script, we would also use the same one, so it wouldn't be perfect.

      This is just my way of thinking.It doesn't mean it is absolutely right, on your or someone else's criteria or that it will do the same for you.

      I would love your addition though to this script, in order to qualify for getting better qualified leads.

      PS This is a very very generic script.It is mainly for those who are afraid of cold calling or for newbies who want a very general guide/script to get them started. I always add(mainly) or remove things from this script, depending to who i am talking to.

      Thanks for your useful posts, i will really consider them since i have little experience in cold calling and try to get better

      Dimitris
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      • Profile picture of the author Mwind076
        Originally Posted by Garage667 View Post

        Of course there is no guarantee that i will sell those appointments.No script is perfect. If we had the perfect script, we would also use the same one, so it wouldn't be perfect.

        This is just my way of thinking.It doesn't mean it is absolutely right, on your or someone else's criteria or that it will do the same for you.

        I would love your addition though to this script, in order to qualify for getting better qualified leads.

        PS This is a very very generic script.It is mainly for those who are afraid of cold calling or for newbies who want a very general guide/script to get them started. I always add(mainly) or remove things from this script, depending to who i am talking to.

        Thanks for your useful posts, i will really consider them since i have little experience in cold calling and try to get better

        Dimitris
        I think both JD and I eluded to the fact that the script is great, but would need tweaking depending on who is calling and who they are calling. I've said it many times, I don't do scripts. Basically, for the first week of a contract I have a small notepad on my computer screen with points or key words, and after that week, I've talked about it so much that I just know it. It's like having a conversation about one of my kids...I don't need a script, it just flows. This allows me to not get stuck, not get scared that I don't know what to say, because it's all in my head. I guess it just comes with years of doing it.

        Not saying scripts aren't necessary for some people or most, but those that truly know and love what they do, usually don't use one.

        So, unless you give me a product or more info I can't "add" to your script here. I could (just like other people) critique it if you put up a whole script, but keep in mind, I'm of the "less is more" crowd and not a fan of scripts.
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  • Profile picture of the author John Durham
    This is the best gosh darn cold calling post I have ever seen on the forum. Im serious, you could make me cry it's so G%D*&MN Beautiful!

    I freakin love this post!

    If people follow the principles in this post they will get appointments easily, and smoothly.

    Yes, you will still hear alot of no's but you move forward with a happy heart to meet people, meaning them no harm, letting them go easily....and you get to the guys who like your easy going demeanor and who say "Yeah Im glad you called John, I was just thinking about this the other day...".

    Ps. They are "there", no need to beat yourself up on the way to discovering them. You can move efficiently and still have an easy going session.

    Originally Posted by Mwind076 View Post

    there is no guarantee you will sell those appointments (especially with this script that doesn't qualify, but that's another issue).
    That being said, I wouldnt use the op's script as an appointment setter for someone elses campaign. I would use it for myself as an individual because I can feel out the person and I know instinctively who I want to go out and meet, or who I have a chance of selling.... I could set a solid appointment for MYSELF with this script because of intuition and "feel"... but if I were appointment setting for another company, I would qualify harder.
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    • Profile picture of the author Mwind076
      Originally Posted by John Durham View Post




      That being said, I wouldnt use the op's script as an appointment setter for someone elses campaign. I would use it for myself as an individual because I can feel out the person and I know instinctively who I want to go out and meet, or who I have a chance of selling.... I could set a solid appointment for MYSELF with this script because of intuition and "feel"... but if I were appointment setting for another company, I would qualify harder.
      I agree, which is why I didn't get into it, I wasn't really in the mood to talk about the script. I was aimed more at the "bonus/commission" deal. The script here is good for just making a general appointment, there's plenty I'd leave out though, and plenty that I'd have to add depending on what client I was calling for. Just depends on who wants what. Some people just want to get in front of anyone, and others know who their client is (which is sometimes annoying because prospective clients don't always know they are your prime candidate and refuse to book). Again, it all depends on who is calling and who they are calling.
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      • Profile picture of the author John Durham
        Originally Posted by Mwind076 View Post

        I agree, which is why I didn't get into it, I wasn't really in the mood to talk about the script. I was aimed more at the "bonus/commission" deal. The script here is good for just making a general appointment, there's plenty I'd leave out though, and plenty that I'd have to add depending on what client I was calling for. Just depends on who wants what. Some people just want to get in front of anyone, and others know who their client is (which is sometimes annoying because prospective clients don't always know they are your prime candidate and refuse to book). Again, it all depends on who is calling and who they are calling.
        Yeah I noted the commission thing too but edited while you were typing this.
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  • Profile picture of the author John Durham
    Well you arent spamming cuz I asked.

    I mean seriously, if appointments and salesman are even mediocre, 1 out of 4 will close.

    If you get a client worth four or five grand per year out of $200 worth of appointments or $250, then its wayyy worth it buying more.

    If your salesman cant close one out of five SUCKY appointments even, that arent no shows, then you have bigger problems than an appointment setter.
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    • Profile picture of the author kenmichaels
      @ Mwind076

      Do you know how to pre qualify? ... i mean REALLY pre qualify...

      and do you have the capability for LIVE transfers ?
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      • Profile picture of the author Mwind076
        Originally Posted by kenmichaels View Post

        @ Mwind076

        Do you know how to pre qualify? ... i mean REALLY pre qualify...

        and do you have that capability for LIVE transfers ?
        I don't know that you know what you're asking. However, I will attempt to answer it. Yes, we know how to qualify to whatever extent our clients ask us to.

        No, we do not do live transfers as my job is appointment setting. Which means, I call, get the DM, qualify them as you've specified and set the appointment. Most of the clients we use don't want live transfers since they realize this is a TM tactic and will lose you credibility. Don't get me wrong, it works for SOME things, but for what we do, it doesn't. Our clients realize that it is imperative for the prospective customer to know that you a) value their time and want to set a time to talk where they can focus on your product, and b) value your time and aren't sitting around waiting for a live transfer.
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        • Profile picture of the author kenmichaels
          Originally Posted by Mwind076 View Post

          I don't know that you know what you're asking. However, I will attempt to answer it. Yes, we know how to qualify to whatever extent our clients ask us to.

          No, we do not do live transfers as my job is appointment setting. Which means, I call, get the DM, qualify them as you've specified and set the appointment. Most of the clients we use don't want live transfers since they realize this is a TM tactic and will lose you credibility. Don't get me wrong, it works for SOME things, but for what we do, it doesn't. Our clients realize that it is imperative for the prospective customer to know that you a) value their time and want to set a time to talk where they can focus on your product, and b) value your time and aren't sitting around waiting for a live transfer.
          At first, i was pretty annoyed when i read that, because the phone is my lifeblood
          so yes... i DO know what i am asking / talking about.

          But then i realized ...yes, i should have worded it better. I am not that good at putting my
          thoughts to print... so i usually go with the bare minimum.

          However, you did manage to answer what i wanted to know

          thank you.
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          • Profile picture of the author Mwind076
            Originally Posted by kenmichaels View Post

            At first, i was pretty annoyed when i read that, because the phone is my lifeblood
            so yes... i DO know what i am asking / talking about.

            But then i realized ...yes, i should have worded it better. I am not that good at putting my
            thoughts to print... so i usually go with the bare minimum.

            However, you did manage to answer what i wanted to know

            thank you.
            I'll admit it was late and I get less eloquent and may have worded my answer in a snippy way...but at least you got the answer! Qualifying is different to different people because of their need and their product. To imply that I may not know how to pre-qualify...or REALLY pre-qualify was a bit annoying in itself, since I've done this for years. I don't "pre-qualify" as most of the lists we use are "pre-qualified" (income/employee count/SIC code or industry etc.) and it's my job to find the "qualified" people. No hard feelings though.
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            • Profile picture of the author kenmichaels
              Originally Posted by Mwind076 View Post

              I'll admit it was late and I get less eloquent and may have worded my answer in a snippy way...but at least you got the answer! Qualifying is different to different people because of their need and their product. To imply that I may not know how to pre-qualify...or REALLY pre-qualify was a bit annoying in itself, since I've done this for years. I don't "pre-qualify" as most of the lists we use are "pre-qualified" (income/employee count/SIC code or industry etc.) and it's my job to find the "qualified" people. No hard feelings though.
              OIC...my bad, that was never my intent.

              i really need to learn to vocalize in print better.

              yes, i agree. qualify, pre - qualify mean different things to different people.

              My asking had to do with possibly doing business, not out of any
              misguided righteousness.

              I give you my word on that. ( since you don't know me, it probably
              does not mean squat, but it is the best i can do )
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              • Profile picture of the author Mwind076
                Originally Posted by kenmichaels View Post

                OIC...my bad, that was never my intent.

                i really need to learn to vocalize in print better.

                yes, i agree. qualify, pre - qualify mean different things to different people.

                My asking had to do with possibly doing business, not out of any
                misguided righteousness.

                I give you my word on that. ( since you don't know me, it probably
                does not mean squat, but it is the best i can do )
                Feel free to PM me if you'd like to discuss what we do.
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  • Profile picture of the author Kalednet
    Any thoughts on qualifying leads on the phone?
    Questions like "when you're planning to start"?

    Very interesting thread.
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  • Profile picture of the author Rearden
    It's depends on who your target is.

    Setting appointments like the OP has decades of proof that it works.

    Even if you don't pre-qualify -- most business owners and executives are extremely busy, and the majority of the time, won't waste their time seeing you UNLESS they're interested in your offer.

    Like John said -- if you can close 20% to 25% of those UN-qualified appointments that stick, you're doing well as a salesperson.

    With all that said, it's obviously doable to one-call close products with a straight-forward solution, or at worst, pre-qualify to the point where you simply pick up the check when you see them.

    It just depends. Pre-qual and closing someone interested in web design services on the phone? Sure. Pre-qual and closing a huge food processing plant under contract 2 more years? Better set an appointment face-to-face, get KNOWN and TRUSTED, and strike later when the iron is HOT.

    PS: Anyone who's interested in calling with the goal of setting the appointment, I suggest reading anything by Schiffman. He's got some great tips on giving good phone to get your foot in the door.
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  • Profile picture of the author TomBuck
    Im not gonna lie im pretty scared of cold calling, not pretty scared but terrified probably like a lot of people, when it comes to the actual meeting I think I can close deals relatively easy as im good with numbers, stats and empathy but reading this has made me less scared, my business is not in a position to actually do this yet but when it is I am definitely going to try something like this. 100 calls a day and track results.

    Have you ever turned up to a meeting and there been no one there or they said you are not booked in or something? That would be another fear of mine.
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    • Profile picture of the author Mwind076
      Originally Posted by TomBuck View Post

      Im not gonna lie im pretty scared of cold calling, not pretty scared but terrified probably like a lot of people, when it comes to the actual meeting I think I can close deals relatively easy as im good with numbers, stats and empathy but reading this has made me less scared, my business is not in a position to actually do this yet but when it is I am definitely going to try something like this. 100 calls a day and track results.

      Have you ever turned up to a meeting and there been no one there or they said you are not booked in or something? That would be another fear of mine.
      Your first step is to stop being scared...they are just people. People miss appointments for a variety of reasons, not just because they aren't interested.

      We take steps to ensure the appointment and convey the value before it happens. If you want to message me, I can give you a few pointers.

      There will always be people that blow you off, get sick, get busy, or just aren't interested. You have to present yourself, your time and your product as something that is worth them NOT being one of those people. Have some pride in yourself, speak and carry yourself so they know it's important...but not so that you sound like an A&$.
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  • Profile picture of the author rbecklund
    I've been blown off on a few meetings - it happens. You can call to confirm, but I don't want them to cancel.
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  • Profile picture of the author FrankRumbauskas
    Good script, but as soon as you can afford it, outsource cold calling for sure. Your time is too valuable and needs to be spent face-to-face with people. Leave the cold calling to someone else. There are some good phone rooms that can take your script and charge only on a results basis. I've talked to one that charges $25 per set appointment so I'll see how their quality is.
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  • Profile picture of the author azurews
    I came across this last night and had to share. If I made this cold call it would probably do me in forever! lol

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  • Profile picture of the author Baadier Sydow
    Really easy and actionable script that will help many. Thanks for sharing. How are you qualifying who you call if you would indulge me a bit longer
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by Baadier Sydow View Post

      Really easy and actionable script that will help many. Thanks for sharing. How are you qualifying who you call if you would indulge me a bit longer
      It depends what i am aiming to. If i want to sell SEO services, i have lists from companies that own a website, they advertise on Google Adwords but they have bad rankings for the keywords they are interested in.

      If i want to sell redesign, i am aiming companies who own a website but the design is pretty old.Usually before 2007.

      Hope this helps

      Dimitris
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  • Profile picture of the author BryanKreuzberger
    Originally Posted by Garage667 View Post

    Hello fellow Warriors.

    It's been more than 2 years now that i 've been a member of the Warrior Forum. I feel that i've gained more than A LOT from this forum and it's members. I have learned priceless information that has helped build my online business. I am not a millionaire yet but i have taken the highway to reach there

    It's time to share with you my exact script i use to cold call.
    I have made thousands of cold calls and have gained clients starting from 150$ to nearly 20000$(so far).

    You shouldn't be afraid of cold calling. If you use this script, i am sure that it will help you get some clients and get over the fear you feel every time you pick up the phone.

    I could easily sell this as a WSO or have an optin to let you have it.I won't do it though. I have paid hundreds of dollars in buying WSO's but i have also gained as i said before priceless information for free. So, this is my FREE gift to you, as a way to say THANK YOU for this 2 years we have been together.

    So, let's begin.


    Before making the call, take a while and visualize your call. Try to visualize the end result.

    The end result is NOT making a SALE! The end result is to CLOSE AN APPOINTMENT!

    People love to buy but hate being sold. Keep that in mind. Your goal is to make them close an appointment with your IM firm.

    The exact script goes like this...


    Dimitris Skiadas : "Good morning to you. My name is Dimitris Skiadas and i am an Internet Marketing consultant at My IM Firm, one of the most specialized companies on Internet Marketing in Greece.

    May i talk to the business owner, please?"


    Now, probably you ll have to pass the Gate Keeper,usually a secretary.. Her job is to see which calls are important in order to give to her boss, the CEO of the company.

    She asks :

    Gate Keeper : "What is this all about please?"

    DS : At first, i would like to say that i am not selling anything here. The reason i have called you specifically today is to arrange an appointment with the business owner to see, if we could be useful with our services to your company. PAUSE

    You will hear a lot of answers like "He is not here", " He is at a meeting" "We are NOT interested" etc

    NOT a SINGLE problem! Go on to the next company.

    If you manage to pass the gatekeeper, you will now talk to the decision maker, the CEO of the business.

    Decision Maker Intro

    You repeat "Good morning to you. My name is Dimitris Skiadas and i am an Internet Marketing consultant at My IM Firm, one of the most specialized companies on Internet Marketing in Greece."

    And then you carry on.

    DS : "Is this a good time to talk, in order to explain why i called you specifically today?"

    80% of the times, they will answer "Yes" to your question.

    "First of all, please tell me your name so we could talk with our names"

    DM : "Mr X"

    "Nice to meet you Mr X. So, let's get started. In MyFirm we are well known for the reliable and professional sites we build and for the fact that we help businesses like yours to increase their profits through the Internet.. We have already achieved great results with other companies in your field like X, Y, Z"

    Now you make the Qualification Question No 1.

    DS : "Would you be interested in having more clients using the Internet?" PAUSE

    If he/she answers yes to this, you are ready to go the final step, which is closing an appointment.

    DS :" The reason i called you today is to arrange an appointment to see if one of our services, could help you increase your Internet profits. Our appointment will last about 20 minutes. How is next Thursday at 3.00pm working for you?"

    DM: "This works for me.We ll talk then."

    DS:
    " Thank you, Have a nice day Mr X"


    BOOM! Your goal is achieved.You closed the appointment.

    If you count down your statistics, they will be something like this :


    70 calls per day ----> 52 DM's ------> 8 DM's Interested ------> 6 appointments -----> 2 cancelled on you -----> 4 actual appointments ------> 1-2 sales

    What does the above mean to you? That approximately every 70 calls you make, you have 2 sales! If an average sale of your service is let's say 1000$, every time you pick up the phone, you ARE MAKING MONEY whether you close an appointment or NOT!

    2 sales = 2000$. 70 calls per day.

    You make approx. 28$ every time you pick up the phone!!!!This is amazing

    So, give it a try and you can thank me later!

    PS The above numbers are not precise.I am just showing you the possibility here.You may achieve greater or worse results.It is really up to you.

    PS 2 I am not a native English speaker, so you might find some phrases a little bit weird. I translated it from Greek to English as good as i could

    PS 3 Feel free to change the script at your will.Add or remove something. I am just giving you my way of doing it. It is not necessary that it will work for you too!

    Have a great day all of you!

    Dimitris
    Regarding: DS : "Is this a GOOD time to talk, in order to explain why i called you specifically today?"

    Change to Is this a BAD time to talk?

    Why?

    It's never a good time to talk. Decision makers are busy. They are doing something else when you interupt them.

    Asking them if this is a bad time to talk, changes their pattern.

    If they are in the middle of something, ask them when you can call back. You then have an appointment to see if it makes sense to schedule an appointment.

    What I like about what you are doing is that you are not trying to sell.

    You are also clear on the outcome you want. You only want a meeting.
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  • Profile picture of the author John Durham
    Mwinds answers are sharp, to the point where they sting a little. Thats a sign of a telemarketer.

    They dont really bend over backwards to sell themselves, because they arent looking for BS clients.

    To many of the questions that non telemarketers ask, and suggestions that you see made by people who havent made thousands of calls; a telemarketer will answer you like "What planet are you from man?" lol

    I love seeing a real telemarketer talk to non telemarketers, because there are so many myths...like its some big esoteric thing... Its just dialing man. Its just getting to the point. A few thousand calls, will make you that way.

    Many of the tips and things you see here are so clearly not from real life experience. Its refreshing to see real telemarketers talk about it.

    However , I still like the op's approach. Its a different operating system, more of a soft subtle sell. Thats how I do it, but I have worked with alot of others who do it differently, and their operating systems work too.

    Originally Posted by BryanKreuzberger View Post

    Regarding: DS : "Is this a GOOD time to talk, in order to explain why i called you specifically today?"

    Change to Is this a BAD time to talk?

    Why?

    It's never a good time to talk. Decision makers are busy. They are doing something else when you interupt them.
    .
    This is what I mean. Non professionals will nit pic little things like this, but a true telemarketer knows that over a large body of numbers there are many different personalities who respond to many different approaches. They know this because they daily work with large bodies of numbers.

    You could almost say ANYTHING really, and there is a group of people who respond to that, as long as you MASTER whatever it is you are saying, and know how to turn your phrases properly.

    Its not the phrase as much as it is the way you "turn" it.

    Dont take that to extremes ...but thats a general principle.

    Most dont recommend asking if its a good time to talk, but if you say it sweetly enough there are a virtual TON of people who will listen just because you were so damn nice in asking.

    There are also a ton of people who dont respond to that. You have to master the way you say whatever you say, and there are people who respond to that.

    Its like saying "Chicks dig tattoos".

    Well in truth SOME do, but Some dont...some go crazy over tats, and some wouldnt touch a man with a tattoo.

    You have to be good at YOUR operating system. A true telemarketer knows that you cant be all things to all people, but if you will stick with your best approach and stay with it long enough to tweak your voice inflections and get it right, then you will find the people who respond to THAT.

    When you get really good you can swap approaches in and out all day, but you have to be really good, and have mastered several approaches. You have to understand the operating systems that various approaches work off of, and that comes with tens of thousands of dials.

    For example, if you want to take an authoritative approach, you have to know how to make your vocal tones and inflections work with that, you cant talk like Mike Tyson.

    If you cant SOUND authoritative, then an authoritative approach wont work for you, but you may do REALLY well, with a humbler approach...

    In the police fuindraising world, their pitches work like magic "For a guy who can sound like a cop". They work all day, but if you cant sound like that and be convincing they wont work for YOU, whereas a different type of charity might work great for you.

    You can also learn and develop these things.

    Even Mwind cant sell EVERYONE, she sells the people who respond to her direct style, and there are alot of them, and then some DONT...but who cares right? You are after those who respond to YOU.

    On another note, she may be able to swap styles too, but why?

    A true telemarketer doesnt waste their time trying to please everyone, they state their way, and they are looking for people who "get" that, they arent going to jump through hoops for people all day, because they are going to "get theirs", no matter what, so why wear yourself out trying to be all things to all people?

    That being said, over two years I can tell she is the real deal...and her advice is solid. Its really a matter of what operating system works best for you, either that or you can join a call center and they will force you to master theirs.

    In closing, there are alot of "sayings" that are worth a million dollars, but they arent worth two cents if you havent allowed yourself the disciplin to master how you say them. There is the phrase, and then there is the way you "turn" the phrase.

    The latter comes with experience.
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    • Profile picture of the author Mwind076
      Originally Posted by John Durham View Post

      Mwinds answers are sharp, to the point where they sting a little. Thats a sign of a telemarketer.

      They dont really bend over backwards to sell themselves, because they arent looking for BS clients.

      To many of the questions that non telemarketers ask, and suggestions that you see made by people who havent made thousands of calls; a telemarketer will answer you like "What planet are you from man?" lol

      I love seeing a real telemarketer talk to non telemarketers, because there are so many myths...like its some big esoteric thing... Its just dialing man. Its just getting to the point. A few thousand calls, will make you that way.

      Many of the tips and things you see here are so clearly not from real life experience. Its refreshing to see real telemarketers talk about it.

      However , I still like the op's approach. Its a different operating system, more of a soft subtle sell. Thats how I do it, but I have worked with alot of others who do it differently, and their operating systems work too.



      This is what I mean. Non professionals will nit pic little things like this, but a true telemarketer knows that over a large body of numbers there are many different personalities who respond to many different approaches. They know this because they daily work with large bodies of numbers.

      You could almost say ANYTHING really, and there is a group of people who respond to that, as long as you MASTER whatever it is you are saying, and know how to turn your phrases properly.

      Its not the phrase as much as it is the way you "turn" it.

      Dont take that to extremes ...but thats a general principle.

      Most dont recommend asking if its a good time to talk, but if you say it sweetly enough there are a virtual TON of people who will listen just because you were so damn nice in asking.

      There are also a ton of people who dont respond to that. You have to master the way you say whatever you say, and there are people who respond to that.

      Its like saying "Chicks dig tattoos".

      Well in truth SOME do, but Some dont...some go crazy over tats, and some wouldnt touch a man with a tattoo.

      You have to be good at YOUR operating system. A true telemarketer knows that you cant be all things to all people, but if you will stick with your best approach and stay with it long enough to tweak your voice inflections and get it right, then you will find the people who respond to THAT.

      When you get really good you can swap approaches in and out all day, but you have to be really good, and have mastered several approaches. You have to understand the operating systems that various approaches work off of, and that comes with tens of thousands of dials.

      For example, if you want to take an authoritative approach, you have to know how to make your vocal tones and inflections work with that, you cant talk like Mike Tyson.

      If you cant SOUND authoritative, then an authoritative approach wont work for you, but you may do REALLY well, with a humbler approach...

      In the police fuindraising world, their pitches work like magic "For a guy who can sound like a cop". They work all day, but if you cant sound like that and be convincing they wont work for YOU, whereas a different type of charity might work great for you.

      You can also learn and develop these things.

      Even Mwind cant sell EVERYONE, she sells the people who respond to her direct style, and there are alot of them, and then some DONT...but who cares right? You are after those who respond to YOU.

      On another note, she may be able to swap styles too, but why?

      A true telemarketer doesnt waste their time trying to please everyone, they state their way, and they are looking for people who "get" that, they arent going to jump through hoops for people all day, because they are going to "get theirs", no matter what, so why wear yourself out trying to be all things to all people?

      That being said, over two years I can tell she is the real deal...and her advice is solid. Its really a matter of what operating system works best for you, either that or you can join a call center and they will force you to master theirs.

      In closing, there are alot of "sayings" that are worth a million dollars, but they arent worth two cents if you havent allowed yourself the disciplin to master how you say them. There is the phrase, and then there is the way you "turn" the phrase.

      The latter comes with experience.
      LOL, my husband calls this "forceful opinions" - I'm good at it. I enjoyed reading your assessment of me

      Look, you have it totally right, I am not here to baby or stroke egos. I know what I can do, I know that what I do isn't going to work for everyone, but if something works for you, then YAY!

      I do have some different styles...I have a great voice, and I have the ability to flirt shamelessly with those that need it on the phone (and that is lots of truckers). I also have a sweet southern accent when needed (that is natural since I'm a GA girl), but I was raised up north and can talk fast and with no accent when I need to...I have lots of styles and tricks, but since they are all mine...they make up what works for me!

      Those that are not 24/7 TM's do tend to pick on wording and shticks that may work when you are learning your style, but in general, just talk to people. If they want it, they will buy it, if they don't, there is someone that will.
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by John Durham View Post


      Even Mwind cant sell EVERYONE, she sells the people who respond to her direct style, and there are alot of them, and then some DONT...but who cares right? You are after those who respond to YOU.

      On another note, she may be able to swap styles too, but why?

      A true telemarketer doesnt waste their time trying to please everyone, they state their way, and they are looking for people who "get" that, they arent going to jump through hoops for people all day, because they are going to "get theirs", no matter what, so why wear yourself out trying to be all things to all people?

      That being said, over two years I can tell she is the real deal...and her advice is solid. Its really a matter of what operating system works best for you, either that or you can join a call center and they will force you to master theirs.

      In closing, there are alot of "sayings" that are worth a million dollars, but they arent worth two cents if you havent allowed yourself the disciplin to master how you say them. There is the phrase, and then there is the way you "turn" the phrase.

      The latter comes with experience.
      I think we should keep this, especially the first paragraph.You can't sell to everyone, even if you have the best script in the world.You should try and find what works for you.

      I should also say that i am really glad that known Warriors like John Durham,Mwind, Jason Kanigan and others(really sorry if i haven't mentioned one of you) have contributed to this thread with their precious knowledge, each one with their special way.

      Thanks again for your time and valuable information.

      Dimitris
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  • Profile picture of the author Amsterdam81
    Nice Info! thanks for sharing, will somehow implement this to my team as well
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    • Profile picture of the author Daniel Evans
      Good stuff.

      I like the breakdown especially. It makes picking up the phone seem worthwhile when you look at it from your perspective.


      Daniel
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  • Profile picture of the author 300SMG
    Thanks for sharing..as mentioned above it can be tweaked to individual needs. Some my use it as you have to get a face to face and others may use it to pre-qualify someone to send info or media kit to.

    Thanks again
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  • Profile picture of the author SiteSitter
    This has taken some jitters out of the thought of cold calling again. I used to do this for a major corporation and it all depends on who picks up that phone. Business people know and respect what you are doing and will be willing to listen to your pitches only because they know they will find a diamond in the rough sometimes. There are so many new technologies out there that companies don't have a choice but to listen to WF ideas. Thanks for all these posts.
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  • Profile picture of the author chica guapa
    This is a good script, I have made a few cold calls here and there but get so nervous and I know that comes across over the phone so I sound unprofessional. Maybe if I use this script and rehearse and rehearse I will build up the courage to start cold calling again. Because I know it is a very good source of leads.
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  • Profile picture of the author CaitlinRamos
    This is a decent script! Thanks for sharing with the community..my scripts are personally a bit shorter than yours but the end results is the same...going for the appointment!
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    • Profile picture of the author Dimitris Skiadas
      Originally Posted by chica guapa View Post

      This is a good script, I have made a few cold calls here and there but get so nervous and I know that comes across over the phone so I sound unprofessional. Maybe if I use this script and rehearse and rehearse I will build up the courage to start cold calling again. Because I know it is a very good source of leads.
      When i first started cold calling people, i was really REALLY LOUSY at it!I had to find out what to do differently because i knew that cold calling WORKS!

      Practice a lot.Alone with your mirror.Or with someone else.Trust me you will get better at it.

      Originally Posted by CaitlinRamos View Post

      This is a decent script! Thanks for sharing with the community..my scripts are personally a bit shorter than yours but the end results is the same...going for the appointment!
      That's why i said "Feel free to change anything,add or remove something". The thing is that WORKS.It's not the best script around but it really WORKS.

      And this is what matters.

      Thanks for your kind words

      Dimitris
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  • Profile picture of the author mintons
    Thanks for sharing this, for someone who looks at the phone like it is Kryptonite, this is a great way of breaking the ice with the people that make decisions!!!
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  • Profile picture of the author ColoradoMark
    This is awesome. Just what I needed. Thanks for posting.
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  • Profile picture of the author Matt Lee
    Nice share here. More offliners shouldn't be afraid to pick up the phone and start reaching out to local businesses.
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  • Profile picture of the author montozza
    Great tips. thank you for this. I have a similar "template" I use often. I did a lot of cold calling and I also sucked at the beginning, but by the time I got more self esteem when talking with potential clients.

    Folks, if you find this script simple, that is because it is. A lot of things in internet marketing are simple...but remember - just because they are simple, that's not mean they are easy to do.
    Try this, tweak it, try different angles and you will be successful.
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