ONE POWERFUL WEAPON IN COLD CALLING!!!! LEVERAGE

6 replies
OKAY, let's take a look at business to business sales (cold calling)

Most businesses are in the business to make money....even non-profits are in the business to sell more and create a sustainable revenue stream to benefit the public.


.....YOU HAVE A MARKET RIGHT THERE....

I want you to think about that...because that is the sole reason that you are contacting them....to HELP them solve a problem.


So first, you know what ALL businesses want.....and obviously....WHATEVER it is that you do.......you can HELP THEM DO IT.


It could be a better, well optimized website, it could be seo services, it could be increase their web presence....WHATEVER.....

But it all leads to them being in a better position.


So these businesses WANT YOU....but they might not know it unless you make them understand it.


BUT HERE'S THE DEAL.....if one business in this area tells you "NO," there are dozens of OTHERS that will tell you "Yes".


HENCE, the secret weapon of "LEVERAGE."


Leverage can be used in negotiations in multiple ways....if you were selling a car, I would call you and ask what your bottom price would be....

Let's say it was $10,000.


I can then utilize leverage to potentially get you below your bottom line.


So let's say I tell you that I have 15 buyers that want to buy a car like yours....and I will bring you all of their best offers.


Then I'll ask you if there were any offers LESS THAN $10,000 from my buyers, should I let you know about it, or send them to another car owner selling a car identical to yours????


If you say "yes" bring offers lower than $10,000 to you, then I utilized the principle of leverage to get you to agree to an offer lower than your "bottom" price.


LEVERAGE can be coupled with "The fear of loss," so businesses owners are more likely to want your services if they know they WILL LOSE OUT to other businesses owners if they don't agree to your services.


How can you use leverage in cold calling to grow your business?
#calling #cold #leverage #powerful #weapon
  • Profile picture of the author John Durham
    Brik, Im with you... but I think the reason you arent getting response here is because this post wreaks of theory and seems like you havent cold called alot. That may not be true but thats how it comes across to anyone who has cold called alot.

    Leverage only happens after there is interest, and in the case of cold calling, if there is interest you just sell it to them, its not so much about haggling and leverage. You cant create a sense of scarcity when you are obviously calling around looking for clients, so easily.

    To achieve leverage, a good idea might be to place an advertisement and have INCOMING calls, then you can add urgency, and say you have alot of business and you can only fill so many slots...

    But when you cold call they know you are LOOKING for business, and so there isnt so much leverage like that.

    Still cold calling is more effective than waiting for calls to come in if you dont have a brilliant system in place for creating incoming calls, which generally takes a TON of trial and error to achieve even minimal results.

    Perhaps if you make 500 calls you will see what Im saying here. This is a nice post, but it screams theory.

    You are posing the idea in a very hypothetical manner and not quoting it from a perspective of experience.
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    • Profile picture of the author brik2500
      Originally Posted by John Durham View Post

      Brik, Im with you... but I think the reason you arent getting response here is because this post wreaks of theory and seems like you havent cold called alot. That may not be true but thats how it comes across to anyone who has cold called alot.

      Leverage only happens after there is interest, and in the case of cold calling, if there is interest you just sell it to them, its not so much about haggling and leverage. You cant create a sense of scarcity when you are obviously calling around looking for clients, so easily.

      To achieve leverage, a good idea might be to place an advertisement and have INCOMING calls, then you can add urgency, and say you have alot of business and you can only fill so many slots...

      But when you cold call they know you are LOOKING for business, and so there isnt so much leverage like that.

      Still cold calling is more effective than waiting for calls to come in if you dont have a brilliant system in place for creating incoming calls, which generally takes a TON of trial and error to achieve even minimal results.

      Perhaps if you make 500 calls you will see what Im saying here. This is a nice post, but it screams theory.

      You are posing the idea in a very hypothetical manner and not quoting it from a perspective of experience.

      John, I appreciate the sincere response....to tell the truth...it was meant to be more theoretical in nature....not necessarily hard steps that people follow to get the deal done.

      It was more of a mindset, technique...that people can carry.

      In regards to cold calling...I've done some....but from a very different perspective....

      To be quite plain....a great mentor of mine really honed in on results...instead of calls...increasing our "receptive" responses as opposed to drudging through tons of calls.


      (I hope I don't come off as cocky)

      Therefore, I never really had to make a ton of calls to get numbers that were acceptable to me.


      I wasn't formally trained in telemarketing at a company...and we really learned from a totally different perspective.

      HOWEVER.....reading people at this forum have really opened my eyes in regards to the type of damage I could do if I REALLY WENT AT COLD CALLING a ton.


      Literally, 100 calls a day is a challenge I had been contemplating....and

      if I succeed....I would probably have to PM you my results.

      But yes....in fact...while this post was theoretical in nature....

      its something that I do in my very limited talks with individuals.....that works!


      THANKS AGAIN....
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    • Profile picture of the author brik2500
      To achieve leverage, a good idea might be to place an advertisement and have INCOMING calls, then you can add urgency, and say you have alot of business and you can only fill so many slots...

      That's one good idea in regards to leverage, but you can also CREATE IT.


      But when you cold call they know you are LOOKING for business, and so there isnt so much leverage like that.

      To me, this is more positioning...if a business wants to increase sales...then its fair to say that THEY NEED YOU.....it's your job to make them know it.




      Still cold calling is more effective than waiting for calls to come in if you dont have a brilliant system in place for creating incoming calls, which generally takes a TON of trial and error to achieve even minimal results.

      Yes..getting incoming calls is a skill...but that's not what I'm talking about in this text.


      Perhaps if you make 500 calls you will see what Im saying here. This is a nice post, but it screams theory.

      You're correct....I don't make a TON of calls....but in my limited usage of cold calling, this WORKS....I don't want to sound full of fluff...but indeed it does.


      You are posing the idea in a very hypothetical manner and not quoting it from a perspective of experience.[/QUOTE]
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  • Profile picture of the author John Durham
    Leveraging works with the right set up.
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  • Profile picture of the author Tsnyder
    Unless you can give me a reasonable example of creating
    leverage on a no interest cold call I'm not buying any of it.

    The illusion that you can only talk about what you really do
    in private because we'd just be so astounded at your results
    rings pretty hollow. I've spent my life in the company of
    superstars of selling. Nothing you can tell me will be the least
    bit astounding.

    John is a lot nicer than me but I'll reserve judgement for now.
    Signature
    If you knew what I know you'd be doing what I do...
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    • Profile picture of the author brik2500
      Originally Posted by Tsnyder View Post

      Unless you can give me a reasonable example of creating
      leverage on a no interest cold call I'm not buying any of it.

      The illusion that you can only talk about what you really do
      in private because we'd just be so astounded at your results
      rings pretty hollow. I've spent my life in the company of
      superstars of selling. Nothing you can tell me will be the least
      bit astounding.

      John is a lot nicer than me but I'll reserve judgement for now.
      LOL, I knew it was coming...and by gosh Tsnyder brought it.


      Here is an actual example of one way I create leverage.


      REAL ESTATE.....

      One thing I do in Real Estate is market....for both buyers and sellers.

      When I have a home to sell (that is someone elses)


      I market it through various means, offline, online,etc.

      Generally, I get 10-30 calls per day with one home that I market.

      NOW....I KNOW that only 1 person can purchase a home.....so what happens to the other 50-100 people that are still looking for a home?

      They still need a place to live...


      SO......I must find ANOTHER HOME to market......


      COLD CALLING HOME SELLERS


      When I call home sellers.....I don't introduce myself....the first thing I ask for is about the home.

      (The reason we don't say, "Hi my name is... is because it has been proven to cause a huge negative reaction in people)


      When they clarify that in fact it is their home.....

      I go into my SOT.....STATEMENT OF INTENT......

      "I just sold one of my homes, and I have 27 leftover buyers still looking for a home and I'm trying to find the best place to send them, who do you recommend I contact?"


      Who do you think they "recommend" Tsnyder?

      They recommend themselves....unless their not too bright. (it has happened before but not often)


      So......WHEN.....THEY RECOMMEND THEMSELVES......


      It's NO LONGER A COLD CALL..... (I may have to bring you a bit closer)


      See, I was calling for a "recommendation".......THEY (HOMEOWNER)

      Recommended themselves.....


      SO NOW......IT'S AN INTERVIEW.....


      Therefore, I make them PROVE to me WHY they are the ones I should send my buyers to.....


      They may say...they have recently remodeled the kitchen, on the quietest street in the neighborhood, it's the best price, etc.


      BUT...I ASK YOU....WHAT ARE THEY REALLY DOING.....


      QUALIFYING THEMSELVES TO ME....


      If I do a good enough job (not let them off the hook) I usually pivot and

      say....

      "So you want me to send my buyers to your home?"

      "Of course" they usually say...


      Then I say, "well, I'm calling 10-15 other SELLERS in this area, and I'm looking at a number of factors....one of them is price, the other is the commission, etc.....how much is it worth to you to sell your home?"


      I negotiate a cut....to rub it in....I may say that "I wont be embarrassed if I send any of my buyers to your home will I?"

      They assure me that their home is worth seeing....


      I do this from a cell phone usually in front of my computer.....


      I'M SURE YOU'VE BEEN WITH THE SUPERSTARS OF SELLING....BUT WITHOUT TELLING YOU ABOUT THE GUY THAT TRAINED ME.....there are

      7 BILLION PEOPLE IN THIS BEAUTIFUL WORLD....


      it more than likely wasn't him.....


      THANKS FOR YOUR COMMENTS TSNYDER!

      BEST

      BRIK


      ps...that's just ONE INDUSTRY....
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