I freeze, justy the thought of cold calling...

109 replies
I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
So, obviously, I do have a serious problem.

To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

Eva
#calling #cold #freeze #justy #thought
  • Profile picture of the author John Durham
    Eva, I hate to say it , but "just pick up the phone" is kinda the classic advice. However if face to face is better for you, by all means do it! Do what works for Y-O-U.

    In a call center the big advice for almost anything is simply "Just keep dialing, and quit wasting time", which as a telemarketer you hate to hear, but invariably its always the answer and when you do it you get sales.
    {{ DiscussionBoard.errors[7613114].message }}
    • Profile picture of the author Vikuna2009+
      Originally Posted by John Durham View Post

      Eva, I hate to say it , but "just pick up the phone" is kinda the classic advice. However if face to face is better for you, by all means do it! Do what works for Y-O-U.

      In a call center the big advice for almost anything is simply "Just keep dialing, and quit wasting time", which as a telemarketer you hate to hear, but invariably its always the answer and when you do it you get sales.
      Hey my man, you are the expert, I just wish it was that simple. but as you can see, I am not giving up and once I am out there, maybe things will turn around.

      You having your own telemarketing forum and all just goes to show it is absolutely possible, just not for me right now as my stomach is turning. A year from now, I will probably laugh about this but for right now, it is real,

      Eva
      {{ DiscussionBoard.errors[7613135].message }}
      • Profile picture of the author John Durham
        Originally Posted by Vikuna2009+ View Post

        A year from now, I will probably laugh about this

        Eva
        You probably will.
        {{ DiscussionBoard.errors[7613243].message }}
  • Profile picture of the author mckennabrowny
    Eva, you will laugh about it. I've been cold calling 10 years +, believe me it is scary the first time. John is right that you just have to do it. It's like jumping into a cold pool, you know it's going to be cold and uncomfortable at first, but you get used to it after a bit. Just don't take rejection personal, laugh and move on.
    {{ DiscussionBoard.errors[7613277].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.

    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    You could do what I did, hire someone to train and work with you. At first you have to take them with you, and it absolutely forces you to work. After a few weeks, you are used to it, and you have another person earning you money too. And that person will be fully trained.

    Some people will absolutely not cold call. It's simply to much of a stretch for them. But stand there like an idiot refusing to show your new hire how it's done? Even more painful. That's why it works.

    It's my best advice.
    {{ DiscussionBoard.errors[7613292].message }}
  • Profile picture of the author Jason Kanigan
    Go watch this:

    http://www.warriorforum.com/offline-...beginners.html

    Do you have confidence in the product or service you offer?

    Do you understand the numbers of cold calling so that you approach it with the right expectations?

    Do you know that calling is a skill, and like any other skill must be developed?

    Check it out and pick up the phone--you're offering the prospect what they either cannot or will not do, even if they have exactly the same skill set as you!
    {{ DiscussionBoard.errors[7613314].message }}
  • Profile picture of the author Rearden
    Make sure you walk into 20 to 30 businesses daily -- before and after your presentation/appointments -- to fill your pipeline.

    F2F is a lot better than the phone in some ways.
    Signature
    Final Expense Agent Mentor -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
    {{ DiscussionBoard.errors[7613407].message }}
  • Profile picture of the author boatree
    Vikuna,

    It might help if you are able to watch someone make a cold call live. I don't know how you would do this depending on your situation... Perhaps a friend who owns a business of some sort where he needs to cold call or has people calling for him.

    Maybe speak to a friend of yours who cold calls as part of his/her job and do a few role plays together.

    Doing role plays is the closest thing you can get to making a cold call, you have to treat it as the real thing and the person playing the "call receiver" has to challenge you.

    Doing it via text WILL not help. Any man and his dog can construct a witty reply to a question when given the time to think, but the skill with cold calling is learning how to think on the spot and reacting quickly. So do live roleplays!


    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.

    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    {{ DiscussionBoard.errors[7613531].message }}
    • Profile picture of the author ewenmack
      Eva, the walk in pitch I use is virtually the same
      as I use for the phone call.

      Would it help listening in over Skype as I make the
      phone calls?

      It would be the same call which has landed national brands,
      that advertise on prime time TV.

      The offer is open.

      Best,
      Ewen

      P.S. These big national brands call me now to place orders.
      Never would of happened if we didn't
      make the first call to them.
      {{ DiscussionBoard.errors[7613595].message }}
      • Profile picture of the author bizgrower
        Originally Posted by ewenmack View Post

        Eva, the walk in pitch I use is virtually the same
        as I use for the phone call.

        Would it help listening in over Skype as I make the
        phone calls?

        It would be the same call which has landed national brands,
        that advertise on prime time TV.

        The offer is open.

        Best,
        Ewen
        Eva,

        That's a priceless offer.

        Perhaps recordings or roll played recordings (for the sake of confidentiality)?

        Dan
        Signature

        "If you think you're the smartest person in the room, then you're probably in the wrong room."

        {{ DiscussionBoard.errors[7613698].message }}
      • Profile picture of the author Adrian John
        Ewen , I would love to participate too if possible.
        I'm having the same problem.Even if i tried doing several 10's calls, i only got rejections and have sold nothing yet.
        However I'm not an native english speaker but my english is good and i have no problem talking to anybody, socialize and everything but when it comes to cold coll business to offer them my solution(mobile friendly websites) emotions overwhelm me.
        Let me know if I could be part of the live listening too ... I'm reading a lot about cold calling and I simply have to do it really soon to achieve my goals for this month.
        Listening to you would encourage me tremendously.

        Originally Posted by ewenmack View Post

        Eva, the walk in pitch I use is virtually the same
        as I use for the phone call.

        Would it help listening in over Skype as I make the
        phone calls?

        It would be the same call which has landed national brands,
        that advertise on prime time TV.

        The offer is open.

        Best,
        Ewen

        P.S. These big national brands call me now to place orders.
        Never would of happened if we didn't
        make the first call to them.
        Signature
        ARE YOU A CONSULTANT? Do you have clients who could use MORE LEADS?
        Get them a MOBILE WEBSITE PLATFORM built to stay up with their clients habits.
        More than 50% of their customers buys from their mobile devices now!

        CLICK HERE FOR MORE INFO
        {{ DiscussionBoard.errors[7614242].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by Adrian John View Post

          Ewen , I would love to participate too if possible.
          I'm having the same problem.Even if i tried doing several 10's calls, i only got rejections and have sold nothing yet.
          However I'm not an native english speaker but my english is good and i have no problem talking to anybody, socialize and everything but when it comes to cold coll business to offer them my solution(mobile friendly websites) emotions overwhelm me.
          Let me know if I could be part of the live listening too ... I'm reading a lot about cold calling and I simply have to do it really soon to achieve my goals for this month.
          Listening to you would encourage me tremendously.
          Ok, please, please tell me if i am wrong, but did you not ask me for something
          about a month ago?

          I am NOT a teacher. I am not a guru. I am nothing more then a guy who does what any other motivated guy does. A few times i tried to teach, I have always failed.

          I believe based on you past comments, i may actually be able to help you.

          MAYBE... just maybe i can.. I have always wanted to be able to pass on what i
          have learned. I have just never been successful

          Interested? it wont be easy, and i am sure you wont like me for a long while.

          but if you are game... let me know. I may possibly be able to help
          Signature

          Selling Ain't for Sissies
          {{ DiscussionBoard.errors[7614326].message }}
        • Profile picture of the author ewenmack
          Just PM if you want to take up the offer.

          You've got another with Ken, well worth considering.

          Best,
          Ewen

          Originally Posted by Adrian John View Post

          Ewen , I would love to participate too if possible.
          I'm having the same problem.Even if i tried doing several 10's calls, i only got rejections and have sold nothing yet.
          However I'm not an native english speaker but my english is good and i have no problem talking to anybody, socialize and everything but when it comes to cold coll business to offer them my solution(mobile friendly websites) emotions overwhelm me.
          Let me know if I could be part of the live listening too ... I'm reading a lot about cold calling and I simply have to do it really soon to achieve my goals for this month.
          Listening to you would encourage me tremendously.
          {{ DiscussionBoard.errors[7617357].message }}
      • Profile picture of the author Vikuna2009+
        Originally Posted by ewenmack View Post

        Eva, the walk in pitch I use is virtually the same
        as I use for the phone call.

        Would it help listening in over Skype as I make the
        phone calls?

        It would be the same call which has landed national brands,
        that advertise on prime time TV.

        The offer is open.

        Best,
        Ewen

        P.S. These big national brands call me now to place orders.
        Never would of happened if we didn't
        make the first call to them.
        Yes, that would be REALLY nice of you. I do believe that emulating another successful warrior would be a great benefit for me.

        Thanks for offering, will send a PM shortly,

        Eva
        {{ DiscussionBoard.errors[7617653].message }}
  • Profile picture of the author kenmichaels
    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.

    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    Cold walking wont provide better results if you make excuses not to do it.

    Are you sure you don't just need a swift kick in the rear?

    If you worked for me, i would give you 24 hrs to get off your duff.
    And if you did not, i would fire you.
    Signature

    Selling Ain't for Sissies
    {{ DiscussionBoard.errors[7613681].message }}
    • Profile picture of the author Vikuna2009+
      [QUOTE=kenmichaels;7613681]Cold walking wont provide better results if you make excuses not to do it.

      Are you sure you don't just need a swift kick in the rear?

      If you worked for me, i would give you 24 hrs to get off your duff.
      And if you did not, i would fire you.[/sQUOTE]

      YES, kind of harsh but I totally agree. The "swift kick in the rear" is not needed with me, at least not for "warm calls". It is the cold calls that makes me freeze up so if I was doing cold calling for you, might be true. On the other hand, doing it for you would take all the pressure off of me so that would be easy. Funny how the mind goes.... or not,

      Eva
      {{ DiscussionBoard.errors[7617796].message }}
      • Profile picture of the author kenmichaels
        Originally Posted by Vikuna2009+ View Post

        YES, kind of harsh but I totally agree. The "swift kick in the rear" is not needed with me, at least not for "warm calls". It is the cold calls that makes me freeze up so if I was doing cold calling for you, might be true. On the other hand, doing it for you would take all the pressure off of me so that would be easy. Funny how the mind goes.... or not,

        Eva
        cold calling, warm calling, sizzling hot in bounds, door to door and everything in between.

        Sales are sales are sales.

        Harsh, maybe a little. I read your posts, i get the feeling you are a nice person
        smart, educated and on your game.

        I bet everybody is nice to you. Sometimes people being nice to you
        is the worse thing possible.

        So my advice, harsh maybe is this.

        If as you say you can sell your warm leads, then I know.. and more importantly
        YOU know .. you can sell any leads, any time you want to.

        But your not... why not. Stop making excuses and pick up the phone.

        end of story. cold walking isn't going to help you, because your attempting to use
        it as a crutch... a way to avoid the phone.

        You ... should find that unacceptable.

        Do you have any idea how many people would kill to be in your position,
        of already having the phone skill to sell?

        and your gonna ditch it ? come on, you know better then that.
        no more excuses, just pick up the phone.
        Signature

        Selling Ain't for Sissies
        {{ DiscussionBoard.errors[7618682].message }}
  • Profile picture of the author moneyroom
    Don't think about it as cold calling. Think of it as an adventurous opportunity to share what you have with someone who doesn't know how valuable you are. And how valuable your product or service is or value and important it will be for them.

    It's your job to let them know.

    Leave the emotion out of it. It's tough at first, but it's possible. Again, just think about all those people who will embrace and relish the wonderful benefits of what you bring to their party.

    And the ones that don't get it. Don't worry about them. If they're not interested in you and your product, they don't count and it's their loss not yours.

    It's okay to be a little smug with some of those people. Many people like strong, confident people. Be strong. Be confident. You have a great product. A great service.
    They deserve it.

    And again, you are the one bringing it to the table. You are the one who they will appreciate for sharing your product or service with them.

    Again, that's your job and the first play of the game is the first call you make.

    You don't know that right then, right there with them and their company,
    they need exactly what you have to offer. You have the solution to a major
    or minor problem they are having.

    Someone screwed up. They need a solution. You have the solution to their problem.

    Every product or service that has value solves someone's problem or makes life
    easier for them.

    That's your product or service. And you never know who needs it at the exact moment
    you show up with it.

    That's the magic of selling and attracting a client that needs what you have.

    But it will NEVER happen unless you make the call. Unless you show up at the moment
    they need you. Unless you're confident that what you do and what you offer makes a difference to your clients or customers.

    You see, the thing about cold calling and selling in general is the perception of your prospect. Nobody wants wimpy, unsure relationships. Business owners and managers and decision makers want the job to be easy. The easier you can make their job, with what you have to offer them, the quicker they will make the decision to work with you and buy from you.

    It's perception. Let them see you know what you're doing, that you know your stuff and you have value, they will see it and buy from you. Confidence breeds success.

    That's what every book about sales should say, but doesn't. It's not about style or technique. It's about product knowledge, value and confidence.

    One more thing. The most successful, prosperous and profitable relationships you will have in your business and in your career will start with a call, meeting or presentation with someone you don't know and doesn't know you. They won't know how great your product is or have value it will be for them and valuable you will become to them.

    That's the first play of the game. And never let them see you sweat.

    Good luck.
    Signature

    We work with new and existing businesses with their online income development.
    If you looking for qualified people to help you reach your Internet income or business goals,
    give us a call. Ask for Mike Lamb. 480-982-0233 Mountain time in Sunny Arizona.

    {{ DiscussionBoard.errors[7613701].message }}
  • Profile picture of the author sadneck
    Lots of good advice here. What I find is you just have to kind of put yourself in the zone. Its kind of like writing here on the warrior forum! You have to get in the zone...

    Once your in the zone, it flows freely.... Don't wait. Get in the zone, pick up the phone, and do what you have to do. And once you get one successful one, right away.... DO ANOTHER!

    How to get in the zone?

    Well personally I find two shots of tequila work... At this stage I am suppose to say, "No actually this works," but seriously, try it.... =D

    Cheers!
    Andrew
    Signature
    THE BITCOIN BOSS WSO PACKAGE
    Special Launch Price!
    {{ DiscussionBoard.errors[7613757].message }}
  • Profile picture of the author SteveSki
    Hi Eva, I'm back from my 30 day trip around Australia. Before I left I added you to my Awber list so you should have received the first 4 lessons by now. Did you watch the video of me putting the lead generation system together?

    All you have to do is take a photo of it and walk into a local retail business and ask the owner if he or she would like a free $1,000 package. Most of the time you won't have to offer them anything.

    Then in 3 to 4 weeks time you will have a steady stream of prospects who will give you their phone, email and mobile along with their postal address.

    It doesn't get much better than that! Remember, all of these people are praying to hear from you and it will be the easiest sales opportunity will you ever find. In one of the lessons I included audio recordings of me phoning some of the prospects. Listen to those and you'll hear just how happy your prospects will be when you call them!

    Let's connect on Skype tomorrow and we will design the lead system to fit your local market and if you are still hesitant to call the prospects we can make 3 way calls. I will do the 30 second presentation for you until we get you at least 10 clients.

    You can service them all in one day and make at least $5000 for your efforts.

    Even if you gave it away for 25% of what I normally charge my clients you will still make over $1500 in a day. And if that doesn't do it for you I'll get you round trip air fair to fly to Australia and spend up to 3 months receiving OTJ training. We have a spare room you can stay in and your meals will be included so you'll need very little spending money. In fact, I'll pay you the $18 per hour that I normally pay a new photographers assistant after subtracting out the airfare.

    You just need someone who will take you by the hand and show you exactly how it's done. Once you see proof that it works you will have all of the self confidence you'll need to write your own paycheck. Fair enough?

    Cheers,
    Steve
    {{ DiscussionBoard.errors[7613813].message }}
    • Profile picture of the author Vikuna2009+
      Wow, cold calling discussions surely is a thread magnet, wish I knew how to do multi-quote but do not. Thank you all for your replies, will follow up tomorrow with your responses after I have my day of doing the town. It did cross my mind that if I was actually doing this as an employee and not for myself, the pressure might not be as intense and would make the task easier. So, talking myself into hiring myself (in a sense) might make this effortless, lol. And no, that was not a joke but any way and or method to get over the "freeze" is what I would need to do.

      Thank you all again, be back tomorrow for further response,

      Eva
      {{ DiscussionBoard.errors[7613877].message }}
  • Profile picture of the author Mister Natural
    Eva you're brilliant in the forums so I know you're a sharp cookie,, suffering from stage fright.
    To relax you need a bit of practice.
    So try what I did,,,,
    relieve all that pressure by placing yourself into a position where nothing matters,,,,, then call until you realize it's not that big of a deal.
    How?
    Make up a name for yourself or your "new" self the telephone pro.
    And also create / fabricate a nonexistant product to offer your "TEST" prospects.
    Then call,,,, something like:

    Hello this is Wanda Pepperdinkle I need to speak to the owner please,, I believe they are
    expecting our call,,,,,,
    (owner) Hello this is Mr. Jones,,,
    (you) Hello Mr. Jones my company would like to qualify you for our special parking lot asphalt treatment that resists mold, mildew, rain and snow for up to 6 months !

    (totally ridiculous right?)
    It's just to gain you some experience. You don't want to offer them something they might actually want,,,, this is just for practice without all the stress.

    Anyway, the bizz owner will say "no" while you learn how to be comfortable navigating through the steps to making a real appointment, a real sale, and real money.

    Learn to relax first,, then attack.
    {{ DiscussionBoard.errors[7613956].message }}
  • Profile picture of the author PNWgrl
    Hi Vikuna,

    Great responses here--if you feel like F2F will work better for you then go for it. But you do really have to get into the "zone" no matter which way you go (calls or walk ins).

    Some reality on the calling (at least from my experience) I'm no TM genius, but I did do a 6 month stint in a call center selling individual health insurance to "warm leads". Let me tell you that at least for me, the 1st two weeks calling for 8-9 hours a day was BRUTAL.

    I ended up with a locked jaw for 4 weeks due to TMJ and holding the phone against my face(I didn't have a headset), and I had no health insurance (ironic, I know). I wanted to quit several times, but I had no choice--I'd committed to doing this and we were paid on what we sold--period. So I pressed on.

    Once I *committed to it* and really did the work and got my medical issue dealt with, it got easier and I actually really loved it and looked forward to going to the office. It was by far the most fun I think I've ever had, and as a "newby" I usually ranked in the top 1/2 or higher of agents (even veterans) for submitted applications every week.

    Cold calling can get more volume in terms of sales, but you really have to devote a LOT of time to it, AND you have to have a lot of self-discipline if you're trying to do it alone. I know that if I had tried to do it at home and not in an office environment where everyone else was doing the same thing I never would be able to do enough calls to make sales.

    I had to really work to get 350 calls a day and only had about 2-3 hours of talk time from all those calls. Generally got 4-7 applications a week and half of those were approved (which meant I was paid for those). It's hard work.

    .Edited above: just realized I made a big boo boo on call #'s--what can I say--it's been a while.

    IMO, it takes a very particular type of person who really LIKES doing this. Most do it because it works and they know they have to, to really make money. Most people HATE cold calling. Heck, since I haven't done it in 2 years I'm having a hard time picking up the phone and I know I won't be doing the volume I was doing in that call center.

    I still prefer the F2F but I don't think one is better than the other--they both take the same amount of commitment and have their own unique drawbacks. Regardless, get a good script and PRACTICE until you can do it without sounding like you've rehearsed it or are reading.

    If not an actual script, at least an outline (I found the script super effective, even though I thought it cheesy at first, it really worked!) It will give you the confidence that you're hitting the points you want your prospect to hear, and you can anticipate some of the objections and know what you're going to say beforehand so that you don't feel like a deer in the headlights.


    I guess after all that, my measley advice is just to commit. Be disciplined, set a target and don't stop until you meet it. 30-40 businesses a day F2F--or 100 calls a day if you're on the phone.

    You probably won't get much the first couple of weeks but you're still getting used to doing it and you'll screw up a lot. It's NOT second nature like calling up a friend or visiting a business you know. Just know that it's normal and that it DOES get easier and better the more you do it.

    But you have to do it regularly in order to get comfortable, and two weeks isn't enough to get a feel for how badly or well you're doing. Just keep doing it anyway and within a month it will feel like you've been doing it forever and your fear will be gone. I had a couple of mental tricks that helped me get through it but I'm not sure my solution is the best for everyone so I won't mention it. You'll find your own that work for you.

    Best of luck and let us know how you're doing!
    {{ DiscussionBoard.errors[7614036].message }}
  • Profile picture of the author Dustin Lyle
    From what I'm reading here, its apparent that your not scared of the confrontation or the denial due to your willingness to do F2F. I'm really wondering what exactly it REALLY is that makes you hesitant to pick up the phone. Historically, I've always fumbled over my words when put on the spot "in person", my nerves just don't sit right when I am vulnerable face to face... On the flip side, when I got a prospective client on the phone, I was like a trial lawyer at his best.
    Signature
    {{ DiscussionBoard.errors[7614273].message }}
  • Profile picture of the author Adrian John
    I'm for it Ken.All the way.Will pm. Thank you
    It's true ... I've been trying to encourage myself picking up the phone for a long time, watching motivational videos, reading motivational stories etc... I got plenty leads gathered and I can find leads all day long for my services ... my problem it's me I guess.
    I can perfectly talk over the phone after an initial email contact ... I did it plenty times and closed partnership deals ... but straight cold calling, pfff .... it's killing me

    I hope some day I will get back here with my successful story on cold calling
    Signature
    ARE YOU A CONSULTANT? Do you have clients who could use MORE LEADS?
    Get them a MOBILE WEBSITE PLATFORM built to stay up with their clients habits.
    More than 50% of their customers buys from their mobile devices now!

    CLICK HERE FOR MORE INFO
    {{ DiscussionBoard.errors[7614396].message }}
  • Profile picture of the author Rearden
    If you can't muster the balls to pick the phone up, no matter how we tell you how little of a deal it is, or about all the different ways to relax, either (a) get a telemarketing job with someone like Ken, or (b), just commit to cold walking.

    I've been cold walking for my company for several months now and I am amazed at all great information and presentations I'm able to, just by simply showing up.

    I've walked into 2-man garages, privately-owned grocers, auto part manufacturers, hospitals, and huge nursing homes, and each and every time with the occasional exception, I am able to get names of decision makers, worst case scenario, and sometimes even be able to speak directly with the guy who makes decisions on my product.

    Sure, you can do this over the phone, but if you're not, then it doesn't matter.

    Plus, gatekeepers and decision makers aren't as skilled in dealing with cold walkers, and will on average be much nicer than over the phone.

    One thing I've started doing that has really amped up my cold knock results is tracking the weak competitors in my area and dropping in later to show them what I have to offer.

    If you're selling offline services like websites, take a few hours researching the websites in your area, and find the butt-ugly ones, then show them their competition's website and how they are doing.

    If you can do 20 calls on people with butt-ugly websites a day... you'd be freakin' rich.
    Signature
    Final Expense Agent Mentor -- Providing On-Going, Personalized Mentorship And Training From A Real Final Expense Producer To Agents New To The Final Expense Life Insurance Business.
    {{ DiscussionBoard.errors[7614670].message }}
  • Profile picture of the author iScotts
    I totally understand you.. About a week ago I decided to start calling and I actually hung up on my first call lol , ok the line was bad but I honestly couldnt wait to get out of that situation... Anyway I decided to try again and called another number and I did (didnt hangup this time lol ) she told me she wasnt interested and guess what, I wasnt zapped by lightning , I didnt Die , the weather didnt change, My GF is still with me, My dogs still barks, My clothes still fit, My Laptop still works, Heck My car, which was giving me trouble, was finally fixed on that day.. So if anything the worst thing that happened to me was.. MY CAR GOT FIXED lol.

    I have called 300 people now and still no sale, This is not to scare you but just to show that you are not alone But I am determined to persevere. What keeps me going actually is the story I will have to tell others on how hard I had to work to get where I am.

    Piece of advice, if you do decide to begin calling midway you may start feeling as if you keep calling the same person and they keep telling you "NO" and you may want to stop calling because you dont want to irritate them anymore Dont forget the next number has never heard from you before.. So just keep on calling.

    I just need to learn how to be more persistent and not let them go so easily, but baby steps right...

    Goodluck to both of us. Cheers!
    {{ DiscussionBoard.errors[7614787].message }}
    • Profile picture of the author John Durham
      Originally Posted by iScotts View Post


      I just need to learn how to be more persistent and not let them go so easily, but baby steps right...

      Goodluck to both of us. Cheers!
      If you focus just on giving out the love vibe, you may be able to hold them without rebutting any harder at all. I hate rebuttals personally and never use hard ones, or pressure, even though I have had to in call centers before when they require it.

      The best (jedi) thing to do is be interested in what they have going on, interested in hearing what they are doing... "Oh so you folks already do a bunch of advertising then? Great what kind of ads are working for you? (Or whatever), they dont care about your agenda, but they care about their own, and alot of times will open up if they feel you really want to hear about it.

      That true interest will lead you into more conversations. If it sounds faky (like a tactic), then you wont get anywhere, but if it sounds sincere, then you wont even have to rebut anyone or pressure yourself to draw more people in.
      {{ DiscussionBoard.errors[7616607].message }}
  • Profile picture of the author ptaylor98
    Cold calling is hard, but the mantra is "know, like, trust." The person you're calling has to get to know you, like you, and trust you. before they'll buy. It's the relationship that counts, not your product or service. Talk about their family, the news, their concerns. And remember that research shows that most people need to hear something 4 times before they act. Keep calling and good luck!
    --Phil Taylor
    {{ DiscussionBoard.errors[7616634].message }}
    • Profile picture of the author John Durham
      Originally Posted by ptaylor98 View Post

      Cold calling is hard, but the mantra is "know, like, trust."
      1: Know: Introduce your company with a credential or explanation of what you do

      2: Like: Be personable, or at least non threatening. Try to lift their energy instead of sucking it out. When you say hello a person either recognizes an energy boost, or sense of peace which they like, or they recognize an energy drain which they dont.

      3: Trust: Be clear and concise about what you want, and say it like you have nothing to hide. People trust that.

      All three of these can be accomplished within 20-30 seconds.
      {{ DiscussionBoard.errors[7616681].message }}
  • Profile picture of the author marc.v
    The first few times I cold called businesses I was nervous. What I did to fix it was literally prank call a few in the most childish way possible prior to doing actual calls.

    "Hey is Rob there? Rob people are goin' around saying your hair smells funny and that no one likes ya."

    Rob: Uh excuse me?

    "I'm just letting you know what's being said, Rob. Later."

    Worked for me.
    {{ DiscussionBoard.errors[7616685].message }}
  • Profile picture of the author Bayo
    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.

    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    Eva,

    Your reaction is totally normal and valid and from how you penned your situation I can easily tell that you want to do what works for you. So, apart from the fact that I personally believe cold calling is a lousy way to grow your business, there are other ways you can explore...BUT you have to approach things in the right way.

    Everything else aside, can you imagine, as a local business consultant, telling a business owner that the solution to their problem is to pick up the phone and start cold calling? I can't either, and this is where there's a disconnect between what people say should be done and what's practical.

    If you did have to call on someone out of the blue, the goal of that call should only be to ENGAGE them and not to make a sale. So as much as I know cold calling to be lousy, if you do decide to go that route for any reason and you want to get a half decent result for your effort, make it that your goal for calling is to engage and not make a sale.

    Engagement is not only for cold calling but also applies to other types of outreach you might do. I'm in a rush so Ive quickly dropped some suggestions for you below that I hope can help you move closer to resolving your situation.

    1. Make sure you're clear about the type of business owner you want to serve, i.e. who is your 'ideal'
    2. Also make sure you know who you don't want to work with e.g. businesses that deal with or in 'X'
    3. You've got to have a way to become visible to them
    4. To do that, you've got to know where they hang out online or offline
    5. You need to understand the sorts of problems they're currently paying to have resolved because without that knowledge, you may 'get lucky' but hoping to get luck is like basing your business on the number of cold calls you can make
    6. You've got to know how to engage them and get them interested in you and your business. I have regularly paid anything from $25-$200 to get in front of Chiropractors and other professional service businesses to talk about the problems their type of business faces and from there, generated a considerable amount of high-quality leads. I've also taught this approach to numerous others here in the forum who have gone on and been successful
    If you were to go out tomorrow and get started, what you could do is take the first item on this list and see that through, then go on to the next one. This is following a step-by-step plan that will give you a solid and repeatable foundation to work from now and in the future.


    If you want 'warm leads' as you say, my recommendation would be to tap into your circle of influence and rather than get them to 'refer you' to a business, get them to give you a Strategic Introduction instead.


    A referral is basically someone saying "Hey, go speak to [this person] and say I sent you" which may work sometimes, but like cold calling makes you feel uneasy and is nothing compared to a Strategic Introduction which is more personal and powerful and works more often than not.

    Hope this helps and best of luck in your efforts.

    BAYO

    Typos are a sign of being an absolute human being!
    {{ DiscussionBoard.errors[7616760].message }}
  • Profile picture of the author ckbank
    Here is a simple but effective tip. Call to ask a question. Ask them what they think is a fair price for a service. Try it. It will be well received.
    {{ DiscussionBoard.errors[7616799].message }}
  • Sometimes new salespeople and business owners are reluctant to make calls because they are not sure what to say or do. There is a lot of training right here in the forum to fix that.

    Some have not sold themselves on the value of their offer. Take the time to understand what you bring to the table. You are in business. Other business people want to make more money. You are there to help them make more money. How great is that?

    One salesperson told me, "I'll make the calls when I'm in the majors." Here's the deal. You are in the major leagues right now. It's called your life. And if you live in a capitalist system, you have the chance to improve your life more than most people have had in the history of the world.
    Signature
    Marketing is not a battle of products. It is a battle of perceptions.
    - Jack Trout
    {{ DiscussionBoard.errors[7616949].message }}
  • Profile picture of the author laurencewins
    Eva, I am a former telemarketer and also a telemarketing MANAGER and recruiter and even after I had been a manager and then went back to telemarketing again I absolutely hated it. I couldn't pick up the phone.
    I know it was psychological but it was just so hard.

    You need to know WHY you are calling...and I don't mean what you're selling.
    Why are you telemarketing?
    Is it to pay bills? Is it to build a business?
    Remember that you have chosen to cold call so you only have yourself to blame, not some manager looking over your shoulder.

    The worst thing that can happen when you ring is that they say NO.
    You will get more NOs than YESes.
    But it's a numbers game. Every NO brings you closer to a YES.

    Everyone else has given you solid advice too so take it all and relate to it and you'll find that it gets easier after you do.
    Signature

    Cheers, Laurence. Writer/Editor/Proofreader.
    Website / Blog for more info.

    {{ DiscussionBoard.errors[7617083].message }}
  • Profile picture of the author bizgrower
    Eva,

    If cold walking it is and you have the budget, put together a professional bound report or booklet explaining your state of the art, best practices approach to your services and how it will improve their business/profits. You could leave it for the DM if they are not there, and you don't think you'll come again to that business. And, it's a tool for your offline networking, Chamber of Commerce packages...

    And, it would help you establish credibility in your new field with people of influence from your previous career.

    As you know, authorship is a great thing for the credibility factor and once written, you can use over again in digital formats.

    Hope this helps, even it's something I realize you probably already know as you're highly regarded here.

    Dan
    Signature

    "If you think you're the smartest person in the room, then you're probably in the wrong room."

    {{ DiscussionBoard.errors[7617746].message }}
  • Profile picture of the author John Durham
    Ken , seriously Im trying to resign myself to the basement and retire and give people a break from my advice here, but honestly man...with some of the advice given Its really hard not to interrupt. I dont think people understand that this really has more meaning to me than merely selling wso's, or building a rep.
    {{ DiscussionBoard.errors[7618700].message }}
    • Profile picture of the author kenmichaels
      Originally Posted by John Durham View Post

      Ken , seriously Im trying to resign myself to the basement and retire and give people a break from my advice here, but honestly man...with some of the advice given Its really hard not to interrupt. I dont think people understand that this really has more meaning to me than merely selling wso's, or building a rep.
      don't resign brotha.

      People need motivation, people need to be educated on sales.
      Plus your nice and don't hurt people feelings.

      I don't know too many on this forum who can do what you do.. as well as you do.
      Signature

      Selling Ain't for Sissies
      {{ DiscussionBoard.errors[7618725].message }}
      • Profile picture of the author John Durham
        Originally Posted by kenmichaels View Post

        don't resign brotha.

        People need motivation, people need to be educated on sales.
        Plus your nice and don't hurt people feelings.

        I don't know too many on this forum who can do what you do.. as well as you do.
        I do good with people who need help, but I piss off others who are "authorities".
        {{ DiscussionBoard.errors[7618733].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by John Durham View Post

          I do good with people who need help, but I piss off others who are "authorities".
          F*ck em ...
          Signature

          Selling Ain't for Sissies
          {{ DiscussionBoard.errors[7618748].message }}
          • Profile picture of the author ewenmack
            Originally Posted by kenmichaels View Post

            F*ck em ...

            lol!

            Best,
            Ewen
            {{ DiscussionBoard.errors[7618760].message }}
          • Profile picture of the author mak25
            John and Ken: Keep posting. Keep giving people what they need.

            Advice and instruction.

            I've gleaned so many useful and actionable nuggets from 'youse' guys.

            For which I'll always be grateful.

            For those who take your advice and experience and try to discredit it,
            as you say Ken:

            Originally Posted by kenmichaels View Post

            F*ck em ...
            {{ DiscussionBoard.errors[7619414].message }}
            • Profile picture of the author kenmichaels
              [DELETED]
              {{ DiscussionBoard.errors[7619456].message }}
              • Profile picture of the author Vikuna2009+
                I need to re-group, re-think, re-evaluate myself and then move forward. Some of the harsh comments made here is actually like a kick in the behind and actually helpful. I am not afraid of critisism, oh, spell check needed, lol. Anyhow, I will move forward,

                Eva
                {{ DiscussionBoard.errors[7619690].message }}
                • Profile picture of the author DABK
                  I'm like you, Eva...

                  When I do make phone calls, though I know I need volume, I set myself 1 goal: dial and say the 1st thing I want to say and hear what the person who picks up says... At that point, I will decide whether I keep going or not. If I keep going, it means, I'll go through the 2nd part of whatever I decided I'll be covering.

                  Then, at the end of part 2, I decide if I go to the next part. And so on, and on.

                  The last time I decided to dial a number and see who picked up, I ended up making 16 calls before I stopped. Then, I took 5 minutes off and started again... not on the 17th call, on the 1st. And did a 9 calls run, one after the other... Out of those many calls, I talked to 2 owners, 3 people told me the time the owner would be there, 1 person asked me a lot of questions, to pass on to the boss... but I think she was the boss... The rest they said the person I was asking for was not there and they didn't know when he/she would be in.

                  The surprising thing is how easy it is compared to what I expect and how the next day I keep expecting the same bad things that didn't happen and need to do the small stages...






                  Originally Posted by Vikuna2009+ View Post

                  I need to re-group, re-think, re-evaluate myself and then move forward. Some of the harsh comments made here is actually like a kick in the behind and actually helpful. I am not afraid of critisism, oh, spell check needed, lol. Anyhow, I will move forward,

                  Eva
                  {{ DiscussionBoard.errors[7620110].message }}
                  • Profile picture of the author socialentry
                    I think that "just pick up the phone" is the best advice.

                    Motivations are deeply personal to each and nobody can really answer these questions for you...

                    I think that maybe the best thing to do would be to take a break from the forum and just use that time for introspection.
                    {{ DiscussionBoard.errors[7633268].message }}
    • Profile picture of the author RichSerafini
      Originally Posted by John Durham View Post

      Ken , seriously Im trying to resign myself to the basement and retire and give people a break from my advice here, but honestly man...with some of the advice given Its really hard not to interrupt. I dont think people understand that this really has more meaning to me than merely selling wso's, or building a rep.
      John, stay around. I for one enjoy (and benefit from) your advice. Thanks. Rich
      {{ DiscussionBoard.errors[7622733].message }}
  • Profile picture of the author PNWgrl
    Sort of agree with Ken...

    I was going to ask you what you think is so different between a "warm lead" and a "cold one", really? I haven't found much difference; in fact, the warm lead could have been called by 20 people already and is sick of hearing from one more--I would say that's WORSE than a cold call. If you can sell those kinds of warm leads than cold ones aren't any more difficult (or shouldn't be).
    {{ DiscussionBoard.errors[7618707].message }}
  • Profile picture of the author steveka
    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.

    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    This is exactly the same thing as someone reminding themselves the reasons of "why they should quit smoking." They know the dangers and the possible health complications of smoking but they still keep smoking. All the dangers and scary statistics even are not helpful enough for them to take action.

    Your situation is not so different. You keep telling to yourself that you will do it tomorrow so this gives you a relief and you don't feel guilty. Subconsciously, you know you won't do it tomorrow anyway so you feel relaxed and feel extremely good until next day.

    Approaching anxiety is nothing unusual and all of us have it in some degree. Some of us experience this when trying to talk to girls, some have this when picking up the phone etc. No matter the reason, the result is pretty much the same; end up not doing anything.

    I know, a lot of people keep telling you to pick up the phone. Unfortunately this won't work. If picking up the phone would work, you would have done it already. You don't have a problem of picking up the phone. You have a problem of talking to complete strangers. That's why you are good with warm leads.

    My advice is to do something else if it's not working for you. Because cold calling is not everyone's cup of coffee. It requires you to have a thick skin. Some can work on this and develop by practicing, some can never do this because it's against their personalities. And it's up to you to decide whether this is for you or not, just don't waste your time on it. You don't have to be good at everything and you can just outsource the skills you don't have and concentrate on what you are good at.
    {{ DiscussionBoard.errors[7619669].message }}
  • Profile picture of the author Qamar
    The more you regards cold calling as something that can cause you sudden death the more you will not be able to do it. The more you fear it the more it will haunt you and cause you high anxiety. Soon you will develop chronic anxiety disorder that will completely cripple your quest of selling products over the phone.

    Most of the time your conscious mind which plans to make phone calls will be hindered by your subconscious mind which is usually negative. What you need to do is to align your conscious mind with your subconscious mind to do one same thing. Ignore the "what if" thoughts produced by your subconscious mind and your intention to make cold calls will be much easier and successful.

    This will need you to have the right mindset and practice. Just tell yourself that you are the real deal, an entrepeneur, a businessman or woman. Remind yourself that you are selling legit services and you are not going around to scam people so why worry?. The worse thing that could happen to you is that they will say no. That's it. No big deal nothing personal, its business. Keep moving on and keep the call going.

    Its a matter of persistence and matter of time and the sales will definitely come in.
    Do it!



    Zul
    Signature
    I help Thought Leaders, Coaches and Consultants
    Explode Their High Ticket Sales EXPONENTIALLY with just ONE CALL CLOSING.

    Want Me To Help You? click ==> High Ticket Closer.

    or

    Do You Want to become a High Ticket Closer Like Me and work from anywhere around the world?
    Click Here to Apply Now
    {{ DiscussionBoard.errors[7620968].message }}
    • Profile picture of the author Vikuna2009+
      Originally Posted by Qamar View Post

      The more you regards cold calling as something that can cause you sudden death the more you will not be able to do it. The more you fear it the more it will haunt you and cause you high anxiety. Soon you will develop chronic anxiety disorder that will completely cripple your quest of selling products over the phone.

      Most of the time your conscious mind which plans to make phone calls will be hindered by your subconscious mind which is usually negative. What you need to do is to align your conscious mind with your subconscious mind to do one same thing. Ignore the "what if" thoughts produced by your subconscious mind and your intention to make cold calls will be much easier and successful.

      This will need you to have the right mindset and practice. Just tell yourself that you are the real deal, an entrepeneur, a businessman or woman. Remind yourself that you are selling legit services and you are not going around to scam people so why worry?. The worse thing that could happen to you is that they will say no. That's it. No big deal nothing personal, its business. Keep moving on and keep the call going.

      Its a matter of persistence and matter of time and the sales will definitely come in.
      Do it!



      Zul
      I know what you mean, I actually got a panic attack way back like 20 years or so, yes, I am that old, lol. So there I am sitting watching a movie on TV with a girlfriend and out of nowhere, I just could not breathe. I was under a lot of stress at the time but was totally relaxed watching that movie. It got worse by the second, breathing into a bag did nothing.

      My girlfriend drove me to the hospital and they had to help me get in there because I could not even walk, horrible experience for sure and yes, the doctor said you can actually die from this. It terrified me to no extent and it has never happened since but I do understand what you are saying.

      Thank you for your reply,

      Eva
      {{ DiscussionBoard.errors[7622882].message }}
      • Profile picture of the author Vikuna2009+
        First of all, thanks to all that gave me constructive information. Less thanks to you who included a Paypal link for me to get a couple of sentences (or more) of advice.

        I racked my brain and I think I finally came up with a non-threathening way for me to approach any business. I am going to keep that to myself for now but once I have proof that my new approach works, I will post here.

        The feeling of doom and gloom and total freeze has totally disappeared and I now feel at ease. I am looking forward to tomorrow and I have decided to go to a trade show to do some research, no selling at all, just lead gathering.

        If you would like to know what transcribes after this post, please subscribe to my thread.

        Over and out and wish me luck, Eva
        {{ DiscussionBoard.errors[7623111].message }}
        • Profile picture of the author Greg guitar
          Originally Posted by Vikuna2009+ View Post

          First of all, thanks to all that gave me constructive information. Less thanks to you who included a Paypal link for me to get a couple of sentences (or more) of advice.

          I racked my brain and I think I finally came up with a non-threathening way for me to approach any business. I am going to keep that to myself for now but once I have proof that my new approach works, I will post here.

          The feeling of doom and gloom and total freeze has totally disappeared and I now feel at ease. I am looking forward to tomorrow and I have decided to go to a trade show to do some research, no selling at all, just lead gathering.

          If you would like to know what transcribes after this post, please subscribe to my thread.

          Over and out and wish me luck, Eva
          Good luck, and good on you for having the courage to post about this and let us in on the journey. And for going through the process of finding a way to expand yourself beyond the limits defined by your fears.

          We all have fears, but we don't always have the courage to be public about it, and you can bet there are a lot of Warriors silently cheering you on because they are more fearful than you.
          {{ DiscussionBoard.errors[7624159].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by Vikuna2009+ View Post

          . Less thanks to you who included a Paypal link for me to get a couple of sentences (or more) of advice.
          Good for you

          any way ,can privately tell me who pulled the pay pal string ?

          I know it is none of my bizz, but I AM curios and would like to know...

          AND i really hope i was at least a bit of a help to you.
          Signature

          Selling Ain't for Sissies
          {{ DiscussionBoard.errors[7624422].message }}
          • Profile picture of the author John Durham
            Originally Posted by kenmichaels View Post

            Good for you

            any way ,can privately tell me who pulled the pay pal string ?

            I know it is none of my bizz, but I AM curios and would like to know...

            AND i really hope i was at least a bit of a help to you.
            Stupid predators dont know how to get online business without directly soliciting every person who asks for help and looks vulnerable.

            Help people and you will get it naturally.
            {{ DiscussionBoard.errors[7624739].message }}
            • Profile picture of the author kenmichaels
              Originally Posted by John Durham View Post

              Stupid predators dont know how to get online business without directly soliciting every person who asks for help and looks vulnerable.

              Help people and you will get it naturally.
              I don't know if i agree with you 100%.
              As a person in sales i know you never get a sale unless you ask for it.

              So i get why people do it.

              From what i see WF is split into 2 categories.

              Those who come here to learn.

              Those who come here to sell.

              As far as i can tell no where in the welcome, or even in the sign up, does it say
              this is a helping only forum. It says marketing forum. To me its pretty open ended
              and i can for sure see why people sell here.

              I have no dog in this fight, i don't care enough either way.
              The use of the words "Stupid predators " was harsh, and got me
              thinking of my stance on the subject.

              My initial thought was ... damn i call people all the time out of the blue
              and ask for money, how is that any different then a PM, then i said ...
              Hmmm pm might actually be a warmer lead.
              Signature

              Selling Ain't for Sissies
              {{ DiscussionBoard.errors[7628594].message }}
              • Profile picture of the author Vikuna2009+
                Well, something I love to do is slideshow videos but even with that, I just have a hard time with rejection. Where did all that fear of rejection come from? My mother? Ha, ha, ha, probably. No, I was not dropped on the head as a baby but somehow, sometime, somewhere, something "damaged" me to the point of fearing rejection. This is no psycho babble, it is real and I am sure it is for some of you as well.

                I was PM'ed to check out Ari Galper, a name I am slightly familiar with, will do so now,

                Eva
                {{ DiscussionBoard.errors[7629076].message }}
                • Profile picture of the author Greg guitar
                  Originally Posted by Vikuna2009+ View Post

                  Well, something I love to do is slideshow videos but even with that, I just have a hard time with rejection. Where did all that fear of rejection come from? My mother? Ha, ha, ha, probably. No, I was not dropped on the head as a baby but somehow, sometime, somewhere, something "damaged" me to the point of fearing rejection. This is no psycho babble, it is real and I am sure it is for some of you as well.

                  I was PM'ed to check out Ari Galper, a name I am slightly familiar with, will do so now,

                  Eva
                  I can put in a great word for him, he is a very good man, and his approach to calling is both brilliant and kind to both the caller and recipient. It is a refreshing antidote to the usual "rah rah, go get-um Tiger" style of typical sales training and advice.

                  It is the direct opposite. There is zero aggression in it. For example, he never "overcomes objections".

                  If you spend a minute thinking about the implications of "overcoming objections", it isn't hard to see why the very thought of cold calling makes most people's hands clammy. It sets you up in an adversarial, manipulative, pressuring mindset before you ever dial.

                  He starts each call with an open mind, not knowing whether his solutions are right for the recipient or not. There is no goal of "making the sale" at the start of the call, just a goal of exploring whether or not he might be able to help the person, and above all, to make a quality, human connection to whoever he talks to.

                  That approach means you never have to steel yourself against a hundred objections in a day, or even one objection, because you aren't treating them like a stepping stone to reach your sales goals, or presuming to know what's best for them before you ever find out anything about them. What others call objections, would just be useful information to him, leading closer to the goal of understanding their needs and desires, and whether you are a match.

                  In fact, one of the key concepts he teaches is that if you ever get rejected, it is because you applied pressure, consciously or not, and they resisted, and then you felt "rejected"; the cause of the rejection wasn't them invalidating you as a person; it was you applying pressure to a stranger to comply with your preconceived agenda for them, and them doing what comes natural; protecting themselves from your aggression.

                  Following the advice to toughen yourself up against the constant rejection ("learn to see each "no" as a step closer to a "yes""), which is a predictable result of approaching strangers trying to "sell them" is a brutal and unnatural thing for humans to do. It can even cause psychological problems for many of those who manage to force themselves to get used to it. Your brain is trying to protect yourself from such a fate when it won't let you pick up the phone.

                  Central to Ari's training is the intention of taking all the pressure off both the caller and recipient, and the idea that all the pressure you feel, is caused by your tactics, not by them, so you need to undo the things you are doing that create that pressure.
                  {{ DiscussionBoard.errors[7629762].message }}
              • Profile picture of the author Greg guitar
                Originally Posted by kenmichaels View Post

                From what i see WF is split into 2 categories.

                Those who come here to learn.

                Those who come here to sell.
                I think that's a good start, but I would add a couple more motivations:

                1) To teach what they know (which might sometimes include selling; sometimes not).

                2) To seek personalized guidance and encouragement (related to your first category, but deserves mention because encouragement and guidance is a step beyond just learning, which can be done without any direct communication)

                2a) To offer such guidance and encouragement; there is a lot of satisfaction in helping others, and I think it is a core human motivation everyone but sociopaths have. Many people who get good guidance here feel a lot of gratitude which drives them to want to pay it forward. Sometimes that can involve selling, often it's just giving, often a combination of both; like the typical sales funnel; give first, sell later.

                3) For pure entertainment and socializing.

                From the tiny fraction of all the threads on this forum that I have personally read, which nonetheless is probably in the thousands, I believe that most Warriors actually have multiple motivations for being here, sometimes all at once, and sometimes shifting back and forth.
                {{ DiscussionBoard.errors[7629845].message }}
              • Profile picture of the author John Durham
                Originally Posted by kenmichaels View Post

                I don't know if i agree with you 100%.
                As a person in sales i know you never get a sale unless you ask for it.

                So i get why people do it.

                From what i see WF is split into 2 categories.

                Those who come here to learn.

                Those who come here to sell.

                As far as i can tell no where in the welcome, or even in the sign up, does it say
                this is a helping only forum. It says marketing forum. To me its pretty open ended
                and i can for sure see why people sell here.

                I have no dog in this fight, i don't care enough either way.
                The use of the words "Stupid predators " was harsh, and got me
                thinking of my stance on the subject.

                My initial thought was ... damn i call people all the time out of the blue
                and ask for money, how is that any different then a PM, then i said ...
                Hmmm pm might actually be a warmer lead.
                I guess my perspective is different. But I can see that nothing is really wrong with yours either. Its probably just my own feelings about things, and I shouldnt be so judgmental.

                That being said: :rolleyes:

                Maybe its my flaw but it pisses me off every time someone asks a question and they get the answer "PM me", with no other contribution to the thread to speak of.

                This inspires some thoughts, and they may not change yours, which is well, because maybe Im an extremist, but...:

                1: We , I feel, owe something to the forum for letting us play here , and should try our best to add some content and make it more interesting for the privilege.

                Predators want to take business without contributing it seems, so, ones saying "PM" me instead of contributing to the forum, piss me off. Not that my being pissed of is anything that means anything.

                2: I come from the perspective of a person who writes 4 paragraph answers for people and tries to help them because I know something, and its a higher level of mastery than directly soliciting (IMO) , thus; "stupid" comes before "predators".

                That something is that if you give you will receive. People who you support on the forum will naturally support you when you have a WSO.

                Thats always been my theory about this. To me an answer like "PM" me alot of times is the equivalent of "Pointing to your sig". It just lacks mastery of the laws in my opinion. As Vikuna pointed out, more often than not those pms include a paypal link.

                Instead of sharing knowledge with the community and contributing, they take people OUT of the forum and sell them shit without being direct and saying publicly "Im selling shit".

                Thats why I have ZERO shame when I am selling, and I say "Come check out my wso, Im sellin shit"!

                Because I know I give when the time to give is appropriate, and my membership isnt a one way street. I developed 4,000 warm leads that could sell over and over by having that attitude.

                So I think people who habitually say "PM me" instead of teaching on the forum are doing it

                1: The stupid Way
                2: The predatory way.
                3: Because they arent good enough to attract loyalty through their content, and so they trade their sense of mastery for a few bucks...they step over the ham and pick up a hot dog.

                Lol.

                Forgive me if Im harsh. There's no skill in that strategy, and thats okay if all you care about is the buck. I want to earn mine with a feeling of mastery and tact.

                -John

                If it helps , I think people who bash other people for SELLING information are flawed too in their perception. No, not EVERYTHING should be free. If an artist writes songs for his living, and you enjoy them , you should pay for them.

                There should be a balance. Give on the forum, give TO the forum that allows you the opportunity, and sell in the advertising spaces it affords you. Thats fair.

                Let your content itself sell on its own right, and make it good enough that people want to look you up and buy something from you. Thats my take.

                On another note, like I told Sal the other day...

                That attitude of no soliciting would seem contrary to being a telemarketer, but its not, telemarketing is just making your offer available via phone, and creating awareness that your offer exists, it doesnt have to be selling till you are blue in the face.

                Its good to know how to present, so people want to buy, but its not good to try and talk people into things that they have no interest in. Lol

                To me telemarketing is not as much selling as it is "uncovering" prospects, and letting them know you are in business, allowing them an opportunity to take advantage of your resource.

                That attitude has made me number one over alot of really aggressive guys that have sized me up over time, and thought they could take me in a call center.

                "Allowing" is simply opening up a channel for a person to have an opportunity to be attracted if they want, and to me a phone call is simply opening up that channel, so that potential prosperity can flow through it. It isnt about PUSHING things.

                If you have a sig here then you have an open channel to spread awareness, people will click it if you share your information freely.

                Again, its not the only way to look at it, I guess.

                I could solicit every person who asks me a question, and take them off privately and give them a sales pitch but to me its a cheap way of doing it, and I would feel like a two dollar hooker.

                However, I dont generally have a problem making sales either.

                Maybe I need to expand my thinking.

                -John
                {{ DiscussionBoard.errors[7630762].message }}
                • Originally Posted by John Durham View Post

                  Instead of sharing knowledge with the community and contributing, they take people OUT of the forum...
                  To me this is the main problem with serial "PM me" types: They don't share their insight with the community. WF and similar forums work well due to contribution, not hoarding.
                  Signature
                  Marketing is not a battle of products. It is a battle of perceptions.
                  - Jack Trout
                  {{ DiscussionBoard.errors[7630871].message }}
                  • Profile picture of the author John Durham
                    Originally Posted by Joe Ditzel View Post

                    To me this is the main problem with serial "PM me" types: They don't share their insight with the community. WF and similar forums work well due to contribution, not hoarding.
                    If only I could be that concise.

                    BTW Eva, it wouldnt take but a second to fix the thread title.
                    {{ DiscussionBoard.errors[7630945].message }}
                    • Profile picture of the author Vikuna2009+
                      Originally Posted by John Durham View Post

                      If only I could be that concise.

                      BTW Eva, it wouldn't take but a second to fix the thread title.
                      Picky, picky, lol, but I actually believe in NOT being perfect. Having said that, I did take ACTION today and yes, it was VERY revealing. Man oh man, they all suck!

                      I do promise to fill out the blanks tomorrow but for right now, I do need my private time.

                      Eva
                      {{ DiscussionBoard.errors[7631016].message }}
                • Profile picture of the author Greg guitar
                  Originally Posted by John Durham View Post

                  I could solicit every person who asks me a question, and take them off privately and give them a sales pitch but to me its a cheap way of doing it, and I would feel like a two dollar hooker.
                  -John
                  I know what you mean John; you have to have a little dignity. Personally, I won't turn a trick for anything less than $17.
                  {{ DiscussionBoard.errors[7634983].message }}
  • Profile picture of the author winsoar
    Rather than doing cold calling, have you considered joining a BNI chapter? I get most of my business this way. I never do cold calling any more.
    Signature

    Visit my official blog: James Winsoar and learn how to generate 30+ new FREE leads a day on auto-pilot!

    {{ DiscussionBoard.errors[7624755].message }}
  • {{ DiscussionBoard.errors[7629091].message }}
    • Profile picture of the author Vikuna2009+
      Originally Posted by Jason Kanigan View Post

      Did you see the link to my video above?

      You can also watch this one:

      http://www.warriorforum.com/offline-...ccess-tip.html

      And you won't have to pay for it.
      Somehow I missed it, thanks for the reminder. Did watch it, "Roll over and die" or
      using pure logic, almost sounds silly to me now. After all, maybe I can do this!

      A swift kick in the rear in the right direction, maybe that is all I need,

      thanks, Eva
      {{ DiscussionBoard.errors[7629207].message }}
  • Profile picture of the author dave147
    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.

    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    Just pick up the phone kidding...cold calling can be extremely nerve racking when starting out so here's what I did back in November to get started and make it easier.

    First I renamed it from Cold Calling to Business-Intro Calling, to make the task easier, and not seem so cold and difficult

    So at first the idea is to try and get the decision maker on the phone or the manager even and simply introduce your self, your business, what you do, and how they can benefit, and are they interested.

    One easy sentence like this example...

    Hi this is (yourname) from (yourbiz) what we do is, if you guys are interested in getting more customers, more clients, more business and making more sales, we've got 6 ways of doing this for you and bringing you much more business.

    and then just one question...
    Would you guys be interested in something like this for your business?

    Yes we would (set up meeting)

    Not right now (Call back in a couple of weeks)

    No we wouldn't (Call back in 4 weeks when your calling skills have improved )
    Just because they say no once does not mean they'll continue to say no.
    Call them again in a few weeks with an update on your "improved" service, and of course your improved phone skills.

    So the idea here is to start business-intro calling...introducing your business and benefits and a by-the-way,,,would you guys be interested in something like this?

    and then
    as your cold calling skills improve and your confidence grows you'll find your self
    spending longer on the calls, asking better questions and you'll be more effective
    in making sales from phone calls, and setting up more meetings.
    In the meantime...think of it as just a business introduction you're doing.
    Signature

    How to Create Your Own Wealth and Success
    $500.00 in FREE Advertising For You Here

    {{ DiscussionBoard.errors[7631965].message }}
    • Profile picture of the author Greg guitar
      Originally Posted by dave147 View Post

      Just pick up the phone kidding...cold calling can be extremely nerve racking when starting out so here's what I did back in November to get started and make it easier.

      First I renamed it from Cold Calling to Business-Intro Calling, to make the task easier, and not seem so cold and difficult

      So at first the idea is to try and get the decision maker on the phone or the manager even and simply introduce your self, your business, what you do, and how they can benefit, and are they interested.

      One easy sentence like this example...

      Hi this is (yourname) from (yourbiz) what we do is, if you guys are interested in getting more customers, more clients, more business and making more sales, we've got 6 ways of doing this for you and bringing you much more business.

      and then just one question...
      Would you guys be interested in something like this for your business?

      Yes we would (set up meeting)

      Not right now (Call back in a couple of weeks)

      No we wouldn't (Call back in 4 weeks when your calling skills have improved )
      Just because they say no once does not mean they'll continue to say no.
      Call them again in a few weeks with an update on your "improved" service, and of course your improved phone skills.

      So the idea here is to start business-intro calling...introducing your business and benefits and a by-the-way,,,would you guys be interested in something like this?

      and then
      as your cold calling skills improve and your confidence grows you'll find your self
      spending longer on the calls, asking better questions and you'll be more effective
      in making sales from phone calls, and setting up more meetings.
      In the meantime...think of it as just a business introduction you're doing.
      I totally agree with your dumping the hideous term "cold calling"; why would anyone in their right mind aspire to get good at that, or spend even one miserable day on it?

      But regarding the pitch, it's all about you and what you're selling, and you're asking if they are interested before they've said anything beyond "hello", or you have shown any interest in learning about them before presuming your thing is the right match. Like asking for sex at the start of the first conversation with a stranger.

      It will work if you do it enough, but why would you want to go through 100 rejections from nice people you might otherwise develop relationships with, had you taken your time, just to find the person slutty enough to take the offer?
      {{ DiscussionBoard.errors[7635151].message }}
      • Profile picture of the author John Durham
        Originally Posted by Greg guitar View Post

        I totally agree with your dumping the hideous term "cold calling"; why would anyone in their right mind aspire to get good at that, or spend even one miserable day on it?
        I seem to remember you becoming an avid member of the telemarketing forum but never quite getting the guts up to try... despite, at one time seeing the value of it, trying to get your nerve up for weeks on end, and watching others succeed left and right, before finally giving up without even giving it a shot, then all the sudden it became "hideous"...so I understand why you would have that perspective.

        I guess you just buy cold calling WSO's so you will have something to criticize?

        Your advice is worthless on this subject.
        {{ DiscussionBoard.errors[7635169].message }}
        • Profile picture of the author rjohnsen
          Why don't we keep this thread on focus for the sake of Eva and take these other sideshow topics to another thread?
          {{ DiscussionBoard.errors[7635198].message }}
          • Profile picture of the author Vikuna2009+
            Originally Posted by rjohnsen View Post

            Why don't we keep this thread on focus for the sake of Eva and take these other sideshow topics to another thread?

            Thank you, lol.

            Progress report: Since I have decided to go low key on this, I actually got 2 out of 2 on my reservation list for my Community Discount Card. I decided that instead of trying to collect money, I would only collect "interest" as in someone who would be interested to be on my card. Less threathening that way. And even though I shivered a bit, I did walk in to 2 businesses, one owner was out, the other one said yes.

            Then I came home and took my daily walk and run in to a plumber that I know and I casually asked him if maybe he would be interested. He said yes too, lol.

            The feed store manager was out so I am going in person to see him tomorrow, same thing with a local restaurant. As you can see, I am taking my first steps and moving forward. And no, nobody tried to kill me or anything else negative.

            I do not want to collect the money upfront, I am way more comfortable in building an "interest list" because that works for me. Might be slower but it helps me building my courage.

            Eva
            {{ DiscussionBoard.errors[7635453].message }}
          • Profile picture of the author David Miller
            It looks like the more things change, the more they stay the same. Just when I was starting to see a refreshing (albeit boring) tone of civility in a thread about "cold calling", out come the verbal assaults.

            First come the teachers, great people with an understanding of what it's like to face the phone, and the desire to help others overcome the dread that they once felt themselves.

            Next, the self-promoters show up with wisdom and insight to a point, and then a point to their WSO.

            Lastly there's my personal favorite, the "Warrior" with a belief that all sales people are evil, and the only "good" sales people are the ones that are smart enough to know that every prospect knows exactly what they want, when they want it, and have no need for a sales presentation in any manner whatsoever.

            Now that I've vented the above, here's my two cents on the issue at hand. Its been my experience that people who find themselves fearful of cold calling simply don't understand what cold calling actually is. There is the tendency to look at cold calling as a "result" in and of itself, as opposed to a means to an end, and a rather efficient means at that.

            The person who places the cold call is not bothering anyone, is not necessarily rude, pushy, arrogant, or obnoxious. He or she is simply trying to find out if the person picking up the phone is or is not a match for what is being offered. In any other venue of sales, this is called prospecting.

            Prospecting is a matter of saving time and energy for all concerned. Picking up the phone and dialing ABC Ventures to ask a simple question such as:

            "Who can I speak with in your firm to talk about placing Elvis on Velvet portraits in your reception area?"

            No tricks, no blue smoke and mirrors, no sneaky twists of phrases, just a simple prospecting question designed to elicit a specific response. Any one of which is needed in order for you to do your job at that point in time. Your job at that point in time is only to identify a prospect, period.

            Prospecting and selling are two completely separate events. By the way, they are also uniquely different skill sets as well. The ability to combine the two actions into a single cohesive unit that leads to a sale is best accomplished using a well thought out plan of action (dare I say script).
            Signature
            The big lesson in life, baby, is never be scared of anyone or anything.
            -- FRANK SINATRA, quoted in The Way You Wear Your Hat
            {{ DiscussionBoard.errors[7635528].message }}
            • Profile picture of the author Vikuna2009+
              Originally Posted by David Miller View Post

              It looks like the more things change, the more they stay the same. Just when I was starting to see a refreshing (albeit boring) tone of civility in a thread about "cold calling", out come the verbal assaults.

              First come the teachers, great people with an understanding of what it's like to face the phone, and the desire to help others overcome the dread that they once felt themselves.

              Next, the self-promoters show up with wisdom and insight to a point, and then a point to their WSO.

              Lastly there's my personal favorite, the "Warrior" with a belief that all sales people are evil, and the only "good" sales people are the ones that are smart enough to know that every prospect knows exactly what they want, when they want it, and have no need for a sales presentation in any manner whatsoever.

              Now that I've vented the above, here's my two cents on the issue at hand. Its been my experience that people who find themselves fearful of cold calling simply don't understand what cold calling actually is. There is the tendency to look at cold calling as a "result" in and of itself, as opposed to a means to an end, and a rather efficient means at that.

              The person who places the cold call is not bothering anyone, is not necessarily rude, pushy, arrogant, or obnoxious. He or she is simply trying to find out if the person picking up the phone is or is not a match for what is being offered. In any other venue of sales, this is called prospecting.

              Prospecting is a matter of saving time and energy for all concerned. Picking up the phone and dialing ABC Ventures to ask a simple question such as:

              "Who can I speak with in your firm to talk about placing Elvis on Velvet portraits in your reception area?"

              No tricks, no blue smoke and mirrors, no sneaky twists of phrases, just a simple prospecting question designed to elicit a specific response. Any one of which is needed in order for you to do your job at that point in time. Your job at that point in time is only to identify a prospect, period.

              Prospecting and selling are two completely separate events. By the way, they are also uniquely different skill sets as well. The ability to combine the two actions into a single cohesive unit that leads to a sale is best accomplished using a well thought out plan of action (dare I say script).


              Spoken from a true WARRIOR, really appreciate it,

              Eva
              {{ DiscussionBoard.errors[7635856].message }}
            • Profile picture of the author John Durham
              Originally Posted by David Miller View Post

              (dare I say script).
              It would be aweful daring , but I applaud you for it.

              Edit: I want to make it clear that the "PM me" people I am referring to are the serial ones to whom Vikuna referred as the ones who send help with a paypal link attached.
              {{ DiscussionBoard.errors[7635896].message }}
              • Profile picture of the author mak25
                Great to see you back here Mr Miller.
                {{ DiscussionBoard.errors[7636585].message }}
              • Profile picture of the author SteveSki
                Originally Posted by John Durham View Post

                I want to make it clear that the "PM me" people I am referring to are the serial ones to whom Vikuna referred as the ones who send help with a paypal link attached.
                In case anyone is wondering , I was not one of the ones who sent a paypal link but would like to know who did.

                However, I did call Eva and after speaking with her, suggested she forget about going for the close/selling... to just go out, introduce herself to business owners... tell them she isn't there to sell them anything today... but rather ask about them, what's working for them, what's not... suggest some ideas that could help... just collect contacts and don't try to sell any particular product or service... instead... ask lots of questions... let them tell you what they want... then go help get it for them.

                I also suggested she read "Wombat Selling" which will help change a persons mindset from being a "Slimy Closer" and elevate them to a true professional who operates out of love and kindness instead of trying to profit at the expense of others.

                I'm glad that Eva is taking baby steps... soon she will be taking giant leaps!

                Cheers,
                Steve

                PS, If you can't find a copy of Wombat Selling you can watch this video by Ed Dale of the 30 day challange fame..."Sell Stuff Without Selling" at: http://tdc.s3.amazonaws.com/checkmove.mov In it Ed shares how the principles in Wombat Selling took a company he was working with from 1 Million in profits to 1.6 million in just 40 days!

                {{ DiscussionBoard.errors[7636774].message }}
              • Profile picture of the author David Miller
                Originally Posted by John Durham View Post

                It would be aweful daring , but I applaud you for it.
                I know that in the past the mere mention of a 'script' caused a near meltdown....Primarily among those who never picked up a receiver to make an outgoing call. It's not my intention to cause a meltdown, although I know there may be the usual posts about sounding 'scripted' or 'robotic' or worse.

                I've heard countless times from any number of people that they are more comfortable 'having a conversation' instead of using a script. If that's their belief I would ask how they would begin that conversation with a complete stranger and then proceed to engage them in a topic that the stranger may or may not know or care anything about.

                I will concede that depending on the product, price point, and experience of the sales person a script need not be word for word. But it must follow the logical progression of information and questions posed in the script.

                I will always stand by the fact that without a well thought out script, you're sales efforts are much like spitting in the wind.
                Signature
                The big lesson in life, baby, is never be scared of anyone or anything.
                -- FRANK SINATRA, quoted in The Way You Wear Your Hat
                {{ DiscussionBoard.errors[7637722].message }}
            • Originally Posted by David Miller View Post


              "Who can I speak with in your firm to talk about placing Elvis on Velvet portraits in your reception area?"

              Now there's a business proposition! Is there a WSO?
              Signature
              Marketing is not a battle of products. It is a battle of perceptions.
              - Jack Trout
              {{ DiscussionBoard.errors[7637426].message }}
              • Profile picture of the author David Miller
                @SteveSki:
                I also suggested she read "Wombat Selling" which will help change a persons mindset from being a "Slimy Closer" and elevate them to a true professional who operates out of love and kindness instead of trying to profit at the expense of others.

                Would you be kind enough to explain what you mean by the phrase in red. Are they your words to describe someone who does their job?

                @kenmichaels:
                Also. The WF has done some morphing since your hiatus, quite a bit of it
                for the better. that is my blatant attempt to get you to stick around.


                Thanks for the kind words Ken, and I do intend to stick around. Went through some issues (business, personal, and health) not to mention relocation.

                @Joe Ditzel:
                Now there's a business proposition! Is there a WSO?

                Having moved from The Peoples Republic of New York to Tennessee, keep a look out for "$1000 a day Selling Elvis on Velvet"
                Signature
                The big lesson in life, baby, is never be scared of anyone or anything.
                -- FRANK SINATRA, quoted in The Way You Wear Your Hat
                {{ DiscussionBoard.errors[7637552].message }}
                • Profile picture of the author SteveSki
                  Hi David, No disrespect to any professional closers,,,, a real closer isn't afraid to ask for the sale but will only do so when he or she truly believes it’s in the best interest of the prospect.

                  They will only sell things that they are sold on themselves.

                  A slimy closer is someone who tries to sell something that will not benefit or bring real value to the prospect. They are simply in the game for the money and do not really care about the results their clients end up with.

                  However, ultimately you can’t close anyone, you can lead a horse to a pond of poison water but can’t force him to drink. But a slimy closer will salt his oats then lead him to drink the poison just because he knows he can. They are the types that tarnish the profession of selling.

                  Kinda like rich politicians who inherited their wealth and play the working classes against each other. They tax wage earners so they can use other peoples money to buy votes while they protect their own wealth.

                  Cheers,
                  Steve


                  Originally Posted by David Miller View Post

                  @SteveSki:
                  I also suggested she read "Wombat Selling" which will help change a persons mindset from being a "Slimy Closer" and elevate them to a true professional who operates out of love and kindness instead of trying to profit at the expense of others.

                  Would you be kind enough to explain what you mean by the phrase in red. Are they your words to describe someone who does their job?
                  {{ DiscussionBoard.errors[7639454].message }}
        • Profile picture of the author Greg guitar
          Originally Posted by John Durham View Post

          I seem to remember you becoming an avid member of the telemarketing forum but never quite getting the guts up to try... despite, at one time seeing the value of it, trying to get your nerve up for weeks on end, and watching others succeed left and right, before finally giving up without even giving it a shot, then all the sudden it became "hideous"...so I understand why you would have that perspective.

          I guess you just buy cold calling WSO's so you will have something to criticize?

          Your advice is worthless on this subject.
          I assume you're having a bad day, because the vitriol seems out of character, and I never attacked you as you seem to believe. In fact, I've always liked and respected you.

          You can try to humiliate me with things I said back when I was a paid member of your forum, baring my soul during a dark time, while seeking your guidance. But it's out of character; you're better than that. And it doesn't prevent me from having opinions that differ from yours; it's a shame that infuriates you, but it's you who made it personal, because in my mind, nothing I said was about you.

          Anyway, I finally did force myself to make about 100 calls with your approach, which you may sneer at, but I think stopping there was right for me, even if that makes me a wimp in the eyes of the grand master.

          I think you must know better than to believe I bought your WSO so I could criticize it, especially since I never brought it up in any comment I can recall. Correct me if I'm wrong, but don't you have to mention a thing in order to criticize it. Even if I had, it wouldn't have invalidated you as a person, or stopped us liking each other, unless you automatically dislike people who criticize anything you produce.

          No matter how much contempt you have for my opinion, I share my "worthless" thoughts because they are my best thinking at the time, and I am coming from a genuine place, as I believe you are, of wanting to help.

          Ironically, most of the thoughts I have on the subject, I owe to Ari Galper, whose superb course I believe you made a commission from when I bought it. I hope you're big enough to appreciate the humor in that, and to forgive Ari for teaching an approach that basically is the opposite of yours.

          The minute a person identifies with their opinions to the extent that contrary ones offend them, they are on the way to being full of resentment for others, because no matter what you passionately believe, others passionately believe the opposite, whether they are qualified in your mind to have an opinion or not.

          And btw, I was supposed to be the target of my light hearted joke about not turning tricks for less than $17; it was supposed to amuse you, not offend. None of the defensive comments in your post were needed; I already totally believed in your good intentions in the WF, and wasn't implying anything. So lighten up, and let's be civil again, okay?
          {{ DiscussionBoard.errors[7636652].message }}
      • Profile picture of the author dave147
        Originally Posted by Greg guitar View Post

        I totally agree with your dumping the hideous term "cold calling"; why would anyone in their right mind aspire to get good at that, or spend even one miserable day on it?

        But regarding the pitch, it's all about you and what you're selling, and you're asking if they are interested before they've said anything beyond "hello", or you have shown any interest in learning about them before presuming your thing is the right match. Like asking for sex at the start of the first conversation with a stranger.

        It will work if you do it enough, but why would you want to go through 100 rejections from nice people you might otherwise develop relationships with, had you taken your time, just to find the person slutty enough to take the offer?
        You're missing the point of my post completely!
        My post is not a cold calling script on how cold calling should be done.
        The point of the post was for those who can not work up the nerve to even pick up the phone, like the OP.
        Think of it as a small stepping stone in the right direction. Think of it as a training exercise until you become comfortable and have built up the confidence and found your own style of cold calling.

        I don't think the OP is looking for expert cold calling advice, she is looking for a way to
        get started with the COLD calls.

        It is to only to make it easier for you to actually get started and pick up that phone for the COLD numbers
        Signature

        How to Create Your Own Wealth and Success
        $500.00 in FREE Advertising For You Here

        {{ DiscussionBoard.errors[7635488].message }}
  • Profile picture of the author John Durham
    Greg,

    I apologize that I was wrong about your aiming comments at me personally.

    I have heard you make alot of negative comments about cold calling and wso sellers, and I assumed, however I was wrong about the way I behaved, in ANY event.

    My apologies if I took you wrong. I tend to see your posts as cynical sometimes, however, I may perceive them wrongly, after reading your post, and I may take it personal when I shouldnt, and that may be my own issue too. Very embarassing and humbling, and Im sorry if I hurt you.

    You have my hard core aplogies.

    Perhaps I am ultra sensitive to criticism lately, and have had to do alot of fighting. I am sorry and embarrassed for aiming it at the wrong person. I dont know how to make it up to you other than to apologize, however if there is a way I would like the opportunity.

    This is no excuse , however;

    This last few months I have dodged alot of bullets that you may not be aware of, REALLY HARD ONES, in a very extreme way, more extreme than anyone should have to deal with...much like you shouldnt have had to deal with this post, only LOWER (if you can conceive of that, and I know it would be hard, because this was pretty low); its become difficult to know who my friends are anymore...this is a wake up call.

    Im sure that doesnt excuse the behavior or any hurt I have caused you, but I am sorry, and you are correct I am absolutely overly sensitive lately, and tend to come out swinging instinctively. Maybe at the wrong people.

    I am sorry.

    This is a lesson. You have taught it to me. I am indebted to you. I think you were a bigger man in your response than I deserved from you.

    Humbled.

    -John

    Ps. If its any comfort at all, which Im sure it isnt; knowing that I have hurt you so wrongly is something that WILL cause me to lose sleep, and seriously take a deep introspective look at the way I handle myself.
    {{ DiscussionBoard.errors[7636709].message }}
    • Profile picture of the author kenmichaels
      woah, sorry to derail this thread. Guess i should have known better.

      Originally Posted by John Durham View Post

      Greg,

      I apologize that I was wrong about your aiming comments at me personally.
      Nice Personally i thought his "$17 trick" comment was a joke. kinda funny too.

      p.s bro

      Popularity always breeds contempt. But everything is not always said with contempt.

      Originally Posted by SteveSki View Post

      However, I did call Eva and after speaking with her, suggested she forget about going for the close/selling... to just go out, introduce herself to business owners... tell them she isn't there to sell them anything today... but rather ask about them, what's working for them, what's not... suggest some ideas that could help... just collect contacts and don't try to sell any particular product or service... instead... ask lots of questions... let them tell you what they want... then go help get it for them.
      I am not a fan of that method. Not at all. However you are right
      sometimes it is easier to start small and then build into things.

      The fact you took your time to help her ... speaks volumes.

      I AM firm believer in doing something ... anything.
      another words action just for the sake of action ... to get the ball rolling.

      Sometimes ANYTHING... including something wrong. IS the best way to start something deemed difficult

      I am not dogging your method in anyway when i said ( including something wrong )
      as long as it works, it cant be wrong ...

      Originally Posted by David Miller View Post

      Prospecting and selling are two completely separate events. By the way, they are also uniquely different skill sets as well. The ability to combine the two actions into a single cohesive unit that leads to a sale is best accomplished using a well thought out plan of action (dare I say script).
      Spoken like the true sales bad ass you are

      btw, this thread here has morphed into some really good sales talks.
      I am sure you would enjoy it... and hopefully add some of your own
      thoughts.

      Also. The WF has done some morphing since your hiatus, quite a bit of it
      for the better. that is my blatant attempt to get you to stick around.
      Signature

      Selling Ain't for Sissies
      {{ DiscussionBoard.errors[7637119].message }}
      • Profile picture of the author SteveSki
        Originally Posted by kenmichaels View Post

        I am not a fan of that method. Not at all. However you are right
        sometimes it is easier to start small and then build into things.

        The fact you took your time to help her ... speaks volumes.

        I AM firm believer in doing something ... anything.
        another words action just for the sake of action ... to get the ball rolling.

        Sometimes ANYTHING... including something wrong. IS the best way to start something deemed difficult

        I am not dogging your method in anyway when i said ( including something wrong ) as long as it works, it cant be wrong ...
        Hi Ken,

        Yes the idea was just to get Eva started as it will build momentum and help her to act in spite of her anxiety but I'm curious. Could you explain why you are not a fan of that method? And what would be a better course of action for her to take?

        For some people, facing your fear head on and diving right in is the best way, while for others, testing the water by dipping a toe in is better, especially if they are not strong enough of a swimmer.

        Cheers,
        Steve
        {{ DiscussionBoard.errors[7637200].message }}
        • Profile picture of the author kenmichaels
          Originally Posted by SteveSki View Post

          Hi Ken,

          Yes the idea was just to get Eva started as it will build momentum and help her to act in spite of her anxiety but I'm curious. Could you explain why you are not a fan of that method? And what would be a better course of action for her to take?

          For some people, facing your fear head on and diving right in is the best way, while for others, testing the water by dipping a toe in is better, especially if they are not strong enough of a swimmer.

          Cheers,
          Steve
          I am not a fan because i don't like to convolute action ie sales with too many steps.

          I am a one call closer.

          as far as for the OP specifically. According to her posts she has the required phone skill
          and her lack of doing it is merely a self made road block.
          Signature

          Selling Ain't for Sissies
          {{ DiscussionBoard.errors[7637217].message }}
    • Profile picture of the author Greg guitar
      Originally Posted by John Durham View Post

      Greg,

      I apologize that I was wrong about your aiming comments at me personally.

      I have heard you make alot of negative comments about cold calling and wso sellers, and I assumed, however I was wrong about the way I behaved, in ANY event.

      My apologies if I took you wrong. I tend to see your posts as cynical sometimes, however, I may perceive them wrongly, after reading your post, and I may take it personal when I shouldnt, and that may be my own issue too. Very embarassing and humbling, and Im sorry if I hurt you.

      You have my hard core aplogies.

      Perhaps I am ultra sensitive to criticism lately, and have had to do alot of fighting. I am sorry and embarrassed for aiming it at the wrong person. I dont know how to make it up to you other than to apologize, however if there is a way I would like the opportunity.

      This is no excuse , however;

      This last few months I have dodged alot of bullets that you may not be aware of, REALLY HARD ONES, in a very extreme way, more extreme than anyone should have to deal with...much like you shouldnt have had to deal with this post, only LOWER (if you can conceive of that, and I know it would be hard, because this was pretty low); its become difficult to know who my friends are anymore...this is a wake up call.

      Im sure that doesnt excuse the behavior or any hurt I have caused you, but I am sorry, and you are correct I am absolutely overly sensitive lately, and tend to come out swinging instinctively. Maybe at the wrong people.

      I am sorry.

      This is a lesson. You have taught it to me. I am indebted to you. I think you were a bigger man in your response than I deserved from you.

      Humbled.

      -John

      Ps. If its any comfort at all, which Im sure it isnt; knowing that I have hurt you so wrongly is something that WILL cause me to lose sleep, and seriously take a deep introspective look at the way I handle myself.
      All is forgiven; that was a mighty fine apology. I knew it was out of character for you to lash out, and I still think you're a good guy. I said I thought you were having a bad day, and maybe you were having a worse day, or string of days (months?), than I thought, so no worries.

      I don't want you to worry about me; I got mad, but now I'm over it. No permanent damage. I don't think I should take things personally, any more than I think you, or anyone should. We all tend to, and we all need to be reminded, or remind ourselves, not to on a pretty regular basis, imo.

      Unfortunately, the best lessons I learn in life, I have to keep learning over and over. I'd say the best lesson I can think of, is one I probably will never master; not taking anything personally. Your words actually forced me to remind myself, which isn't a bad thing in retrospect.

      Your apology tells me my respect for you wasn't misplaced; we all have times we behave in ways we regret; just part of being human I guess.

      I hope you sleep well; I appreciate your apology, but I didn't lose sleep, and you losing sleep won't help me one bit; like I said, I got mad, I got over it, you did the very difficult job of apologizing, so I hope your next task will be to forgive yourself.
      {{ DiscussionBoard.errors[7640753].message }}
      • Profile picture of the author John Durham
        Originally Posted by Greg guitar View Post

        All is forgiven; that was a mighty fine apology. I knew it was out of character for you to lash out, and I still think you're a good guy. I said I thought you were having a bad day, and maybe you were having a worse day, or string of days (months?), than I thought, so no worries.

        I don't want you to worry about me; I got mad, but now I'm over it. No permanent damage. I don't think I should take things personally, any more than I think you, or anyone should. We all tend to, and we all need to be reminded, or remind ourselves, not to on a pretty regular basis, imo.

        Unfortunately, the best lessons I learn in life, I have to keep learning over and over. I'd say the best lesson I can think of, is one I probably will never master; not taking anything personally. Your words actually forced me to remind myself, which isn't a bad thing in retrospect.

        Your apology tells me my respect for you wasn't misplaced; we all have times we behave in ways we regret; just part of being human I guess.

        I hope you sleep well; I appreciate your apology, but I didn't lose sleep, and you losing sleep won't help me one bit; like I said, I got mad, I got over it, you did the very difficult job of apologizing, so I hope your next task will be to forgive yourself.
        Thanks Greg, I really appreciate that.
        {{ DiscussionBoard.errors[7640765].message }}
  • Profile picture of the author Mister Natural
    hey,,,,,,,,,,,,, Eva,,,,,,,,,,,,,,,, where ,,,,,,,,,, are you?
    there's like some kind of weird fog drifting into your thread it's getting all fuzzy, you seem to be 100 miles away and fading away.

    just wanted to say:

    Congratulations on your Progress !

    Q: someone really sent you a paypal link ?

    holy shiznit
    {{ DiscussionBoard.errors[7639585].message }}
    • good progress Eva.

      you may find your "2 step" approach can get higher initial sales.

      so you make an extra call or two, and extend the sales cycle out another week, sell your way and as you go your mindset will shift anyway. IMO


      good to see david miller back
      {{ DiscussionBoard.errors[7640436].message }}
    • Profile picture of the author Vikuna2009+
      Originally Posted by Mister Natural View Post

      hey,,,,,,,,,,,,, Eva,,,,,,,,,,,,,,,, where ,,,,,,,,,, are you?
      there's like some kind of weird fog drifting into your thread it's getting all fuzzy, you seem to be 100 miles away and fading away.

      just wanted to say:

      Congratulations on your Progress !

      Q: someone really sent you a paypal link ?

      holy shiznit
      Yes Sir, my favorite Mr. Natural, they did send me Paypal links and I am going to be graceful not to say where they came from. As far as the fog goes, yes, it has taken over.

      If I could delete half of the cr*p that has been posted here, I would. And I would also like to ask to the people that originally contacted me, WHERE ARE YOU NOW? Your "promise" for help all disappeared,

      Eva
      {{ DiscussionBoard.errors[7640650].message }}
      • Profile picture of the author John Durham
        Originally Posted by Vikuna2009+ View Post


        If I could delete half of the cr*p that has been posted here, I would. And I would also like to ask to the people that originally contacted me, WHERE ARE YOU NOW? Your "promise" for help all disappeared,

        Eva
        As for me Eva, I have answered every email you sent and donated an hour of my time to create materials for you that the next day you informed me that you hadnt read and didnt plan to use because your plan changed.

        So as for me, offering my assistance, Im still here..., havent failed to freely answer an email, and will gladly continue to help with any question you have.

        Last I heard you had a handle on it, and said you would "keep me in the loop..."

        Im not sure what you re looking for in order to feel helped adequately.

        In any event,

        Give me a clear path that you are willing to take and ask me anything you want, I will answer specifically, from experience, encourage, and be there for you... After having sold on the phone, door to door, online, through print ads... I can help, but you have to ask me something...

        You have my email address.

        -John

        Ps. One way to keep your thread on track is to stay on it and guide it with clarity, and let your own posts be in the clear direction of the clear objective Most people are reacting to your words of "people who PM'd with a pay pal link", but you are asking very few, if any, specific questions in the thread... Mostly venting, and expressing, which is okay too, however , that being the case, its the nature of the creation (thread) to also take on a little venting and expressing, and not be clearly directed....

        In the OP, when you asked you got specific answers.

        Soo, my advice...

        Start asking specific, direct questions that are clear and answerable, and the thread will take a more specific shape, be more clear, and deliver more answers.
        {{ DiscussionBoard.errors[7640680].message }}
        • Profile picture of the author Vikuna2009+
          Originally Posted by John Durham View Post

          As for me Eva, I have answered every email you sent and donated an hour of my time to create materials for you that the next day you informed me that you hadnt read and didnt plan to use because your plan changed.

          So as for me, offering my assistance, Im still here..., havent failed to freely answer an email, and will gladly continue to help with any question you have.

          Last I heard you had a handle on it, and said you would "keep me in the loop..."

          Im not sure what you re looking for in order to feel helped adequately.

          In any event,

          Give me a clear path that you are willing to take and ask me anything you want, I will answer from experience, encourage, and be there for you... but its kinda hard to hit a moving target.

          After having sold on the phone, door to door, online, through print ads... I can help, but what do you want to do?

          You have my email address when you are clear.

          -John

          Ps. One way to keep your thread on track is to stay on it and guide it with clarity, and let your own posts be in the clear direction of the clear objective
          Yes, I am ever so humble, staying on the sarcastic track that is. I did not create that, and as far as your "helpful" advice, you were so far off track it is not even funny. Am I going to "burn" myself on this forum for being so blunt? Probably, but I can live with it.

          Saying I would not take your "advice" is wrong because you got it wrong from the start. And yes, all your emails that you sent me are still saved so I totally do have the gist of it all, even though wrong. Was it an hour? Doubt it, unless you type slow.

          Now, this is totally turning into something that some of you might frolick upon, I do not. This, to me, is serious,

          Eva
          {{ DiscussionBoard.errors[7640772].message }}
          • Profile picture of the author John Durham
            Originally Posted by Vikuna2009+ View Post

            Yes, I am ever so humble, staying on the sarcastic track that is. I did not create that, and as far as your "helpful" advice, you were so far off track it is not even funny. Am I going to "burn" myself on this forum for being so blunt? Probably, but I can live with it.

            Saying I would not take your "advice" is wrong because you got it wrong from the start. And yes, all your emails that you sent me are still saved so I totally do have the gist of it all, even though wrong. Was it an hour? Doubt it, unless you type slow.

            Now, this is totally turning into something that some of you might frolick upon, I do not. This, to me, is serious,

            Eva
            Okay Eva, Im backing out... Have a good one. Sincerely, good luck. Fortunately for you, Im not the type of person to reveal publicly the golden idea you emailed back to me...after seeing all the response on your thread.

            If I got it wrong its because your email questions weren't clear, however even the mere effort itself deserves more than the respect you have shown in this thread for the people who were devoted to reaching out to you.

            For what its worth, nobody disappeared on you...

            Good luck in all you do.
            {{ DiscussionBoard.errors[7640790].message }}
          • Profile picture of the author Vikuna2009+
            My apologies to all, I got sucked in to negativity and other people's self promotion and for that, again, my apologies. I originally thought that by expressing my feelings about a subject that is really hard to me, I could get some honest to godness responses.

            I did, from a few of you, others maybe not that much or NOTHING at all. Some people sent me PM's, expressing their own weaknesses, some just PM'd out of concern for my well being. To those that did, THANK YOU.

            I am a little bit disgusted with some of you, holy Mary cow for me saying that, obviously I am not afraid to voice my opinion, my issue is as in the title of my thread, lol. So, can we please stay on subject and actually HELP someone?

            Just curious, Eva

            P.s. And sorry John
            {{ DiscussionBoard.errors[7640805].message }}
            • Profile picture of the author John Durham
              Originally Posted by Vikuna2009+ View Post

              I originally thought that by expressing my feelings about a subject that is really hard to me, I could get some honest to godness responses.
              And you did...read the first page, there are AWESOME wise responses there of every shape and size, certainly nothing to sneeze at.
              {{ DiscussionBoard.errors[7640819].message }}
              • Profile picture of the author Vikuna2009+
                On a side note, it took me almost 2 years to even have the guts to post in this forum. To some of you, that might sound silly but when you read some of the threads, no wonder.

                This forum is wonderful but do not get me wrong, speaking your mind here is like lethal glue. But, I did take the plunge and I have accepted that by doing so, I have left myself open and also vulnerably, please do not stomp on me too hard,

                Eva
                {{ DiscussionBoard.errors[7640946].message }}
                • Profile picture of the author expcontent
                  Originally Posted by Vikuna2009+ View Post

                  On a side note, it took me almost 2 years to even have the guts to post in this forum. To some of you, that might sound silly but when you read some of the threads, no wonder.

                  This forum is wonderful but do not get me wrong, speaking your mind here is like lethal glue. But, I did take the plunge and I have accepted that by doing so, I have left myself open and also vulnerably, please do not stomp on me too hard,

                  Eva
                  That's totally understandable. There's nothing odd about being hesitant to look like a newbie, especially on a forum where a lot of people brag about being high earners.

                  If you're bad at cold calling and you don't like it, don't do it. There are plenty of ways to generate warm leads that are much easier to sell to over the phone, and if you prefer doing that, DO IT! It's silly to force yourself to do something you hate just because it's considered standard marketing practice.

                  Cold calling isn't the #1 way to get new customers -- it's one of many. If you get good results from warm leads and you don't mind spending a little more to generate them in the first place, then stick with that.
                  {{ DiscussionBoard.errors[7709080].message }}
                  • Profile picture of the author zavhara
                    Originally Posted by expcontent View Post

                    That's totally understandable. There's nothing odd about being hesitant to look like a newbie, especially on a forum where a lot of people brag about being high earners.

                    If you're bad at cold calling and you don't like it, don't do it. There are plenty of ways to generate warm leads that are much easier to sell to over the phone, and if you prefer doing that, DO IT! It's silly to force yourself to do something you hate just because it's considered standard marketing practice.

                    Cold calling isn't the #1 way to get new customers -- it's one of many. If you get good results from warm leads and you don't mind spending a little more to generate them in the first place, then stick with that.
                    Expcontent - I don't particularly like cold calling either but I'm doing it because it seems the fastest and cheapest way to get clients plus there's so much information on here, tips and resources on how to do it.
                    There are some that say, like yourself 'don't do it if you don't want to' and 'there are other good ways' but no one really says how!

                    What other ways do you suggest that are fast, cheap and efficient to get clients other than cold calling?
                    {{ DiscussionBoard.errors[7713526].message }}
  • Profile picture of the author WorkWithMorgan
    I remember making 300+ cold calls a day from business cards I had collected around town, from billboards, fishbowl marketing, networking events, etc.

    Then I came to the conclusion that I didn't want a life of grinding it out and being a telemarketer.

    Some people love it and some people are exceptional at it. And that's awesome.

    For me, I don't even own a cell phone now.....by choice.

    If you truly love this marketing method, Todd Falconi's Recruiting Professionals is pretty good stuff.
    Signature
    How Can I Provide Value For You Today?
    My Blog >>> Morgan Fleur De Lys
    {{ DiscussionBoard.errors[7640530].message }}
    • if you see yourself as a telemarketer, not a biz. person -
      your Dead

      if you don't see that you have a valuable product or service -
      your Dead

      if you don't see yourself as 1 of the best - Your Dead




      Originally Posted by WorkWithMorgan View Post

      I remember making 300+ cold calls a day from business cards I had collected around town, from billboards, fishbowl marketing, networking events, etc.

      Then I came to the conclusion that I didn't want a life of grinding it out and being a telemarketer.

      Some people love it and some people are exceptional at it. And that's awesome.

      For me, I don't even own a cell phone now.....by choice.

      If you truly love this marketing method, Todd Falconi's Recruiting Professionals is pretty good stuff.
      {{ DiscussionBoard.errors[7640571].message }}
  • Profile picture of the author dave147
    Originally Posted by Vikuna2009+ View Post

    I love "warm" leads, the type of leads provided for you when you have a J.O.B., getting faxed to you and all you need to do is to go out there and sell, no problem. But, just the thought of cold calling makes me totally freeze up.

    I am not a stupid person, I am not timid, I am not shy, I do interact well so what is the problem here? Yesterday I told myself "Make 30 calls", end result, 0 calls. today I told myself, "Just pick up the damn*d phone and call. Result? ONE call.
    So, obviously, I do have a serious problem.


    To solve that, I have decided that cold walk ins might fit me better, that is the plan for tomorrow, starting early of course before I get that horrible feeling in my gut.

    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    Eva,
    The impression I got from your post was; you are looking for advice, ideas, suggestions for tackling the dreaded cold calling...is that was you're looking for? :confused:
    Signature

    How to Create Your Own Wealth and Success
    $500.00 in FREE Advertising For You Here

    {{ DiscussionBoard.errors[7640977].message }}
  • Profile picture of the author bsummers
    Nothing is easy and accessible in a blink of an eye, especially in the present time where everything gets complicated including the people; so basically, it is normal to feel agitated at times. No matter how skillful and confident you are in handling certain things, fear is certainly not a crime to be felt and to be experienced.
    In the world of business process outsourcing, we are all social creatures alike; we all want to be accepted, to be part of the circle, and most importantly, to receive applauses and not boos. In the end, we have to bear in mind the beauty and the beast of cold calling, that is, it's over in a matter of seconds. Further, conquering this monster, day-after-day, will eventually make you a better and bolder telemarketer.
    Signature
    Need help in LEADS for your business? Ask me on how to generate qualified and targeted leads from appointment setting and lead generation campaigns through calling, social media and email marketing.
    {{ DiscussionBoard.errors[7702669].message }}
  • Profile picture of the author SpankinNewbie
    Originally Posted by Vikuna2009+ View Post


    Telling me "just pick up the phone" does not work. Any constructive advice would be greatly appreciated,

    Eva
    Eva, I don't know what you're selling but one thing that may help is to find something that you know will absolutely help these people, something that you can give away for free, and then call and offer that advice.

    For instance, if you were selling SEO services, find a directory that they are not listed in and call to let them know. Offer to send them a link to the directory and then you have their email address.

    Lastly,

    If you found my wallet with $1000 in it would you hesitate to pick up the phone and call me? No. Why? Because you are absolutely sold on the fact that you can help me. Therein lies the secret.

    Good luck to you,

    Jay
    {{ DiscussionBoard.errors[7705275].message }}
  • Profile picture of the author century90
    Many People face problem like you some time, don't fear use targeted telemarketing list under your niche. I think if you do cold calling plus Emailing, you will get good result.
    {{ DiscussionBoard.errors[7708923].message }}
  • Profile picture of the author Qamar
    Depending on what product or service you are selling, cold calling can definitely be the best method to acquire clients.

    When selling websites to local business owners, I use the cold calling method but with a twist. When I know why they always refuse my service offer, I start to change my technique of approaching them and the success rate when up the roof.


    Zul
    Signature
    I help Thought Leaders, Coaches and Consultants
    Explode Their High Ticket Sales EXPONENTIALLY with just ONE CALL CLOSING.

    Want Me To Help You? click ==> High Ticket Closer.

    or

    Do You Want to become a High Ticket Closer Like Me and work from anywhere around the world?
    Click Here to Apply Now
    {{ DiscussionBoard.errors[7709120].message }}
    • Profile picture of the author Hesster
      I was in the same boat when I started cold calling. The mere thought of picking up the phone made me want to throw up. I read a bunch of books on cold calling, but most of them were focused on the selling part, not the psychological part. Then I finally found a book that addressed the problem. I wrote a short piece on the relevant part for a freelancing email newsletter, so I'll just copy it here. Maybe it will help a few people who are struggling.

      -

      I was having a lot of anxiety over cold calling, and while at the library, I found a book called "Cold Calling for Chickens" by Bob Etherington. One of the techniques (p. 85) really stuck out. It discussed a few theories from a Jewish psychiatrist and Holocaust survivor Viktor Frankl. Here was a section on acting out your fear:

      "The essence of the law is that you should not try to eliminate fearful feelings by acting brave. Instead you should do everything in your power to try and make yourself feel worse! The best way to do this is through a little 'method acting'.

      "Find yourself somewhere quiet. A room with a lockable door in which you can not be observed and in which you can be pretty sure nobody will disturb you for 10 minutes or so. Then, in this completely secure environment, physically act out the part of a real coward! Nobody can see or hear you, so go ahead, do whatever you would do if you were a seriously scared, trembling cold-call chicken!

      "Hyperventilate, cry, sob, roll on the floor, rock backward and forward, curl up in a corner in a fetal position, pull at your hair, knot your hanky over and over, it is completely up to you. It's your terror fantasy. Hold nothing back. Why should you? Nobody else can see you. Do this, without pause for between 5 and 10 minutes, then stop.

      "You will discover something marvelous has happened. You will not feel frightened anymore! Think of whatever was making you feel fearful before (cold calling in your case) and you'll discover that the feeling of terror has completely dissipated."

      I felt really silly doing it, but it worked for me. I guess acting out and exaggerating your fear short circuits the cycle of anxiety, and I wasn't feeling like I was about to faint at the thought of picking up the phone and calling total strangers.

      So I made my first 20 cold calls today to ad agencies I picked out of a random city (Portland, OR). I figured if I flubbed those up, no problem, since the D&B Million Dollar Database lists 7,000+ ad agencies. The results? 12 straight to voicemails; five where I left a VM and got an email to follow up; one "We don't hire freelancers"; and two that occasionally use freelancers and were interested in knowing more about what I did. Everyone I talked to was nice and helpful.

      I think it's one of those things where the "fear of the fear" is worse than the actual thing you fear. Seriously, I was really bad. I could barely eat or sleep. I would put off and put off, dial the phone number but not hit send, feel like I was about to throw up. I had 2 hours per day blocked out to make calls, and my previous record was 2 per day. So you can imagine what a milestone it was for me to make those 20 calls. Whether or not I get any work out of it, at least I'm actually using the phone instead of just staring at it trying to psyche myself up to make a call.
      {{ DiscussionBoard.errors[7711290].message }}
  • Profile picture of the author riselift
    I think the best thing to do is, if you have a service to offer and your not already cold calling. Just hire someone to cold call a script of your choice to potential clients. Your cold-caller only gets paid when he/she secures a deal. That way it's risk free.
    Signature
    {{ DiscussionBoard.errors[7712117].message }}
  • Profile picture of the author mjbmedia
    Eva, change your whole focus when sitting there dialling those numbers (or at least one!)

    I'm guessing you're sitting there thinking "Im gonna try to sell to them, O my god, theyre gonna hate me for it" ...

    Instead approach it that you are merely letting them know what you have available that will help their business grow and themselves to maybe have a better time of it, and once they're aware of what you got, they can decide if its what they are looking for....

    ....thats all you are doing , not selling, not harrasing them, just letting them know you are out there and you can deliver XYZ for them , keep it simple at first until you got the confidence and the basics are second nature, then develop.
    ALso as a result of above, consider targetting the leads you arent so bothered about winning at first, build your confidence up on them, then hit the better quality leads when you 'know what you are doing'.
    Signature

    Mike

    {{ DiscussionBoard.errors[7713959].message }}

Trending Topics