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Best way to get business owners to respond?? HONEST ANSWERS!

by robo916
45 replies
Hey guys,

I've been trying the B2B offline thing for a while now and having no luck. The reason I am having no luck is I do not know an effective way to contact business owners to where I can get their attention.

Emails they ignore, calls they ignore or aren't even there and I have to leave a message, I've tried in person but it seems like there's a 90% chance the owner is not there or is hiding in the back somewhere. Ive tried social media but only received one response out of a gazillion messages.

So....to the folks who are successful, HOW are you first making contact with business owners to get them to respond? So you can at least tell/show them what you are offering. Anything helps thanks!
#answers #business #honest #owners #respond
  • Profile picture of the author Anthem40
    I cold call and go to networking events.

    Join your chamber of commerce, find events on Meetup.com, volunteer with a charity that aligns with your passion.

    Test your cold calling script. Keep track of the point at which the call goes south. I have a rough 'flow chart' I use to track how well I am performing.

    Got past GK
    Engaged them after 30 sec commercial
    Overcame objection X
    Did not overcome objection Y
    Call done.

    etc
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  • Profile picture of the author Aaron Doud
    It depends a bit on what you are selling but let me give you a view from the other side.

    If you email me 99% of the time I delete it without reading it. And the only reason I even skim it is just to make sure it isn't a customer trying to buy. The 1% I read I note the good or the funny in the copy. I have never and likely will never buy from an email. It is the reason I tell people it is useless as a cold method. Email can be used for followup or keeping a prospect engaged when they don't buy via newsletters. But if it is a first contact point you are wasting your time beyond just spamming the same email to loads and hopping the percentages work for you.

    If you cold call you will normally get me. But I am not the owner. You are asking the "gatekeeper" who to ask for? If you are asking for the owner and he is busy or the wrong person you are missing opportunities. That said the only people to close me over the phone were google and they gave me free advertsing so I only had to put my time into it. Very few cold calls do I get into a real conversation with. Most I listen, think they have no confidenece in what they are selling and they haven't made it clear to me what they are selling. Thus I polietly hang up within 60 seconds on most. The few that made it past that are normally big "brands" like Facebook or Google. The take away is that cold calling works but you have got to be good or no one will even listen to you. If you sound like 99% of the cold callers expect to make few sales but with numbers it will work and you will make money.

    Direct mail is the one thing I am surprised more people don't use. Google uses a great combo of direct mail and calling to get people engaged. And training companies do great sending low priced flyers out to advertise their events. I've gone to a few lower priced trainings due to direct mail. A good direct mail piece followed up by a call or walk in can help you close IMO.

    Cold Walk Ins are the thing every single off line consultant should do IMO. This is what the "real" marketing companies do. Selling TV ads? Cold walk. Sellings newspaper ads? Cold walk. These are the guys we spend the real money with. Want to be part of this group? I think you should.

    Seminars are a great way to upsell current clients or hot prospects. Once again this is what the big boys do. I just had breakfast at a morning meeting with the newspaper. And they sent my boss to Vegas this weekend. If you give value they will want to pay you back.

    As for networking it can work but not in the classic form. Networking is not about getting leads it is about building your brand so that when people think _____ they think of you. In the begining it will be more about the value you bring but if you bring good value like seminars you will get their business.

    Finally don't assume you need to do it all yourself. If you are not good at selling hire someone that is. Even if you do it as a one man show never let on you are a one man show. You are a senior consultant with a great team backing you up. IMO never be the owner. if you say you are the owner it may in your mind make you seem more important but in many of your prospects minds it will make you seem like small potatoes.

    That said you can build a brand around yourself but IMO that is for down the line when you have sales people. That is when you getting on the phone or showing up with your sales rep will help close. Because that shows them they are important because they know your time is valuable. And if they account is big enough never be afraid to send the account manager and someone above him to close it. That's how the big boys close $50k plus advertising deals.
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    • Profile picture of the author shane_k
      Originally Posted by Aaron Doud View Post


      If you cold call you will normally get me. But I am not the owner. You are asking the "gatekeeper" who to ask for? If you are asking for the owner and he is busy or the wrong person you are missing opportunities.

      This distinction is so important!

      And warriors really, truly need to understand this.

      The Business owner is not always the right person to talk to, nor are they always the person who has the last say.

      I think the problem happens when you have people who have no real world experience talking to businesses, creating ebooks and courses and just repeating what they themselves have heard. And they hear something like, "you have to get past the gatekeeper and talk to the business owner because he is the decision maker, the person who has the last say."

      But in the real world you start to understand that the business owner might not want anything to do with the day to day operations and wants to be a behind the scenes, passive owner and let his/her team do all the work. This is especially true if that business owner owns multiple businesses.
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    Cold Calling Scripts - YouTube

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  • Profile picture of the author robo916
    Ok so this is how almost all of my calls go:

    I am mostly calling restaurants so typically I get the random person who answers the phone first (usually the first desk person) So 99% of the time I have to ask for the owner.

    99% of the time they say the owner is not there and can they take a message....

    in this case, should I leave my info?

    Im thinking no because I figure 9 times out of 10 the person is gonna hang up, forget I even called, and never pass on the message anyway. And even if they do, the owner will see it as "another sales call" and ignore it.

    In the rare case that the owner is in, I introduce myself and try to tell them why I am calling and usually I get the feeling they are trying to rush me off the phone...

    I need something compelling to say to get their attention. That video that the big bee posted just might work....
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    • Profile picture of the author bluecoyotemedia
      Robo


      read thru some of these post as they ring very true.. especially the reality of calling

      there really is no way to change the averages .. thats the way it is

      if your not happy then you must take a more strategic position and figure out a lead strategy where they respond to an initial contact via direct mail, fax etc..

      I hated dealing with restaurants LOL

      when I was in that space I delt with the same scenario.. calling these guys on the phone was a nightmare.

      so we took a step back and profiled a typical owner. we tried to put our minds into the minds of a typical owner.. his wants his desires.. possible triggers that we can leverage.

      so what we did back in early 90's

      was to create an invitation via fax for a restaurant reviewer to come and review and write about his restaurant and how great it is..

      and to be eligible they need to call this number.

      talk about an increase in response!!!!

      this is how we got in the door

      I just did a check on waybackmachine.org to look for our old site and it came up although not complete but you can still see an example of how we put up reviews..

      they loved this stuff

      Welcome to 777-DINE

      wow what memories

      I think this may still work in today's environment

      but with a twist

      call them up to do an phone interview with the owner that will be published on a restaurant blog..

      I am sure you can fill in the gaps from there.





      Originally Posted by robo916 View Post

      Ok so this is how almost all of my calls go:

      I am mostly calling restaurants so typically I get the random person who answers the phone first (usually the first desk person) So 99% of the time I have to ask for the owner.

      99% of the time they say the owner is not there and can they take a message....

      in this case, should I leave my info?

      Im thinking no because I figure 9 times out of 10 the person is gonna hang up, forget I even called, and never pass on the message anyway. And even if they do, the owner will see it as "another sales call" and ignore it.

      In the rare case that the owner is in, I introduce myself and try to tell them why I am calling and usually I get the feeling they are trying to rush me off the phone...

      I need something compelling to say to get their attention. That video that the big bee posted just might work....
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  • Profile picture of the author Aaron Doud
    My take aways.

    1. Are you talking/asking for the right person? You need to find out who you should be speaking with. IMO never ask for anyone when you call instead ask them who you should be speaking with. Jason has some good training on using this method.

    2. Are you calling at the right times? If you are targeting resturants you have very small windows to call. If they service breakfast don't even bother calling in the morning unless you have been in the resturant personally to know that there is someone(hopefully your someone) in the back office doing paperwork. 2 to 4 pm is normally a good time to reach someone as is after 8pm if the person you need works the closing or late evening shift. Or before 10:30 if they don't serve breakfast. But from 10:30 to 2 pm is go time as is 4 to 8 pm.

    Honestly with resturants the best thing you can do is get the guy on the phone and off the phone as fast as possible. "I know you time is valuable but I did not know when best to call. Could I schedule a time to call back and have 10 mins of your time?". Of course if you did number 1 right you may find out the person you need to talk to doesn't work in the resturant (unless they have offices hidden) and you can call their office. For most "chains" and high volume single locations this will be true since they have dedicated office staff that is normally not even in the resturant.
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    • Profile picture of the author robo916
      Originally Posted by Aaron Doud View Post

      My take aways.

      1. Are you talking/asking for the right person? You need to find out who you should be speaking with. IMO never ask for anyone when you call instead ask them who you should be speaking with. Jason has some good training on using this method.

      2. Are you calling at the right times? If you are targeting resturants you have very small windows to call. If they service breakfast don't even bother calling in the morning unless you have been in the resturant personally to know that there is someone(hopefully your someone) in the back office doing paperwork. 2 to 4 pm is normally a good time to reach someone as is after 8pm if the person you need works the closing or late evening shift. Or before 10:30 if they don't serve breakfast. But from 10:30 to 2 pm is go time as is 4 to 8 pm.

      Honestly with resturants the best thing you can do is get the guy on the phone and off the phone as fast as possible. "I know you time is valuable but I did not know when best to call. Could I schedule a time to call back and have 10 mins of your time?". Of course if you did number 1 right you may find out the person you need to talk to doesn't work in the resturant (unless they have offices hidden) and you can call their office. For most "chains" and high volume single locations this will be true since they have dedicated office staff that is normally not even in the resturant.
      I pretty much always ask for the owner because I don't have a name at first...I check facebook and also their website (if they have one) trying to see if they list a name some where but most of the time they don't. I'll just have to see if I can get the gatekeeper to tell me the owners name...
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      • Profile picture of the author Anthem40
        Originally Posted by robo916 View Post

        I pretty much always ask for the owner because I don't have a name at first...I check facebook and also their website (if they have one) trying to see if they list a name some where but most of the time they don't. I'll just have to see if I can get the gatekeeper to tell me the owners name...
        With some practice, it is really easy to get past this step.

        If you need the owner and they are out:
        "Ha! yeah, if there is one thing I know about my experience with restaurant owners, its that they are usually hard to get a hold of. When do you think would be the best time for me to try to get in touch?"

        GK:" they usually work...."

        "Ok great, I will try then. Oh, and I apologize: who should I ask for next time?"

        7/10 you get the name.

        Sometimes they will say "I will just pass your message along (if you left one)" to which I have found saying "Oh...I just wanted to write down for my notes so I know who I left my information for is all." and that gets by a bit more.

        Now you have the name of the owner and when to call. Which means you are one step closer.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by robo916 View Post

        I pretty much always ask for the owner because I don't have a name at first...I check facebook and also their website (if they have one) trying to see if they list a name some where but most of the time they don't. I'll just have to see if I can get the gatekeeper to tell me the owners name...
        You really need to get lists that have the owner's name. Really. You'll notice a huge difference. Want to guarantee I don't talk to you when you call? Don't know my name.

        This won't solve all problems, but it sure will help.
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        • Profile picture of the author Aaron Doud
          Originally Posted by Claude Whitacre View Post

          You really need to get lists that have the owner's name. Really. You'll notice a huge difference. Want to guarantee I don't talk to you when you call? Don't know my name.

          This won't solve all problems, but it sure will help.
          I don't think he needs the name as long as he can learn to get it. But the smaller the business (in terms of staff) the more you need the name. A place with 50 employees will have gatekeepers who can help get you the name and right contact. A 5 person business you have a good chance of getting the owner on the phone directly who will often act more negatively than a gatekeeper to questions on who to speak with.

          I still honestly believe if you are polite and seem "real" that people will help you and listen to you. But they won't listen for long so be ready to show that you are worth their time. I'll talk to a guy for 20 mins if I think it has value for me. I'll also politely hang up in a min or less if it seems like a time waster.
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          • Profile picture of the author Claude Whitacre
            Originally Posted by Aaron Doud View Post

            I don't think he needs the name as long as he can learn to get it. But the smaller the business (in terms of staff) the more you need the name. A place with 50 employees will have gatekeepers who can help get you the name and right contact. A 5 person business you have a good chance of getting the owner on the phone directly who will often act more negatively than a gatekeeper to questions on who to speak with.

            I still honestly believe if you are polite and seem "real" that people will help you and listen to you. But they won't listen for long so be ready to show that you are worth their time. I'll talk to a guy for 20 mins if I think it has value for me. I'll also politely hang up in a min or less if it seems like a time waster.
            Aaron! Everything you said is absolutely true. I keep thinking of small businesses.
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  • Profile picture of the author Kim Phoenix
    Look into Dani Johnson to find out if her methods of contacting could help you. She has some good scripts for cold calling.
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  • Profile picture of the author Jack Gordon
    I second direct mail. Let a well written, well designed letter do your introduction. Tailor it to your audience (I don't know what you are selling, but figure out who needs it most and focus your firepower at them).

    Do a campaign. It can take several hits to finally break through. Offer something of real value, with no commitment on their part. Show that you are willing to take a risk on them, and they will be more likely to pay attention to what you are saying.

    With a little creativity, you can start lining up interested prospects instead of constantly prospecting and getting ignored or rejected.
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    • Profile picture of the author Dennisknows
      Originally Posted by rocket2uranus View Post

      I second direct mail. Let a well written, well designed letter do your introduction. Tailor it to your audience (I don't know what you are selling, but figure out who needs it most and focus your firepower at them).

      Do a campaign. It can take several hits to finally break through. Offer something of real value, with no commitment on their part. Show that you are willing to take a risk on them, and they will be more likely to pay attention to what you are saying.

      With a little creativity, you can start lining up interested prospects instead of constantly prospecting and getting ignored or rejected.
      Wow that is solid gold info right there. There's method called 3d direct mail which teaches you how to put things in your envelopes that will tickle the curiosity of the receiver and almost force them to open your letter.

      I'm going to implement what you said and maybe add a $5 starbucks gift card. The minute they open it, I want them to know I feel their time is valuable.

      Definitely think about adding something in your envelopes if you're going to send direct mail. Even a nickel would work.
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      • Profile picture of the author Jason Kanigan
        Originally Posted by Dennisknows View Post

        Wow that is solid gold info right there. There's method called 3d direct mail which teaches you how to put things in your envelopes that will tickle the curiosity of the receiver and almost force them to open your letter.

        I'm going to implement what you said and maybe add a $5 starbucks gift card. The minute they open it, I want them to know I feel their time is valuable.

        Definitely think about adding something in your envelopes if you're going to send direct mail. Even a nickel would work.
        Fine, you could do this. And it'll take awhile. And it'll cost you money.

        You could also learn to call effectively, and have the conversation quickly. Doesn't cost much at all.
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  • Profile picture of the author helisell
    You prolly won't do what I am suggesting here...but you'd get rich if you did.

    Enter the restaurant 10 minutes before they open. The door is usually open.
    Ask the first person you see if you can take a look at the menu.

    Peruse the menu for a minute or two then tell whoever you spoke to.

    Sorry for being nosey but I help restaurants to market themselves better
    but I only work with those who have a great menu. You have a great menu
    would you be interested in me showing you how to get a LOT more customers.

    If they are not the boss...they'll get him/her.

    Now repeat:

    Sorry for being nosey but I help restaurants to market themselves better
    but I only work with those who have a great menu. You have a great menu
    would you be interested in me showing you how to get a LOT more customers.

    Don't ask me how I know this works......I just know ;0)
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  • Profile picture of the author Paul Gram
    It depends on what you are trying to offer them. What is your service? Can you show them a verifiable benefit in advance? That is what works extremely well for me.
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  • Profile picture of the author Jason Kanigan
    Originally Posted by robo916 View Post

    Hey guys,

    I've been trying the B2B offline thing for a while now and having no luck. The reason I am having no luck is I do not know an effective way to contact business owners to where I can get their attention.

    Emails they ignore, calls they ignore or aren't even there and I have to leave a message, I've tried in person but it seems like there's a 90% chance the owner is not there or is hiding in the back somewhere. Ive tried social media but only received one response out of a gazillion messages.

    So....to the folks who are successful, HOW are you first making contact with business owners to get them to respond? So you can at least tell/show them what you are offering. Anything helps thanks!
    My friend, you need to learn the reality about calling. Most people are not going to be available to take your call. You need to keep this expectation in mind so you don't beat yourself up and quit calling.

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

    Aaron Doud mentioned a technique I teach in his post above (referring to "Jason"). That's in this thread:

    http://www.warriorforum.com/offline-...ccess-tip.html
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  • Profile picture of the author John Durham
    Originally Posted by robo916 View Post


    Emails they ignore, calls they ignore or aren't even there and I have to leave a message, I've tried in person but it seems like there's a 90% chance the owner is not there or is hiding in the back somewhere.
    The thing to do is keep prospecting, and let it be a "given" that 90 percent dont respond or hide out, instead of an unforseen bump in the road... forsee it, and approach accordingly. Expectations management. Figure that ninety percent into the equation instead of looking at it like its a big surprise, suddenly things will seem more doable.

    It's really not a bump in the road...its really a part of the success equation.
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    • Profile picture of the author Jason Kanigan
      Originally Posted by John Durham View Post

      The thing to do is keep prospecting, and let it be a "given" that 90 percent dont respond or hide out, instead of an unforseen bump in the road... forsee it, and approach accordingly. Expectations management. Figure that ninety percent into the equation instead of looking at it like its a big surprise, suddenly things will seem more doable.

      It's really not a bump in the road...its really a part of the success equation.
      Couldn't agree more. When half the people you call aren't in, and half of those who answer the phone can't actually talk right now, you're in big trouble mentally if you don't know these numbers and manage your expectations.

      Look at this: it's netting out to 75% of the people you dial not being able to talk to you today.

      So you don't know this. You make some dials, and then start beating yourself up because hardly anyone wants to talk to you.

      You go on a forum and ask questions because hey, something must be wrong with your script. Something must be wrong with what you're doing. Something must be wrong with what you're NOT doing. Something must be wrong with the time you're calling. Something must be wrong with these darn accountants.

      Time to get off the phone and make a new list. Yeah, that'll get you off the phone.

      And so you start changing every variable you can, furiously looking for the solution.

      And nothing changes.

      You continue making calls, and keep getting a 20, 25% conversation rate.

      Too tough. You quit.

      Nice going.

      Nothing, NOTHING you do is going to change that 75%. That's an average, and it's a "law" of calling. It's the reality of prospecting work.

      Save your energy for the 25%.

      I just gave away some of the information I charge for. I've also talked about this in my 2000th post video.
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  • Profile picture of the author unclederek
    Originally Posted by robo916 View Post

    Hey guys,

    I've been trying the B2B offline thing for a while now and having no luck. The reason I am having no luck is I do not know an effective way to contact business owners to where I can get their attention.

    Emails they ignore, calls they ignore or aren't even there and I have to leave a message, I've tried in person but it seems like there's a 90% chance the owner is not there or is hiding in the back somewhere. Ive tried social media but only received one response out of a gazillion messages.

    So....to the folks who are successful, HOW are you first making contact with business owners to get them to respond? So you can at least tell/show them what you are offering. Anything helps thanks!
    I have worked for companies such as Lehman Brothers and Yellowbook USA and had tremendous success at B2B pounding the streets. Here are just 3 old school tricks that have never failed me... You said you target restaurants right? Well this is what a week would look like for me if I was determined to make contact...

    1. Im old school... So I would get one of those old Hagstrom maps with some sticky stars. I would then place sticky stars all throughout the map for every restaurant in a 50 mile radius. This is a great visual aid that keeps your mission in perspective. Anyone that has pounded the streets to make a living knows that you can get sidetracked, the best do! 30 minute lunch turns into a 2 hour liquid lunch or even worse a half ass half a day. The map for some reason always reminded me that I had something to finish. And if there are 5,000 restaurants in that radius you dont need to stay there all week with stickies... do blocks of 100 per each town. Some people might say well "Why can't you do that with iPads, Iphones, and Google Maps?" And the answer is... psychologically you are more inclined to visit each and every sticky after taking the time to physically put them on the map with your hands. At least it felt that way for me

    2. Commit to introducing yourself to 20 businesses a day for the whole week no matter what. I would always keep a little notepad on me. Get as much info you possibly can from that initial contact. Owners name, working hours for the owner, business card for the follow up- MUST!!!!, also strike convo with the gatekeeper find out info about that person that can make your cold call later a warmer call. If you knew that the gatekeeper had a soccer game that day for their son...when you call a couple of days later you can be like "So...did Johnny score any goal?" Immediately there is rapport and your foot might actually be feet in the door. Depending on what your recon tells you... You will know exactly the times to call all your prospects and how to approach each and every lead in its unique way.

    3. Name dropping works like magic! You walk into a restaurant and HUZAH - theres the owner... you can be like " Hey Mr. Owner I just got out of meeting down the street with "Jack Cassidy" from La Bella and figured I would drop in and introduce myself" I would play this game all day long its a great ice breaker that establishes higher value in the businesses owners eyes and it will get you the time you need to start the sales process. Heck, you can even be like Jack Cassidy thought it would be a good idea for me to come down here and show you what I got! I mean there are a million different ways you can spin name dropping.

    I mean I am willing to GUARANTEE you that by the end of the week if you dont have at least 1 sale you will have nothing less than a dozen meetings lined up for the following week to present your service. And if you cant close any of those, then you should probably give a share to someone that can or just take up another profession - But I have feeling that you will do just fine

    good luck and kick some ass - hopefully you got something out of my rant

    DD
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  • Profile picture of the author Volux
    The information in this thread is priceless.

    Thank you Jason, John, Claude, and Aaron; and those others that I may have skipped over!

    I'm targeting restaurants as well and have found emailing isn't going to work too easily. I will continue to email as it only takes a few minutes out of my day, but will start to make some calls.

    Once again, great info!

    Quick question: Say a restaurant opens at 11am. Would you recommend calling before they open? After they close? Leaving a message?
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    • Profile picture of the author John Durham
      Originally Posted by Volux View Post

      The information in this thread is priceless.

      Thank you Jason, John, Claude, and Aaron; and those others that I may have skipped over!

      I'm targeting restaurants as well and have found emailing isn't going to work too easily. I will continue to email as it only takes a few minutes out of my day, but will start to make some calls.

      Once again, great info!

      Quick question: Say a restaurant opens at 11am. Would you recommend calling before they open? After they close? Leaving a message?
      I'd say to make that restaurant only one of the hundred calls you are going to make today... if you cant contact them at some point in the day, who cares? It only takes 2 seconds to dial, you have more numbers to move along with.

      Volux, there is a reason most people fail, and its because they dont get this...they dont get that the 10% think differently than the ninety percent. So you have ninety percent out there floundering, saying that nothing works... because they will do anything and everything to avoid being as committed as the ten percent.

      Dont be like them.

      All the best,

      -JD


      Ps. To answer more directly, if they are extremely important to your plan, then just go have lunch there and talk to them.
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  • Profile picture of the author Rearden
    Pick the phone up and dial 200 restaurants between now and Friday, or walk cold into 100 restaurants between now and Friday. Then tell us your results.

    Your goal is to at least get the name of the person who handles what your pitching. Then you can ask for them by name the next go-around.

    Expect to make several calls through your list after the first go-around.
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    • Profile picture of the author TheBigBee
      Data data data. There's no reason to not have names. None. It's out there and good data can be obtained. I have a list of restaurant data (names, websites, email) that I'm doing nada with - yours if you want it.
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  • Profile picture of the author DaniMc
    Just reading your post the word that comes to mind is "velocity"

    You are checking Facebook and trying to figure out intel about each place you call. I know why you do that and so do you. You just need to face it.

    FEAR.

    Look man we all have it. We all have had to learn to face rejection.

    Do you know what is like Fuel to the fear? TIME.

    YOU STARVE THE FEAR BY NOT GIVING IT ANY TIME.

    When you are sitting there in front of your computer with your phone ready to go, and you think just a little more info about the business will make you feel better, you are feeding the fear.

    VELOCITY IS THE ANSWER.

    Call more. Call faster. Make a list and walk into all of them. Get the names. Get the times and just freaking do it. To hell with what they think about you.

    I would be willing to bet you have come here frustrated and you haven't even contacted 100 businesses yet this month. You should be doing 100 every day or two.

    Tomorrow morning, wake up at 6am. Be on the phone at 7. Managers are the first people in every morning.

    You know that list you put together so far? Call ALL of them again. Call them every few weeks until they know your voice. Let them know you are sick and tired of failing. You do this through sheer speed and determination.

    Look man, you have an ethical obligation to live up to your potential. Your city needs you to succeed. Your family needs you to succeed. The restaurant owners need you to succeed. They need you to convince them to do business with you so they keep serving the community and paying employees and sending their kids to college.

    Your job is important. Now just get on the damn phone and call them all until they do business with you!
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    • Profile picture of the author CudaFish
      Originally Posted by Dan McCoy View Post

      JYou know that list you put together so far? Call ALL of them again. Call them every few weeks until they know your voice. Let them know you are sick and tired of failing. You do this through sheer speed and determination.

      Look man, you have an ethical obligation to live up to your potential. Your city needs you to succeed. Your family needs you to succeed. The restaurant owners need you to succeed. They need you to convince them to do business with you so they keep serving the community and paying employees and sending their kids to college.

      Your job is important. Now just get on the damn phone and call them all until they do business with you!
      ^ This. This is gold. You honestly just have to POUND THE PAVEMENT like a psycho for 90-120 days and I GUARANTEE you'll be doing amazing.

      - Mark
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    • Profile picture of the author Claude Whitacre
      Originally Posted by Dan McCoy View Post

      YOU STARVE THE FEAR BY NOT GIVING IT ANY TIME.

      When you are sitting there in front of your computer with your phone ready to go, and you think just a little more info about the business will make you feel better, you are feeding the fear.

      VELOCITY IS THE ANSWER.

      Call more. Call faster. Make a list and walk into all of them. Get the names. Get the times and just freaking do it. To hell with what they think about you.
      Absolutely spot on, and it comes from experience.

      Rejection kills you because you give it time to destroy you. Here's the cure.

      Call fast. Use an auto dialer. (OK, I've never used one, but go with me).

      When a rep ever told me that he can't take the rejection, or that everyone was saying "No"....I would make them either go out and knock on doors (sometimes with me along) or make calls. FAST!

      Frankly, I've only done this a few times outside of training, but calling non-stop (meaning no breaks...not even a minute) for two hours gets results.
      In my experience, every time.

      At the end of a solid two hours, I'd have three or four solid appointments. These are completely cold calls. If I was calling referrals, or leads, it was much much higher. And you know what? If you have three good appointments, you just don't give a damn about the "No's".

      For example. Today, I had maybe 15 calls from robots, Viagra suppliers, bad SEO prospectors, and a call or two asking for money.

      Two people called me from out of state because they watched my videos on Youtube...and together they bought two vacuum cleaners...through the mail...for about $1,700. over $900 in profit. This is in addition to what we sold in the store...and what I sold online.

      Do you think I complained about the calls that I got that were wastes of time?

      Sure! I'm still me. (didn't think it was going to go that way, did you?)

      But bad calls disappear. You just need to work fast enough to get the good ones too.

      What do you think millionaire real estate people do? Go to parties? Date celebrities? No. They are on the phone all day.

      The one trait I see in all great salespeople is that they are bulletproof to rejection. It simply doesn't bother them. And it doesn't bother me.
      I'm just amazed that people talk to me.
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      • Profile picture of the author mak25
        Make that TWO of the best posts I've read in a while. Claude, so well put.

        Originally Posted by Claude Whitacre View Post

        Absolutely spot on, and it comes from experience.

        Rejection kills you because you give it time to destroy you. Here's the cure.

        Call fast. Use an auto dialer. (OK, I've never used one, but go with me).

        When a rep ever told me that he can't take the rejection, or that everyone was saying "No"....I would make them either go out and knock on doors (sometimes with me along) or make calls. FAST!

        Frankly, I've only done this a few times outside of training, but calling non-stop (meaning no breaks...not even a minute) for two hours gets results.
        In my experience, every time.

        At the end of a solid two hours, I'd have three or four solid appointments. These are completely cold calls. If I was calling referrals, or leads, it was much much higher. And you know what? If you have three good appointments, you just don't give a damn about the "No's".

        For example. Today, I had maybe 15 calls from robots, Viagra suppliers, bad SEO prospectors, and a call or two asking for money.

        Two people called me from out of state because they watched my videos on Youtube...and together they bought two vacuum cleaners...through the mail...for about $1,700. over $900 in profit. This is in addition to what we sold in the store...and what I sold online.

        Do you think I complained about the calls that I got that were wastes of time?

        Sure! I'm still me. (didn't think it was going to go that way, did you?)

        But bad calls disappear. You just need to work fast enough to get the good ones too.

        What do you think millionaire real estate people do? Go to parties? Date celebrities? No. They are on the phone all day.

        The one trait I see in all great salespeople is that they are bulletproof to rejection. It simply doesn't bother them. And it doesn't bother me.
        I'm just amazed that people talk to me.
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        • Profile picture of the author MarkJez
          Hi Robo,

          You could try this very simple three-step approach which I have found works really well....

          Step 1) Call the business by phone (or cold walk-in) and ask to speak to the business owner. Assuming you get through, Say, "Hi, I'm just about to send you something in the post which will show you a unique way to get more customers and clients. I need to make sure that it goes to you so can I have your name please".

          Biz owner replies: "Sure it's John Smith. I look foward to receiving your letter".

          Sometimes John will say, That's definitely of interest - please tell me more". You have then been given permission to explain what you do. Tell them!

          Step 2) Send the letter to John Smith that same day. On the top of the letter - write in big letters "Information as per our phone conversation on March 14th 2013." Or you can write "Information as promised as per our phone call on 3-14-2013"

          Step 3) Wait about 2 or 3 days and then call John Smith up. Ask him did he receive the letter? - what did he think of it? Would he like a free 14 day trial to see if there is a good fit. Etc. etc.

          Due to the fact that you have created a "relationship" with John before he has even received the letter - you normally find that response rate is massively higher than the industry average for direct mail.

          --------------------------------

          ***If the GK is preventing you access to the biz owner, then ask the GK for the name of the biz owner, as you need it for the top of the letter and the envelope. 9 out of 10 will give it to you.

          When you ring up the second time. Say: "Can I speak with Mr John Smith please, it's about an important letter which he was expecting yesterday - concerning getting more clients". I need to make sure he received it safely".

          All but the very strictest of GK's would normally let you through.

          Best regards

          Mark J.
          UK
          Signature

          Mark Jerram

          http://www.bouncycastlemanufacturers.org.uk

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      • Profile picture of the author misterme
        Originally Posted by Claude Whitacre View Post

        The one trait I see in all great salespeople is that they are bulletproof to rejection.
        It's close to what Barbara Corcoran said about the one trait, the only one trait she ever found, that separated the best salespeople from the worst. It wasn't the contacts, it wasn't how hard they worked. It was their ability to take a hit and recover fast.

        Not that it didn't hurt, not that they were bulletproof, but that they didn't let it wound them. She said the wounded ones will sit at their desk and call customers, go through listings, but they're only putting in the motions. Inwardly they're hurt and not motivated.

        Watching her youtube videos, I caught another real estate related video from Forbes interviewing Coldwell Banker's number one salesperson. Young, pleasant guy. He's sold one and a half BILLION dollars of real estate in the last dozen years. In the interview, he was asked what his most remarkable year was. It was 2000, he said.

        He had been an agent for a couple of years at that point. In January 2000 he had seven deals pending in one week. They all fell through. He then mused that others may have said "oh it's not my year" or "this isn't for me" and given up, but he didn't. Instead he turned each of those failures into successes (he said, but didn't say how)... and went on to finish the year making a boat load of money, and becoming their number one sales person.

        Could be the turning point was that his failure fueled his determination to succeed, I'd say. But it's that same principle at work: taking the hit and recovering fast.
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        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
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    • Profile picture of the author mak25
      One of the best posts I've read in a while. And so spot on. Good one Dan.


      Originally Posted by Dan McCoy View Post

      Just reading your post the word that comes to mind is "velocity"

      You are checking Facebook and trying to figure out intel about each place you call. I know why you do that and so do you. You just need to face it.

      FEAR.

      Look man we all have it. We all have had to learn to face rejection.

      Do you know what is like Fuel to the fear? TIME.

      YOU STARVE THE FEAR BY NOT GIVING IT ANY TIME.

      When you are sitting there in front of your computer with your phone ready to go, and you think just a little more info about the business will make you feel better, you are feeding the fear.

      VELOCITY IS THE ANSWER.

      Call more. Call faster. Make a list and walk into all of them. Get the names. Get the times and just freaking do it. To hell with what they think about you.

      I would be willing to bet you have come here frustrated and you haven't even contacted 100 businesses yet this month. You should be doing 100 every day or two.

      Tomorrow morning, wake up at 6am. Be on the phone at 7. Managers are the first people in every morning.

      You know that list you put together so far? Call ALL of them again. Call them every few weeks until they know your voice. Let them know you are sick and tired of failing. You do this through sheer speed and determination.

      Look man, you have an ethical obligation to live up to your potential. Your city needs you to succeed. Your family needs you to succeed. The restaurant owners need you to succeed. They need you to convince them to do business with you so they keep serving the community and paying employees and sending their kids to college.

      Your job is important. Now just get on the damn phone and call them all until they do business with you!
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  • Profile picture of the author ewenmack
    Originally Posted by robo916 View Post

    Hey guys,

    I've been trying the B2B offline thing for a while now and having no luck. The reason I am having no luck is I do not know an effective way to contact business owners to where I can get their attention.

    Emails they ignore, calls they ignore or aren't even there and I have to leave a message, I've tried in person but it seems like there's a 90% chance the owner is not there or is hiding in the back somewhere. Ive tried social media but only received one response out of a gazillion messages.

    So....to the folks who are successful, HOW are you first making contact with business owners to get them to respond? So you can at least tell/show them what you are offering. Anything helps thanks!

    In my paper receipt business, which has national chains as well as one store owners, the phone and cold walk in message was and is still the same...

    "Hi Becky, I'm calling to see if I can get you people a better deal on your Eftpos paper rolls, who should I be speaking to about this please?"

    Then when the right person is confirmed and I'm speaking with him/her, I say...

    "Hi Brian, just calling to see if I can get you a better deal on your Eftpos paper rolls."

    In my case I already know they are using what I sell,
    therefore getting them a better deal is the hook which grabs their interest.

    Very rare do I get a "not interested" to talk further.

    You have to come up with your hook which creates enough interest to find out more
    and use it whether talking on the phone, cold walk in, emailing, or direct mail.

    That's your bottleneck in your lead generation machine.

    Best,
    Ewen
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  • Profile picture of the author Marta K
    [B]Biz owner replies: "Sure it's John Smith. I look foward to receiving your letter".[ /B]

    I don't think so. Maybe 1 in500?usually they would say, thanks, we got all customers we can handle now. Even if that's not true. They have no reason to trust you, your method, anything you send by post will go straight to bin. Most likely.
    Concerning getting more clients. That is so vague no GK in her right ming will let you through. Sorry, but it's just not realistic.please prove me wrong, though.
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    • Profile picture of the author goblue1918
      Originally Posted by Marta K View Post

      [B]Biz owner replies: "Sure it's John Smith. I look foward to receiving your letter".[ /B]

      I don't think so. Maybe 1 in500?usually they would say, thanks, we got all customers we can handle now. Even if that's not true. They have no reason to trust you, your method, anything you send by post will go straight to bin. Most likely.
      Concerning getting more clients. That is so vague no GK in her right ming will let you through. Sorry, but it's just not realistic.please prove me wrong, though.
      Marta,

      I think you are missing the points that some of the proven people on this forum have stated.

      Courage - Walk into businesses and talk to the owners. You will get a number of rejections - so what. The odds of you seeing that person are minimal (and totally in your control - more on that in a sec). But by talking to some of these people you gain so much insight into their frustrations, you see the business, your eyes will begin to see new opportunities for you to become a valuable resource for them or other people you contact.

      Objections - As Claude stated above, many people walk (or call) small businesses trying to sell. You need to find a message that will work with your offering - you do this by learning about the businesses. I am of the mindset that there is not a "cookie cutter" approach. You need to be able to come back with every objection that a business owner will use. Once you overcome their objections you have a better chance of a sale.

      Tenacity - Many times you will get a cold shoulder from a business owner because he/she does not know you, which is completely understandable. Your job is to get them to know like and trust you. I have done that by going back repeatedly to people who even show a sliver of interest in what I am selling. I will go back every week and pop in and say hello, ask questions, and talk about the industry, leave information, or inquire about current things they are doing to grow their business. What has worked - what hasn't worked. Some of those businesses have become customers after 6 visits. It is almost like a game for some business owners to see if you are serious about your offering. The way that I show my desire for their business is to visit repeatedly. If they don't end up buying, I have increased my knowledge to sell to other businesses. Also, I may not speak to the decision maker each time - that is not a problem, the person I speak with will relay the fact that I dropped by.

      This is true if you do it in person (best), over the phone, or via mail. Heck, you can even combine all 3.

      Bill
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  • Profile picture of the author joecarson1
    This is a must read thread. BUMP
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    • Profile picture of the author Aaron Doud
      Originally Posted by joecarson1 View Post

      This is a must read thread. BUMP
      I hadn't seen this thread in ages. One of the best in this section of WF. More value here than in most WSOs.
      Signature
      Aaron Doud - Sales & Success
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  • Profile picture of the author WebdevelopmentGroup
    Give Give Give

    It's the tinyest thing...but gets a huge response.
    Give something away consultation, plr etc. I do this
    locally all the time. From there I work my way in.


    WILL -
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  • Profile picture of the author prasalvi
    May be you wanna try pitching their for their work.
    I am sure you do no what pitching is.
    For eg.
    You can show a demo or send them a demo of how their website is currently and how impactful it would be when you develop it.
    hope that is helpful
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  • Profile picture of the author bsummers
    A good list for a start. You need to have a list of the owners otherwise it will be a game of hide and seek. This is basic when calling, if you are blindly just looking for the right person, there will be times that you will not be forwarded.

    Trade shows and conferences are a great place to build your database. Make sure you attend events and interact with people.
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    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.
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  • Profile picture of the author jake244
    Ok, here is a secret that will give you a huge advantage over your competitors and will have the business owners respond to your offer...

    First it will take some research but if you will find out the owners name and do good research you can find his home addressee. If you will send some direct mail pieces to his home you have a better chance he will see and consider your offer.

    That beats calling the place cold and the gate keeper never forwarding the info to the owner.

    At the very least you could cold call the restaurant and ask the person who answers the phone who owns the restaurant (you might get the owners name that way) and use the above tactic.
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  • Profile picture of the author Bayo
    There is no 'best' way because there are numerous sales situations and just as many different types of businesses and owners.

    The way you would market and sell to Chiropractors is not the same way you would market and sell to Dentists or Lawyers for instance.

    Add to that your own background, experience, knowledge fo your product or service, your natural style of communication and it's easy to understand why there can be no best way that works for everyone.

    Something for consideration would be knowing the market and how they prefer to receive information, then look more into how marketers and sellers using those methods are doing what they do.

    BAYO
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