Telesales for the non-salesperson! How to make loads of $$$ working from home!

91 replies
Hello,

Contary to what most people think, you do not need to be the best, or even a highly experienced salesperson to make loads of money calling on businesses from the comfort of your own home.

I am 24 years old and I cold call from my bedroom.

The VAST MAJORITY of my business comes from catching businesses ALREADY LOOKING for a website or SEO services, there is very little 'selling', involved in the whole process, it is more about being pleasant, polite and showing a genuine interest in your prospect's businesses which will lead you to get the sale.

If you want a quick way to sell loads of websites in a small amount of time, go to your largest directory where you look and go thru the categories. I go thru it A-Z. Look for the businesses which are paying money already to these directories and call the businesses that do not have a website listed.

These people SEE THE VALUE in advertising and are much easier to sell to than a one man army. It's common that these businesses have been called before by your larger competition, pitching $2,000+ website deals. How happy will they be knowing that you can save them a thousand bucks off their quote (and making a tidy profit for yourself in the process).

I promise you, hand on heart, if you would just pick up the damn phone and call these companies you will get AT LEAST 2 or 3 sales in your first DAY of calling.

My script which I have shared before is very simple, I am not looking to SELL to someone that does not see the value yet in a website, but to give someone a better deal that is actively in the market for what I have to offer.

You might want it step by step:

1 Find the business paying lots of money to be advertised in a directory that does not have a website

2 Ask to speak to the owner (if you get the gate keeper say 'I am calling regarding your listing the XXX directory.'

3 Point out the fact they don't have a website

They will either tell you they are actively looking for a website

Or

Tell you that 'someone is taking care of that' (Ask if you'd paid any money yet, most will say NO. Then ask 'What did they quote you?' Show them what you can do for them as extra at a lower price)

Small business owners generally like working with OTHER small business owners. I let all my customers know that I'm an independent consultant which means lower fees and I can basically get them a better deal.

They know that you will appreciate their business more than some large corporate - try it and see.

Or

They will say they are not interested - some will, some won't, who cares? Who's NEXT?

Then send them an email with your pitch/offer. Follow up in the next few days.

It really is as easy as that.

Once you get done calling all the top listings on the directory you can go down a level to the second most expensive then the third etc. But make sure you grab the low hanging fruit first!

Pantera
#$$$ #home #loads #make #nonsalesperson #telesales #working
  • Profile picture of the author Rendition
    I like the directory advice for sure, but your post seems to have the assumption that we are all selling our services for less than a $2,000 flat fee. What if we aren't necessarily offering our services at a lower price than our competitors, but rather we are just offering better service. Some of us are working with teams and can't afford to charge just $800-$1000 for a website. It isn't worth it. Not to mention SEO involves monthly fees if you are talking about serious SEO.
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    • Profile picture of the author PanteraIM
      Originally Posted by Rendition View Post

      I like the directory advice for sure, but your post seems to have the assumption that we are all selling our services for less than a $2,000 flat fee. What if we aren't necessarily offering our services at a lower price than our competitors, but rather we are just offering better service. Some of us are working with teams and can't afford to charge just $800-$1000 for a website. It isn't worth it. Not to mention SEO involves monthly fees if you are talking about serious SEO.
      Hello.

      If you are running into prospects being pitched a $2,000 deal you have to ask WHY they didn't buy IF cost was not the issue.

      If you are legitimately offering better value which matches their needs then sell on the value instead of the price - do more for the same $2,000 that just gets them a website somewhere else.

      This post was intended for independent contractors where a $1,000 website for a few hours work is more than worth it.

      It all depends on WHY the prospect didn't go ahead with the deal, most small businesses simply find $2,000+ for a website which does not offer any more value than a $1,000 is simply not worth it.

      Thanks
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  • Profile picture of the author ebizman
    PanteraIM, I sell websites for $2500 and sell 2-3 websites per week, my appt setter schedules the appt and I sell them in person.
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    • Profile picture of the author PanteraIM
      Originally Posted by ebizman View Post

      PanteraIM, I sell websites for $2500 and sell 2-3 websites per week, my appt setter schedules the appt and I sell them in person.
      Why are you telling me this?
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      • Profile picture of the author ebizman
        Originally Posted by PanteraIM View Post

        Why are you telling me this?
        I'm telling you this because you said small biz owners wouldn't pay over 2k for websites which is false, you need to have a better funnel in place like the model I have to close these 2k+ deals...so yes Warriors it IS possible to sell websites for over 2000 to small biz owners because thats what i do every week...stay focused.
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        • Profile picture of the author non
          Originally Posted by ebizman View Post

          I'm telling you this because you said small biz owners wouldn't pay over 2k for websites which is false, you need to have a better funnel in place like the model I have to close these 2k+ deals...so yes Warriors it IS possible to sell websites for over 2000 to small biz owners because thats what i do every week...stay focused.
          what advice do you have for selling $2000+ websites over the phone? serious question.
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          • Profile picture of the author CreekChub
            Originally Posted by non View Post

            what advice do you have for selling $2000+ websites over the phone? serious question.
            I don't have any, because I'm not good at it. Cold calling someone over the phone, and then leading them down the path to a sale, is not one of my strengths - whether we're talking about a $399 site or a $2499 site.

            That said, if you can sell - cold calling over the phone - a $400 site, you can sell them a $2500 site just as easy. I make phone calls, I send emails, do direct mail, LinkedIn, etc. 99% of the time though, I close in person. The thing you guys have to keep in mind though, is that quite often you get what you ask for.

            It sounds like the sort of slimy, "sales y" pitch that you hear on here so often, but it's the truth. When I realized that the difference between $400 and $2500 for a business owner looking to invest in their web presence was nominal, things clicked for me. I started making significantly more money, was happier at what I was doing, and began to put out much better work. I stopped looking at it as: "Damn, $400. Okay, I have to knock it out in a day because that's all the time I can afford to spend on it."

            And it became: "Sweet. I got $3K out of this one, so I can take my time and blow them away." Everyone was happier - myself, my clients, and my family. Think about it this way. Even the low-level "service" oriented businesses that most guys on here scrap over (plumbers, electricians, H VAC guys, painters, locksmiths, etc.) are doing the better part of $1 MIL in sales a year. I have begun focusing on true small businesses in the $3-10 MIL range, but the difference is naught. Do you really think an extra $1K for a web presence is going to make or break these guys? The difference is all in your head. Either they're going to buy from you (because you explained the benefit in a way that they could understand) or they're not.

            Not closing the sale for me has NEVER truly been about price. The ones your don't get are because you didn't adequately convey what you were selling, you didn't qualify ahead of time, or they didn't think you were the best man for the job (see #1). Very, very rarely will you ever lose a sale because you asked for $1275 and they felt you were only worth $697.
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        • Profile picture of the author PanteraIM
          Originally Posted by ebizman View Post

          I'm telling you this because you said small biz owners wouldn't pay over 2k for websites which is false, you need to have a better funnel in place like the model I have to close these 2k+ deals...so yes Warriors it IS possible to sell websites for over 2000 to small biz owners because thats what i do every week...stay focused.
          I don't see how it's false if price was their condition for not going ahead with the deal.

          Yes 2k deals are easy, but with this strategy you aren't targeting 2k deals, you are going with the low hanging fruit as I said.

          Why don't you read the thread in context before giving away unwarranted advice which doesn't explain anything.
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  • Profile picture of the author John Durham
    I have already given this advice 10 different times... But I like your take on it. Great post. 2-3 phone closes your first day is a little high, but possible.
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    • Profile picture of the author payoman
      Originally Posted by John Durham View Post

      I have already given this advice 10 different times... But I like your take on it. Great post. 2-3 phone closes your first day is a little high, but possible.
      Heh, you certainly have John. But it's good to have 'reminder' posts I guess.

      Also, everything in the OP is for damn sure. Done it myself this week.
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    • Profile picture of the author PanteraIM
      Originally Posted by John Durham View Post

      I have already given this advice 10 different times... But I like your take on it. Great post. 2-3 phone closes your first day is a little high, but possible.
      Thanks, brother.

      It's a shame we live worlds apart..

      I'm sure we could rock some shit if we were closer together.

      Pantera
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  • Profile picture of the author Tess D
    For those afraid to cold call, "practice" with a friend, and start calling those least likely to buy from you first. By the time you've talked to 4 or 5 uninterested, non-buying prospects, you will be ready and pumped to start calling and making sales / appointments / demos or whatever the goal of your call is.
    The OP is 100% correct with this advice - sit down and start calling!
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  • Profile picture of the author EricGuimond
    Hi Pantera,

    Would you mind sharing your cold calling script for this type of call with directory listing?

    -Eric
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  • Profile picture of the author DaniMc
    I've never quite understood what people mean when they say "directory site"...are you talking about yellowpages.com???
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    • Profile picture of the author DaniMc
      Originally Posted by Dan McCoy View Post

      I've never quite understood what people mean when they say "directory site"...are you talking about yellowpages.com???
      Can you help me out with this one?
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      • Profile picture of the author John Durham
        Originally Posted by Dan McCoy View Post

        Can you help me out with this one?
        Sure Dan, hang a sec.

        The below link is a link to the urbanspoon directory site for Restaurants.

        It is a directory of restaurants. I pulled it up by putting in the keywords Nashville restaurants.

        This page you will see is just the section for the "Bellview area" of Nashville.

        In essence, for our intents and purposes, a directory site is just a site that lists all the local restaurants, or car lots, or auto-body shops , or general businesses in an area.

        Many models will give all the businesses a free three line listing, then once they have them in the email data base, they will upsell them premium listings. Others skip that and just cold call businesses selling premium listings upfront.

        You can start a directory site for say "child day care centers in NYC", or whatever you choose as far a niches.

        The basic idea is that, you charge the businesses a monthly fee for a full page space in your directory, or a "web page".

        The attraction is that, like with the urban spoon directory below, you only have to manage one domain, but you can house 1,000 different clients in it, giving each of them a simple listing or web page under a sub domain.

        My first boss in the offline marketing arena owned a site called bizonthe.net for example. We grew to 100 telemarketers and sold over 19,000 business listings on that site within one year at a fee of $19.99 per month, which we later raised to $24.95 per month.

        The idea is to get as many businesses paying you monthly as possible for listings and to create recurring revenue.

        You could take this site Im linking to for example, on another note , and go through this directory sites business listings and make a call list out of it to sell fullblown five page sites. Basically scavenging their client base.

        Im going off for awhile but if you have anymore questions post them and I'll be glad to help. I cant post on the other thread because the OP has a 50 post limit and I have already reached mine.

        This is a directory site:

        http://www.urbanspoon.com/n/47/4634/...ue-restaurants

        Anyone can start a directory site in any niche site, or general business directory site in any local, regional, national, or international area. Findlaw.com is a national directory of attorneys for example, and they have thousands of listing under the same domain; they charge lawyers up to a thousand dollars per month to join the directory.

        For the purposes of this thread, using someones directory site for a call list can help you find more qualified webdesign prospects.

        Hope this helps.

        -John
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        • Profile picture of the author mrtrance
          Originally Posted by John Durham View Post

          Sure Dan, hang a sec.

          The below link is a link to the urbanspoon directory site for Restaurants.

          It is a directory of restaurants. I pulled it up by putting in the keywords Nashville restaurants.

          This page you will see is just the section for the "Bellview area" of Nashville.

          In essence, for our intents and purposes, a directory site is just a site that lists all the local restaurants, or car lots, or auto-body shops , or general businesses in an area.

          Many models will give all the businesses a free three line listing, then once they have them in the email data base, they will upsell them premium listings. Others skip that and just cold call businesses selling premium listings upfront.

          You can start a directory site for say "child day care centers in NYC", or whatever you choose as far a niches.

          The basic idea is that, you charge the businesses a monthly fee for a full page space in your directory, or a "web page".

          The attraction is that, like with the urban spoon directory below, you only have to manage one domain, but you can house 1,000 different clients in it, giving each of them a simple listing or web page under a sub domain.

          My first boss in the offline marketing arena owned a site called bizonthe.net for example. We grew to 100 telemarketers and sold over 19,000 business listings on that site within one year at a fee of $19.99 per month, which we later raised to $24.95 per month.

          The idea is to get as many businesses paying you monthly as possible for listings and to create recurring revenue.

          You could take this site Im linking to for example, on another note , and go through this directory sites business listings and make a call list out of it to sell fullblown five page sites. Basically scavenging their client base.

          Im going off for awhile but if you have anymore questions post them and I'll be glad to help. I cant post on the other thread because the OP has a 50 post limit and I have already reached mine.

          This is a directory site:

          Bellevue Restaurants | Urbanspoon

          Anyone can start a directory site in any niche site, or general business directory site in any local, regional, national, or international area. Findlaw.com is a national directory of attorneys for example, and they have thousands of listing under the same domain; they charge lawyers up to a thousand dollars per month to join the directory.

          For the purposes of this thread, using someones directory site for a call list can help you find more qualified webdesign prospects.

          Hope this helps.

          -John
          Hey John,

          For directory site like Urbanspoon when I pick a city and it lists all the restaurants there which ones should we contact for website design since I don't see a section where there are premium listing compared to regular listings? Isn't the OPs method to focus on those that have a premium listing, but no website. Or is Urbanspoon not a good example of a site that would work here.
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      • Profile picture of the author PanteraIM
        Originally Posted by Dan McCoy View Post

        Can you help me out with this one?
        Yellowpages.com is the largest directory for where I live, yes you got the right idea.
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        • Profile picture of the author kenmichaels
          Originally Posted by PanteraIM View Post

          Yellowpages.com is the largest directory for where I live, yes you got the right idea.
          You should try yellowbook out. If you spend 20 or 30 min just looking
          at YB, as a salesperson you will see how much better quality they are.
          you will also see a bunch more things you can easyily identify and sell them.

          Just some FYI for you, in case you did not know
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          • Profile picture of the author DaniMc
            Originally Posted by kenmichaels View Post

            You should try yellowbook out. If you spend 20 or 30 min just looking
            at YB, as a salesperson you will see how much better quality they are.
            you will also see a bunch more things you can easyily identify and sell them.

            Just some FYI for you, in case you did not know
            Ken, I bought your renegade software and it is indeed great!

            Question: With all the talk of premium listings being better, how can I identify the premium from the free listings in the results your software provides?
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            • Profile picture of the author John Durham
              Originally Posted by Dan McCoy View Post

              Ken, I bought your renegade software and it is indeed great!

              Question: With all the talk of premium listings being better, how can I identify the premium from the free listings in the results your software provides?

              Like I said Ken is the best when it comes to lists. MR is Awesome!
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              • Profile picture of the author mrtrance
                So to sun it up we only want to call businesses that have premium listings on these directorysites correct? Don't even bother with those businesses that don't have a premium listing.

                So any good script you are using to convert these deals into sales? Are you closing these deals just over the phone? What about if they ask if you have any examples of your work or references to contact before making a decision. Do you even bother with these guys and hang up or do you try to sell them good so that this issue does not come into the equation?

                Any niche that seems to convert better than the rest or all niches fair game?
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                • Profile picture of the author PanteraIM
                  Originally Posted by mrtrance View Post

                  So to sun it up we only want to call businesses that have premium listings on these directorysites correct? Don't even bother with those businesses that don't have a premium listing.

                  So any good script you are using to convert these deals into sales? Are you closing these deals just over the phone? What about if they ask if you have any examples of your work or references to contact before making a decision. Do you even bother with these guys and hang up or do you try to sell them good so that this issue does not come into the equation?

                  Any niche that seems to convert better than the rest or all niches fair game?
                  Yup. Just target the businesses which already see the value in online advertising. Some are paying 4k+ per year which is substantial for the smaller ones.

                  I don't focus on closing on one call, I like to follow a process. Offer the free mock up, keep going back to them until they take it. It's stress free and opens up lots of accounts to make more money on the back end.

                  Businesses all know they need a website, just make them feel good for buying from you rather than someone else and give them a good deal and you are $$$
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                  • Profile picture of the author mrtrance
                    Originally Posted by PanteraIM View Post

                    Yup. Just target the businesses which already see the value in online advertising. Some are paying 4k+ per year which is substantial for the smaller ones.

                    I don't focus on closing on one call, I like to follow a process. Offer the free mock up, keep going back to them until they take it. It's stress free and opens up lots of accounts to make more money on the back end.

                    Businesses all know they need a website, just make them feel good for buying from you rather than someone else and give them a good deal and you are $$$
                    Ok so in your talk with them you offer to do a mockup for them for no charge (where you install a WP theme from a WSO here or else where, put dummy content, and add their companny name on top) and then show them mockup and hopefully by then they are sold bythat and good price you are offering it. Is that pretty much how we should approach it?

                    By the way when you sell a website for $1K does that include the content as well or do you charge them extra for each page of content? Is there a minimum number of pages you include in that $1K price and do you outsource the work?

                    Has any business asked for references or does doing a mockup help to not bring that issue into the foefront?
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                    • Profile picture of the author PanteraIM
                      Originally Posted by mrtrance View Post

                      Ok so in your talk with them you offer to do a mockup for them for no charge (where you install a WP theme from a WSO here or else where, put dummy content, and add their companny name on top) and then show them mockup and hopefully by then they are sold bythat and good price you are offering it. Is that pretty much how we should approach it?

                      By the way when you sell a website for $1K does that include the content as well or do you charge them extra for each page of content? Is there a minimum number of pages you include in that $1K price and do you outsource the work?

                      Has any business asked for references or does doing a mockup help to not bring that issue into the foefront?
                      You got it brother.

                      I use free and sometimes premium themes if they pay a lot and edit the content. I have some outsourced help that handles all of the web stuff. The lowest I'll go on a website is $499 but I pitch them $1999 as a high ball offer to something a bit more reasonable such as 1k.

                      It only takes a few hours of actual selling on the account so I still make bank per hour. When I sell the website I upsell to SEO starting at 199 per month for a small biz and 49 to 97 per month for hosting.

                      The trick is to find people that need a website, it's not like you're selling an advertising subscription, most of the time these people need something on the web for their adwords campaign or something similar of that nature which makes it an easy sell.
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                      • Profile picture of the author mrtrance
                        Originally Posted by PanteraIM View Post

                        You got it brother.

                        I use free and sometimes premium themes if they pay a lot and edit the content. I have some outsourced help that handles all of the web stuff. The lowest I'll go on a website is $499 but I pitch them $1999 as a high ball offer to something a bit more reasonable such as 1k.

                        It only takes a few hours of actual selling on the account so I still make bank per hour. When I sell the website I upsell to SEO starting at 199 per month for a small biz and 49 to 97 per month for hosting.

                        The trick is to find people that need a website, it's not like you're selling an advertising subscription, most of the time these people need something on the web for their adwords campaign or something similar of that nature which makes it an easy sell.
                        So always pitch high or double to what you want to get for the job, but then make it out like you are doing them a favor or they are getting a great deal by dropping the price say from $2K to $1K ( which is the price you want anyways).

                        So in regards to content do you charge extra for that if the biz owner does not give you anything as far as homepage content, services page content, about us, etc. or that is included in the price as well?

                        As far SEO work how do figure what to charge them per month? Are you basing it on the type of niche, value of each new customer, their marketing budget, etc?
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    • Profile picture of the author sandalwood
      Originally Posted by Dan McCoy View Post

      I've never quite understood what people mean when they say "directory site"...are you talking about yellowpages.com???
      Dan,

      I've posted this before but maybe it will help you and anybody else who reads this thread. What I am about to reveal ISN'T a directory site but it IS a damned great way to get all the new biz in your county.

      Our county posts all new biz licenses issued for the last month on their site. So this is March which means the Feb licenses are posted. We are in a small county so the largest list was six pages. They are usually four pages.

      Why not call these people the same day the list is posted?

      Of course, you won't get as many names as you would with the sources listed in this thread but they are fresh and they are local and they are looking.

      Just my 2 cents...

      Tom
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    • Profile picture of the author DubDubDubDot
      Originally Posted by John Durham View Post

      We grew to 100 telemarketers and sold over 19,000 business listings on that site within one year at a fee of $19.99 per month, which we later raised to $24.95 per month.
      19,000 is a lot for any period. During what years did you work there?
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  • Profile picture of the author John Durham
    Originally Posted by Dan McCoy View Post

    This thread was useful when it started.
    It can still be useful. Let's get it back on track.

    I agree wholeheartedly with Pantera.

    I use to manage telemarketers who did 2-3 sales per day. It is entirely possible. In fact the reason I said ithe numbers were slightly high is ONLY because we are talking to IM people...

    Most homeworkers dont have the level of intensity that a full time experienced telemarketer like Pantera has, but by putting forth even a third of the effort that a guy like him is capable of putting out, at least a sale per day is reasonable.

    Using directory sites for a calling list, as the OP suggests is even MORE effective. You are calling an offline services "buyers" list in effect. Lists really do not get more targeted than that. In fact many of them bought the directory listings because they DONT have a website. You may even be more likely to find people who need one in a list like that , than you would by calling a phone book.

    Thats why I mentioned having given this advice before. It's GOOD advice. It doesnt surprise me that a guy who is a an experienced full time phone pro like Pantera would come up with the same conclusion.

    There is a young lady by the name of Deidre Renae on this forum who has moved onto a different business model, but for the longest time, she took telemarketing, and made her goal to make "one sale per day" and hit it consistently, working just a couple or 3 hours per day.

    Iamnameless did the same thing, now he has his own office with other telemarketers working for him and he is rockin.

    It's difficult to believe for some people because they tend to think they are putting out more focus than they are. Most people do more busy work and paper shuffling in a cold call session than actual dialing.

    There is a theory floating around that a cold call session is about dialing 20 numbers per hour.

    That is WAAAY off, that is not the road to accomplishing what Pantera is talking about here.

    That means you are taking 3 minute pauses between dials. If one really understood that a cold calling session means not putting the phone down at all and dialing one number after the next for 2-3 hours straight, within a few days it would become easy to understand how these things can happen. Take a 10 minute break at the hour and a half point, then get back on, but dont stop dialing while you are "on".

    Even at 60 dials per hour, gives you a full minute between dials (which is a long time), you have time to greet people and get rejected and get through your no's and even pitch a few people in between.

    You just have to move like a fulltime pro moves, one number to the next in a focused way.

    You can EASILY knock out 150 dials in 2 hours that way.

    THATS a cold calling session.

    People simply have the wrong kind of momentum, and that is why they dont see the results that pantera sees in their sessions.

    It's entirely possible, but for most people who refuse to try and conceive of what a good hard calling session is about, it's just not "probable".

    It is there, if one wants to do it the way the pro's do.

    -John

    ps. Im going to delete my parts of the above argument from this thread personally, because it shouldnt have happened. You are right.

    This post though, is the Gods honest truth. I have met no less than a hundred different telemarketers who do what Pantera does. The only reason it seems rare is because internet marketers refuse to accept the way its done.
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    • Profile picture of the author kenmichaels
      Originally Posted by John Durham View Post

      Using directory sites for a calling list, as the OP suggests is even MORE effective. You are calling an offline services "buyers" list in effect. Lists really do not get more targeted than that. In fact many of them bought the directory listings because they DON'T have a website. You may even be more likely to find people who need one in a list like that , than you would by calling a phone book.
      That is one of the major reasons why scrapers are so popular.

      Anyone of the verified listings on ANY of the directory sites, like yellowpages or yellowbook,
      are people already familiar with online advertising, websites, mobile sites ect.

      You don't have to convince them they need it, they already know they do.

      You just have to convince them you will get better results then they already get.

      and THAT is super easy to do.
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  • Profile picture of the author PanteraIM
    I appreciate your efforts, John in getting this thread back on track.

    I cannot stress the importance and value of your advice either, because it WORKS - just like anything does with a focused sustained effort. People spend an hour a day trying 8 different things and wonder why their results are poor, when they could have spent the same 8 hours learning how to do some really well and get massive results.

    People simply give up too easily - I'm not the BEST at what I do and I have the same amount of anxiety as a newbie when I make my first call, I just don't stop, I set myself a quota of how many proposals/emails to send and I don't stop dialling until I hit it.

    John mentions one minute between dials? To me that's way too long altho I respect people approach this differently. As soon as I put the phone down I am dialling another number. I guess this is conditioning from my previous telemarketing experience? I'd respectfully ask the people that bag on telemarketing as ineffective to go join a phone room and see how many dials you really need to do before passing judgement.

    Just to give you an update on how my calling went TODAY, and when I say this I spent no longer than 4 hours prospecting and sending out some emails, not my usual grind of 8 am to 6pm by any means!

    I have a slightly different strategy for these types of customers and follows a call/email/call model where the email builds a metric ton of value and social proof, you just line them up and knock them down on the third call.

    Even following a not so aggressive sales strategy I ran into the following leads

    #1 is an abrasive sandblaster, all I had to do was to match a competitors price and lower the monthly by $50. Ended up getting $600 upfront and $199 monthly for two keywords.

    #2 is a thriving autoparts store that NEEDS a website done 'by the end of next week', to qualify for a membership in an ecommerce site. Got $500 as 50% payment with $199 set up on their cc for next month.

    #3 is an electrical appliance store that fixes things like washing machines, dryers.. they don't have a website but are looking to get it sorted. WhenI sent them a quote for $1999 (high ball offer), and $299 monthly for SEO she accepted it under the condition it could be completed in 7 days, boom.

    Here's all the evidence you need, I made $3,000 today by calling and my sales funnel is ALWAYS full when I use this method. I'm not even past Automotive Conditioners in the phone book either.

    $2,000 to $3,000 per day is what I average, but I'm trying to hunt after the bigger clients for a bigger pay day to try and scale.

    I'm in the process of writing a verbatim script and maybe put some recordings up so you guys can hear what it's really like from my point of view.

    Pantera
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    • Profile picture of the author John Durham
      Originally Posted by PanteraIM View Post


      Here's all the evidence you need, I made $3,000 today by calling and my sales funnel is ALWAYS full when I use this method. I'm not even past Automotive Conditioners in the phone book either.
      You made another $5,000 -$7000 (accounting for possible attrition) on the monthly for the year TO-DAY. I dont know who in their right mind doesnt think that's good money, or isnt worth a good 40 hour week.
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      • Profile picture of the author PanteraIM
        Originally Posted by John Durham View Post

        You made another $5,000 -$7000 (accounting for possible attrition) on the monthly for the year TO-DAY. I dont know who in their right mind doesnt think that's good money, or isnt worth a good 40 hour week.
        I started doing this from home part-time when I joined WF in October last year. Now I am making my full-time salary + commission on my recurring payments alone each month.

        The hardest thing to do is to keep going, especially when you know you could literally do nothing and just manage the accounts and live comfortably for the next 2 to 3 years without selling ANYTHING.

        I do not consider myself as a sales superstar either, anyone that is willing to learn has the ability to do this as well.
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        • Profile picture of the author Huskerdarren
          Pantera, what directory are you talking about specifically, and do you hire out the actual design aspect? Thanks in advance, this is a very solid thread.
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    • Profile picture of the author mrtrance
      Originally Posted by PanteraIM View Post


      I'm in the process of writing a verbatim script and maybe put some recordings up so you guys can hear what it's really like from my point of view.

      Pantera
      Will we be seeing your script here soon?
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      • Profile picture of the author PanteraIM
        Originally Posted by mrtrance View Post

        Will we be seeing your script here soon?
        VERY soon, I promise.

        Originally I wrote it in bullet point form (which is what I use), but I decided to turn it into a verbatim script with verbatim rebuttals locked in.

        I am still testing it and the results are promising. Once I do a few more dials with it I'll have it posted for you.
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        • Profile picture of the author mrtrance
          Originally Posted by PanteraIM View Post

          VERY soon, I promise.

          Originally I wrote it in bullet point form (which is what I use), but I decided to turn it into a verbatim script with verbatim rebuttals locked in.

          I am still testing it and the results are promising. Once I do a few more dials with it I'll have it posted for you.
          Any update on the script?
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  • Profile picture of the author DaniMc
    LOL... I feel dumb now. I've just always bought lists... And here you go with the phone book!
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  • Profile picture of the author DaniMc
    Thanks for the detailed answer John and Ken.

    I have never even thought about it that way. I have always pulled a list based on SIC codes, annual revenue, and number of employees.

    I can see how targeting directories for certain types of services would be very effective!
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    • Profile picture of the author John Durham
      Originally Posted by Dan McCoy View Post

      Thanks for the detailed answer John and Ken.

      I have never even thought about it that way. I have always pulled a list based on SIC codes, annual revenue, and number of employees.

      I can see how targeting directories for certain types of services would be very effective!
      You will notice when you click on one of these three line listings that you are taken to the premium listing for that business...but the domain name doesnt change. Thats the beauty. You dont have to design websites for the clients... just give them an optimized template page. Its cookie cutter fulfillment.

      Again, its the easiest way to have 100 clients and not have to kill yourself managing them all on different domains.

      In any event, they make for good cold call lists.

      Originally Posted by kenmichaels View Post

      That is one of the major reasons why scrapers are so popular.

      Anyone of the verified listings on ANY of the directory sites, like yellowpages or yellowbook,
      are people already familiar with online advertising, websites, mobile sites ect.

      You don't have to convince them they need it, they already know they do.

      You just have to convince them you will get better results then they already get.

      and THAT is super easy to do, compared to most directories.
      To add to what Ken is saying, many of these directory site customers dont have websites outside of their directory listings, but the fact that they pay for premium listings is evidence that they ARE interested in investing in themselves on some scale.

      There are lots of creative ways to increase conversions in cold calling and a good list is one.

      Ken is the WF list pro, this idea is just something I discovered along my journey. He has ALOT of solutions for list making.

      He's probably the most brilliant list guy I've come across.

      -John
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  • Profile picture of the author Brian Alaway
    Help a cold calling noob out here guys & gals,

    If I go to yellowpages.com and search for a business type, I'm much more likely to find businesses that don't have a website if they do NOT have a premium listing. Granted the premium listings are paying advertisers and more targeted but checking for a website takes just as much time so aren't the odds much better with non-premium listings if were talking about gathering a huge call list asap? What am I missing?
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    • Profile picture of the author PanteraIM
      Originally Posted by Brian Alaway View Post

      Help a cold calling noob out here guys & gals,

      If I go to yellowpages.com and search for a business type, I'm much more likely to find businesses that don't have a website if they do NOT have a premium listing. Granted the premium listings are paying advertisers and more targeted but checking for a website takes just as much time so aren't the odds much better with non-premium listings if were talking about gathering a huge call list asap? What am I missing?
      I understand what you are saying.

      Premium-listed business WILL convert better, faster and will generally be better businesses to keep on the books. There are plenty of these businesses that are listed that as John has said, use their premium listing as a replacement for a website. I've found that it's as much about building a huge list, but a smaller list that is likely to convert.
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    • Profile picture of the author Deidra Renee
      Originally Posted by Brian Alaway View Post

      Help a cold calling noob out here guys & gals,

      If I go to yellowpages.com and search for a business type, I'm much more likely to find businesses that don't have a website if they do NOT have a premium listing. Granted the premium listings are paying advertisers and more targeted but checking for a website takes just as much time so aren't the odds much better with non-premium listings if were talking about gathering a huge call list asap? What am I missing?

      I'm assuming KenMichaels is not promoting his own software as not to take away from someone else's thread so I'll do it for him lol He has a KILLER scraper that gets about 5.5 billion leads in 5 min from yellowpages and yellowbook. Clearly that was an exaggeration, but you will never run out of leads with his software.

      PanteraIM (OP) you would KILL it with Mobile Renegade! You can seriously have 1,000 leads in a matter of minutes. Anyone willing to try cold calling, take PanteraIm's advice and use it with Mobile Renegade and you will have all the money you want. Seriously!
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      • Profile picture of the author John Durham
        Originally Posted by Deidra Renee View Post

        I'm assuming KenMichaels is not promoting his own software as not to take away from someone else's thread so I'll do it for him lol He has a KILLER scraper that gets about 5.5 billion leads in 5 min from yellowpages and yellowbook. Clearly that was an exaggeration, but you will never run out of leads with his software.

        PanteraIM (OP) you would KILL it with Mobile Renegade! You can seriously have 1,000 leads in a matter of minutes. Anyone willing to try cold calling, take PanteraIm's advice and use it with Mobile Renegade and you will have all the money you want. Seriously!

        Hey I was just talking about you in this thread Girlfriend! Was kinda hoping it might conjure you up. Guess it worked!
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        • Profile picture of the author Deidra Renee
          Originally Posted by John Durham View Post

          Hey I was just talking about you in this thread Girlfriend! Was kinda hoping it might conjure you up. Guess it worked!

          LOL..It did and I just found a WSO of yours with phone scripts and I think I'm about to get it for the mobile websites script. I said I was going to stop cold calling for a while (busy) but this thread makes me wanna start another session within the next few weeks.
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          • Profile picture of the author John Durham
            Originally Posted by Deidra Renee View Post

            LOL..It did and I just found a WSO of yours with phone scripts and I think I'm about to get it for the mobile websites script. I said I was going to stop cold calling for a while (busy) but this thread makes me wanna start another session within the next few weeks.

            You dont need a mobile script. Just call people up and tell them you do mobile sites, just calling around to introduce your service, hoping to drum up some business... and you were wondering if you could help them out.

            Be casual and pleasant... you got it. BAMMM!

            Dont over think it, just be pleasant, helpful, and dial. You know what to do.
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      • Profile picture of the author kenmichaels
        Originally Posted by Deidra Renee View Post

        I'm assuming KenMichaels is not promoting his own software as not to take away from someone else's thread so I'll do it for him lol He has a KILLER scraper that gets about 5.5 billion leads in 5 min from yellowpages and yellowbook. Clearly that was an exaggeration, but you will never run out of leads with his software.

        PanteraIM (OP) you would KILL it with Mobile Renegade! You can seriously have 1,000 leads in a matter of minutes. Anyone willing to try cold calling, take PanteraIm's advice and use it with Mobile Renegade and you will have all the money you want. Seriously!
        Awesome, I am glad you are happy

        totally makes my day ...
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  • Profile picture of the author John Durham
    Originally Posted by DubDubDubDot View Post

    19,000 is a lot for any period.
    Not really, it's just a couple of sales per day per telemarketer.

    Every successful room has to have simple mantras, or simple little things they lock into their tm's heads, mine was: "One sale in the morning, and one in the afternoon. That's all you have to do".

    My formula for success with telemarketers is breaking things down really simple, so they arent carrying alot of unnecessary garbage, and can have singular focus as they do their job.

    Of course there are several of those kinds of mantras, but I try to keep it real simple and repetitive.

    "One in the morning, and one in the afternoon".

    Some people get more.. You have superstars that do 5-6 a couple days a week. It all adds up.

    Eventually it adds up to 19,000 sales.

    19,000 sales is a big thing to try and comprehend for anyone, understandably, but it happens one telemarketer at a time doing two sales per day. All pistons dont fire at once, some days they will do one, and another guy will do three....but it all balances out.

    Doesnt matter what year it is...now that you see how I've broken it down, it would work the same ten years ago as it would work ten years from NOW.

    With a simple system like that, a guy could get rich on just 5 or 10 telemarketers, if he simply manages his crew and keeps the mantra going ....

    Thats all. Just "walk the floor", pat people on the back...encourage... joke around with them...and make sure everyone has everything they need to do "one simple sale in the morning, and one simple sale in the afternoon."

    Someone has a hard morning you just tell them (plant the seed in their head) "hey it's okay, I've been noticing you, you seem to be an afternoon person lately, you will probably pop a couple after lunch", and that simple thing refills their energy, they latch onto that, and tend to fulfill that image..

    I have always enjoyed telemarketers and their little quirks, and mental hangups... lol

    On another note, it's sometimes hard for people to do from home without that kind of guidance. So I usually expect a homeworker to do maybe one, when attempting phone closing. Pantera is a pro telemarketer so it's different; he has the mentality down..., and knows how to regulate himself.

    -John
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    • Profile picture of the author JDIZM
      Originally Posted by John Durham View Post

      "One sale in the morning, and one in the afternoon. That's all you have to do".
      We use the exact same mantra! and trust me it works.

      However its still a numbers game and everybody has bad days, if you aren't making sales then always stay positive. There is a buyer waiting on the next call..

      If you have the potential to upsell other services like our guys do then you can have extremely productive days and a bad week can be turned around with some motivation.

      Oh and don't forget. "Persistence is the key to success".
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  • Profile picture of the author Newrichgraphics
    Do you charge extra for the actual content e.g., about us page ? Or does the client provide you with it?
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  • Profile picture of the author iWebProfits
    I think you should consider putting out a WSO mate, I would buy it in a nanosecond. Added you to skype by the way so I can have access to the script when it's done
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    • Profile picture of the author Bear Trader
      Well these call volumes I am reading puts me to shame. I know have to accept I am lazy and not hard working enough. I make 15 calls and hour with lots of pauses and I think I am doing well

      I guess its the fear factor holding me down. Also unlike the OP I am selling a low value service and need lots of sales to make a fraction of what he makes.

      OP how does this sound

      Week 1 - 20 calls and hour x 5 hours a day = 100calls a day / 500 calls a week
      Week 2 - 30 calls and hour x 6 hours a day = 180calls a day / 720 calls a week
      Week 3 - 40 calls and hour x 7 hours a day = 280 calls a day /1200 calls week
      Week 4 - 50 calls and hour x 8 hours a day = 400 calls a day/2000 a week

      Week 4 sounds a lot but I actually want to do something different/rather than focus on the sale I want to focus on my volume. I think I need to get the fear out of my system and then once I overcome it, then I can hone my skills and improve my sales ratio.

      Yes its true many people give up too easily just like me!!

      I have over 40,000 businesses calls to make so I dont mind fluffing a few to learn. But the main thing for me is overcoming the fear and avoiding self gratification ( I stop and pause and feel happy with myself if I had a good call instead of taking on the momentum forward)

      My next phase after 4 week period is to create a streak day. How many consecutive positive calls I can make in a row.

      I thank Pantera and John for their sage advice and never give up attitude.
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      • Profile picture of the author DaniMc
        Originally Posted by Bear Trader View Post

        Well these call volumes I am reading puts me to shame. I know have to accept I am lazy and not hard working enough. I make 15 calls and hour with lots of pauses and I think I am doing well

        I guess its the fear factor holding me down. Also unlike the OP I am selling a low value service and need lots of sales to make a fraction of what he makes.
        Don't kick yourself man. You are making the calls and that is more than a LOT of people can say. You should congratulate yourself!

        So, you think you can call more, you have made a plan to do so, now you just gotta do it. And you CAN do it. It will be easy for you. Just increase your call volume a little each week. You will be there in no time.
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        Be kind, for everyone you meet is fighting a hard battle.
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        • Profile picture of the author Bear Trader
          Originally Posted by Dan McCoy View Post

          Don't kick yourself man. You are making the calls and that is more than a LOT of people can say. You should congratulate yourself!

          So, you think you can call more, you have made a plan to do so, now you just gotta do it. And you CAN do it. It will be easy for you. Just increase your call volume a little each week. You will be there in no time.

          Thanks Dan!


          I think volume over quality should be what I aim for. Its a bit like golf, you have to make thousands of swings to master it. Then it becomes almost second nature to get the ball in the air. Ok there would still be hooks and shanks but you get the gist
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          • Profile picture of the author DaniMc
            Originally Posted by Bear Trader View Post

            Thanks Dan!


            I think volume over quality should be what I aim for. Its a bit like golf, you have to make thousands of swings to master it. Then it becomes almost second nature to get the ball in the air. Ok there would still be hooks and shanks but you get the gist
            Yes you can increase quality with time and practice. Just get the flow moving.

            I don't even look at calling as a sales device. I use it to shake the bushes. If I can have a decent conversation with someone, they become a prospect. Of course, I will try to set an appointment right then, but even if we get off the phone, they are in my marketing funnel and will be hearing from me many times.

            Now, the lower your prices, the fewer times you can afford to contact, so you may be trying to do a one-call close and that is fine. Once you get a good stable of customers, you can market other services to them also.
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    • Profile picture of the author Vulk
      Do YOU develop the websites or outsource?
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      • Profile picture of the author PanteraIM
        Originally Posted by Vulk View Post

        Do YOU develop the websites or outsource?
        I have a small team and a project manager now.. I'm purely the BDM head of the company. So yes, I outsource.
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        • Profile picture of the author Favion
          These are words that hold true for any industry. If you want to succeed in any business you have to keep going. I have found, over the years, that the more I concentrate on just one thing at a time, the more I accomplish. It's when I start something, get it half done and then get distracted by the next shiny object that I don't succeed. I know this has been said again and again and again, but it's a difficult thing to do and stick too! I applaud all the people on this thread that get up in the morning, settle in and just DO.


          People simply give up too easily - I'm not the BEST at what I do and I have the same amount of anxiety as a newbie when I make my first call, I just don't stop, I set myself a quota of how many proposals/emails to send and I don't stop dialling until I hit it.
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          • Profile picture of the author rundmc56
            Originally Posted by Favion View Post

            These are words that hold true for any industry. If you want to succeed in any business you have to keep going. I have found, over the years, that the more I concentrate on just one thing at a time, the more I accomplish. It's when I start something, get it half done and then get distracted by the next shiny object that I don't succeed. I know this has been said again and again and again, but it's a difficult thing to do and stick too! I applaud all the people on this thread that get up in the morning, settle in and just DO.


            People simply give up too easily - I'm not the BEST at what I do and I have the same amount of anxiety as a newbie when I make my first call, I just don't stop, I set myself a quota of how many proposals/emails to send and I don't stop dialling until I hit it.
            You're so right. It's in the "not giving up" where the gold is found.
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            • Profile picture of the author LeonAzrael
              A quick question to all of you cold calling:

              Do you research the prospect deeply before calling? Obviously you can figure out quickly whether or not they have a website. But do you look them up to find the business owners name? If not, how do you extract that bit of information?

              I always thought it would work best sounding like a customer and asking the gatekeeper who the owner was and if you could talk to them. Vague but direct questions.

              The only reason I make a big deal out of it, is because I was always told it helps a lot more to try and be familiar with your prospect than prim and proper. Then again that may be different based on the field. I'm sure you address mechanics differently than you would, say, lawyers.

              Thoughts?
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              • Profile picture of the author PanteraIM
                Originally Posted by LeonAzrael View Post

                A quick question to all of you cold calling:

                Do you research the prospect deeply before calling? Obviously you can figure out quickly whether or not they have a website. But do you look them up to find the business owners name? If not, how do you extract that bit of information?

                I always thought it would work best sounding like a customer and asking the gatekeeper who the owner was and if you could talk to them. Vague but direct questions.

                The only reason I make a big deal out of it, is because I was always told it helps a lot more to try and be familiar with your prospect than prim and proper. Then again that may be different based on the field. I'm sure you address mechanics differently than you would, say, lawyers.

                Thoughts?
                This is a good question,

                Personally I find that when I've stopped to research the lead I lose my momentum.

                If you are going to do this I suggest you start it before you begin your cold calling block for the day.

                Simply asking if this business owner is in the office is enough, if they say no you then ask 'And who would I ask to speak to?' If the GK is insistent on getting them to give you a call back you can ask 'And whom may I ask will be calling me back?'

                You then right down that name in your call list and give them a callback tomorrow or wheenever.
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                • Profile picture of the author MattWilkie
                  Managing the callbacks is an important aspect of turning leads into sales. I have my own call center in the Philippines (not large scale) but one of the biggest hurdles is people being aware that it takes more than a week to get a contract really moving. Callbacks are typical example of why it takes more time. They are already warm leads in many senses as it could be the fact that you have got them on the hook but they are on the way out the door. "can you call me on Monday?" but if a client is only trialling for a week Monday will never come!

                  Part of getting the cold calling to work though is outsourcing the venture and it doesn't have to be expensive and generally the return is higher than the initial cost. I am also aware that some of the lead generation for security systems on a re-occurring monthly income may actually see the client make no money on the first month (as the sales fees are absorbed as commission on his telesales campaign. BUT every month after that he has a regular income).

                  At the same time I am also aware that specific types of campaign are easier to sell if your local. Some of this damage has been caused in the UK (from experience) by saturation of Indian call centers of low quality.

                  Having a local voice already gets you on the hook at least 30% more than a foreigner.
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                • Profile picture of the author dlicari
                  I have to agree with the above. I've managed multiple teams where 90% of our business was new accounts. We got in front of or presented via pounding the phones as well door knocking. People are busy and a large part of success with cold calling is timing and having a compelling intro. If you do not get them right away, good follow up is critical to phone success. It would sometime take us 4 or 5 contacts to catch someone live. Research usually ties into call reluctance or " I am afraid to make calls". Depending on the product being sold, for instance websites, a bit of planning will help. At the end of the day, I have never found more "knowledge or research" to impact appointment setting ratios. It is volume plus timing, throw is some luck and experience and your on your way.
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  • Profile picture of the author John Durham
    Glad to see the thread came back around!

    Goes to show that sometimes all seems lost but that doesn't mean it is...!

    Yeah, I'd but it too.

    -John

    Originally Posted by JDIZM View Post

    We use the exact same mantra! and trust me it works.

    However its still a numbers game and everybody has bad days, if you aren't making sales then always stay positive. There is a buyer waiting on the next call..
    Here's another to live by when you go to hire others...

    I always say "all pistons dont fire at once". You have to just "know" that and make it a part of your formula for success, that way you understand that it isnt failure.

    If you have one telemarketer, you might not get a sale EVERY day...but if you have three and one misses on a day, two more will make up for it.

    One has a low day, while another is having a high day "All pistons dont fire at once". Thats why its good to have six pistons.

    They may not all fire at once, but one is always firing.

    In exports, its different product offers...each one is a piston... Or trade site memberships...every site or ad is a piston... They dont all fire at once, so you have more than one piston so one is always firing.

    In affiliate sales it means "Links" or ads... Not all ads fire at once, but if you have a bunch, then one of them is always firing...may not be the same ones the sale days, but they allo fire once in awhile, you have to have a bunch... eventually every day one is firing.

    You have to figure that into your FORMULA, or else you will place an ad and it only fires once a week or whatever, and you think you have failed... No, you are just trying to run your machine on one piston, and they dont run that way.

    Having only one piston is not the formula for success at making a car go....

    -JD
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  • Profile picture of the author seorob
    Great thread and cannot wait to see script.

    What if I want to hire telemarketers to follow this formula? I too will be selling but would like to add maybe 2-3 more people selling my services.

    Is there a place where one can find, train, motivate good to great telemarketers or sales people?
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    • Profile picture of the author PanteraIM
      Originally Posted by seorob View Post

      Great thread and cannot wait to see script.

      What if I want to hire telemarketers to follow this formula? I too will be selling but would like to add maybe 2-3 more people selling my services.

      Is there a place where one can find, train, motivate good to great telemarketers or sales people?
      Thanks man.

      Try mastering this yourself and then you can train other people.
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  • Profile picture of the author Adebayo
    I've just downloaded Ari Galper's unlock the game course two days ago. The things he teaches are great and best of all, allow me to think about selling in a way that make's me excited and happy to be a saleman.

    I come from an investment brokering background and as you can imagine it's all ego and "smash the phones". Good to keep you hungry and fearless but not so great on one's self esteem if you're not hugely successful...not to mention that most prospects don't appreciate being manipulated and pressured into a sale. Check him out if you're thinking about cold calling. I'm about to quit this industry and jump into the deep end...wish me luck!
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    • Profile picture of the author socialentry
      Originally Posted by Adebayo View Post

      I've just downloaded Ari Galper's unlock the game course two days ago. The things he teaches are great and best of all, allow me to think about selling in a way that make's me excited and happy to be a saleman.

      I come from an investment brokering background and as you can imagine it's all ego and "smash the phones". Good to keep you hungry and fearless but not so great on one's self esteem if you're not hugely successful...not to mention that most prospects don't appreciate being manipulated and pressured into a sale. Check him out if you're thinking about cold calling. I'm about to quit this industry and jump into the deep end...wish me luck!
      He,I kind of had the same story as you but in reverse.

      I went from a short stint in telemarketing for websites to investment brokering.
      And the way I was taught to pitch at my firm was more Ari Gelper-ish or John Duhram-ish then the old school buy now buy now style.

      Good luck have fun but if you worked for the London brokerage houses, honestly I don't think you will need it.
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      • Profile picture of the author Adebayo
        Originally Posted by socialentry View Post

        Good luck have fun but if you worked for the London brokerage houses, honestly I don't think you will need it.
        Appreciate that mate.

        @ Pantera or anyone else who can help. I've tried a couple lead scraping software and bought proxy's but none of them seem to work well in the UK...I've even used a VPN. So just wanted to know if any of you guys new a good UK source to buy leads from...just found an investor so gonna use money to get some quality leads?
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  • Profile picture of the author JSL Publishing
    Are you interested in another line of Business you can add to your portfolio.. If so drop me a line.

    Regards,



    Originally Posted by PanteraIM View Post

    Hello,

    Contary to what most people think, you do not need to be the best, or even a highly experienced salesperson to make loads of money calling on businesses from the comfort of your own home.

    I am 24 years old and I cold call from my bedroom.

    The VAST MAJORITY of my business comes from catching businesses ALREADY LOOKING for a website or SEO services, there is very little 'selling', involved in the whole process, it is more about being pleasant, polite and showing a genuine interest in your prospect's businesses which will lead you to get the sale.

    If you want a quick way to sell loads of websites in a small amount of time, go to your largest directory where you look and go thru the categories. I go thru it A-Z. Look for the businesses which are paying money already to these directories and call the businesses that do not have a website listed.

    These people SEE THE VALUE in advertising and are much easier to sell to than a one man army. It's common that these businesses have been called before by your larger competition, pitching $2,000+ website deals. How happy will they be knowing that you can save them a thousand bucks off their quote (and making a tidy profit for yourself in the process).

    I promise you, hand on heart, if you would just pick up the damn phone and call these companies you will get AT LEAST 2 or 3 sales in your first DAY of calling.

    My script which I have shared before is very simple, I am not looking to SELL to someone that does not see the value yet in a website, but to give someone a better deal that is actively in the market for what I have to offer.

    You might want it step by step:

    1 Find the business paying lots of money to be advertised in a directory that does not have a website

    2 Ask to speak to the owner (if you get the gate keeper say 'I am calling regarding your listing the XXX directory.'

    3 Point out the fact they don't have a website

    They will either tell you they are actively looking for a website

    Or

    Tell you that 'someone is taking care of that' (Ask if you'd paid any money yet, most will say NO. Then ask 'What did they quote you?' Show them what you can do for them as extra at a lower price)

    Small business owners generally like working with OTHER small business owners. I let all my customers know that I'm an independent consultant which means lower fees and I can basically get them a better deal.

    They know that you will appreciate their business more than some large corporate - try it and see.

    Or

    They will say they are not interested - some will, some won't, who cares? Who's NEXT?

    Then send them an email with your pitch/offer. Follow up in the next few days.

    It really is as easy as that.

    Once you get done calling all the top listings on the directory you can go down a level to the second most expensive then the third etc. But make sure you grab the low hanging fruit first!

    Pantera
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  • Profile picture of the author benbro
    Terrific thread guys! So many people sleep on the power of telesales but like many of you have said - it works! I have just gotten back into offline after a major time out but using a combination of phone calls and emails things are looking up.

    Especially appreciate what Pantera said about it being a process. That's so true. My own observation has been that looking at it this way makes calling prospects a lot less stressful.
    Signature

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    • Profile picture of the author Jon Martin
      Originally Posted by PanteraIM View Post

      You got it brother.

      I use free and sometimes premium themes if they pay a lot and edit the content. I have some outsourced help that handles all of the web stuff. The lowest I'll go on a website is $499 but I pitch them $1999 as a high ball offer to something a bit more reasonable such as 1k.

      It only takes a few hours of actual selling on the account so I still make bank per hour. When I sell the website I upsell to SEO starting at 199 per month for a small biz and 49 to 97 per month for hosting.

      The trick is to find people that need a website, it's not like you're selling an advertising subscription, most of the time these people need something on the web for their adwords campaign or something similar of that nature which makes it an easy sell.
      I've recently started high-balling a bit and I'd like to learn more about doing it effectively. Could you delve a bit deeper into this and explain the process in which you do it? When you quote them the high number, how do you like to bring the number down? Is it something along the lines of "just for you, I'm willing to ......." or? Very interesting.

      This thread is MONEY. I don't browse through the forum as much as I used to, but when I do I go straight to Pantera's threads. Always top of the line knowledge coming from everyone on these.
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      "Be the hero of your own movie."
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      • Profile picture of the author PanteraIM
        Originally Posted by Jon Martin View Post

        I've recently started high-balling a bit and I'd like to learn more about doing it effectively. Could you delve a bit deeper into this and explain the process in which you do it? When you quote them the high number, how do you like to bring the number down? Is it something along the lines of "just for you, I'm willing to ......." or? Very interesting.

        This thread is MONEY. I don't browse through the forum as much as I used to, but when I do I go straight to Pantera's threads. Always top of the line knowledge coming from everyone on these.
        Good question regarding high balling.. let me explain.

        In negotiation, people will have a range of prices for what they would pay for a certain product. One tactic is to be on outer limits of what they'd pay which prevents you from leaving anything on the table, if you sense they expect to pay $500 for a website charge them slightly higher, go for $697, make it sting.

        The goal of high balling your price is to first establish that your product is going to cost a lot, if the initial price you give is high it's likely to stay high and vice versa.

        The second tactic is to anticipate that the customer is going want to haggle or negotiate, if you high ball and they negotiate down it appears that you've given them a good deal and that you've lost, but in reality you were expecting this to happen and have infact made more money by negotiating around the envelope of what they'd pay, or at the very least you've successfully defended your profit.

        I appreciate your kind words as well.
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  • Profile picture of the author tim205
    Thanks for a great, educational thread!

    I've checked out Yellowbook.com and I've noticed that most of the businesses listed have a basic website provided by Yellowbook. Are these the businesses you are talking about targeting, or are there some businesses I'm overlooking that don't have websites at all?
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    • Profile picture of the author ronr
      Are you sure you aren't looking at the YB ads? You can use a scraper for YB and you will get you lots of business with regular websites or no websites.

      Originally Posted by tim205 View Post

      Thanks for a great, educational thread!

      I've checked out Yellowbook.com and I've noticed that most of the businesses listed have a basic website provided by Yellowbook. Are these the businesses you are talking about targeting, or are there some businesses I'm overlooking that don't have websites at all?
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      • Profile picture of the author tim205
        Originally Posted by ronr View Post

        Are you sure you aren't looking at the YB ads? You can use a scraper for YB and you will get you lots of business with regular websites or no websites.
        I've gone to yellowbook.com and searched my area, and I also have Mobile Renegade. From the sounds of it, the best way to use this strategy is to have a physical copy of Yellowbook, right?
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  • Profile picture of the author Jon Martin
    Hey Pantera,

    As it pertains to my question from earlier in the day re: high-balling the price, I actually opted into your list & you sent out a really neat email about closing the sale after a price objection. Coincidentally, that tied in perfectly with some of the questions I've been asking myself this afternoon. Sweet!

    Looking forward to future emails.

    If you're an offline marketer and you don't mind a couple extra e-mails in your inbox, Matthew's (pantera) list seems like a solid one. Great content and a great way to establish a relationship with the list. Keep it up!
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  • Profile picture of the author bobmcalister
    good thread. thanks ! I have a few work=at-home folks that call ..sometimes...lol. How much should I pay a full time telephone guy/gal working from my office ? I appreciate any advice on this particular area. The work at home gals get 100. per sell...I am thinking that is too much for them since they are happy with 2-3 sales per week. thanks !
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    • Profile picture of the author kenmichaels
      Originally Posted by bobmcalister View Post

      good thread. thanks ! I have a few work=at-home folks that call ..sometimes...lol. How much should I pay a full time telephone guy/gal working from my office ? I appreciate any advice on this particular area. The work at home gals get 100. per sell...I am thinking that is too much for them since they are happy with 2-3 sales per week. thanks !
      a sliding scale is the ticket.

      ours start at 6% and slides to 14%
      7k a week is our min, below that you only get your hourly.
      if you do that two weeks in a row, your fired.
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  • Profile picture of the author je9265
    Pantera, do you do all the website & SEO work yourself?
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  • Profile picture of the author Breakinglink
    I decided last week to give this cold calling thing a try. The more I do business, the more I find that cold calling will be a factor of some type for at least the next 20 years, so I better get use to it.

    I have started with YP and did about 25-30 calls on Friday (Yes, I know that isnt many calls) and got 1 meeting from a HVAC company for Tuesday. I opened up this year's book, marked some of the ads that didn't have a web address listed and got to calling.

    The main objection I got from the other calls was that they already had websites. I double checked and even if it wasn't listed on the ad, they had a YP built website, most of the time it was on the 3rd page or so for a locally owned company.

    I'm sure all you regulars know this already but YP built websites suck, really bad.

    I called YP to see their ad prices, for a price comparison, under the ruse of wanting to advertise with them. I found out that ad prices are regionalized so I suggest you call for yourself so that you know what someone is already paying for advertising.

    This is a HUGE benefit because you know what a company is already paying for an ad before the meeting, so you can walk in with a card in your sleeve. Also, they are now bundling a website with the ad so there is an increased chance that they have a website if they have an ad.

    For my area it broke down like this:
    Full page is 700+......a month......
    CD case size is 333 a month
    Business Card size was 175+ a month...

    Just as a side note for my fellow Warriors that are still having a hard time getting to that first call, I didnt have a single person get mad, cuss or even make me feel badly about calling. Just try to sound happy when you call, people don't like to yell at a happy person.

    Lastly, when you do get someone interested, make sure to ask a few questions. I got super nervous when the owner of the HVAC company told me he was interested I sort of blanked. I did get a meeting and asked him what a new client meant for his business. He was nice enough to tell me that each new client brings his business about $5,000.

    Go, go price anchor. I also came up with this great counter if he thinks my price is too high, comparing a window unit AC to central heat and air.

    Wish me luck, but more important, get out there and make some money.
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    • Profile picture of the author PanteraIM
      Originally Posted by Breakinglink View Post

      I decided last week to give this cold calling thing a try. The more I do business, the more I find that cold calling will be a factor of some type for at least the next 20 years, so I better get use to it.

      I have started with YP and did about 25-30 calls on Friday (Yes, I know that isnt many calls) and got 1 meeting from a HVAC company for Tuesday. I opened up this year's book, marked some of the ads that didn't have a web address listed and got to calling.

      The main objection I got from the other calls was that they already had websites. I double checked and even if it wasn't listed on the ad, they had a YP built website, most of the time it was on the 3rd page or so for a locally owned company.

      I'm sure all you regulars know this already but YP built websites suck, really bad.

      I called YP to see their ad prices, for a price comparison, under the ruse of wanting to advertise with them. I found out that ad prices are regionalized so I suggest you call for yourself so that you know what someone is already paying for advertising.

      This is a HUGE benefit because you know what a company is already paying for an ad before the meeting, so you can walk in with a card in your sleeve. Also, they are now bundling a website with the ad so there is an increased chance that they have a website if they have an ad.

      For my area it broke down like this:
      Full page is 700+......a month......
      CD case size is 333 a month
      Business Card size was 175+ a month...

      Just as a side note for my fellow Warriors that are still having a hard time getting to that first call, I didnt have a single person get mad, cuss or even make me feel badly about calling. Just try to sound happy when you call, people don't like to yell at a happy person.

      Lastly, when you do get someone interested, make sure to ask a few questions. I got super nervous when the owner of the HVAC company told me he was interested I sort of blanked. I did get a meeting and asked him what a new client meant for his business. He was nice enough to tell me that each new client brings his business about $5,000.

      Go, go price anchor. I also came up with this great counter if he thinks my price is too high, comparing a window unit AC to central heat and air.

      Wish me luck, but more important, get out there and make some money.
      1 appointment out of 30 contacts is great stuff.

      Well done.
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  • Profile picture of the author classiqa
    calling needs some patience, you need perseverance and keep calling. I use to call people for outsourcing which is tough, but usually got some leads through this way. Calling business without a website is more easy to calling business already having website.
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  • Profile picture of the author Scott Stevens
    Originally Posted by PanteraIM View Post

    Hello,

    Contary to what most people think, you do not need to be the best, or even a highly experienced salesperson to make loads of money calling on businesses from the comfort of your own home.

    I am 24 years old and I cold call from my bedroom.

    The VAST MAJORITY of my business comes from catching businesses ALREADY LOOKING for a website or SEO services, there is very little 'selling', involved in the whole process, it is more about being pleasant, polite and showing a genuine interest in your prospect's businesses which will lead you to get the sale.

    If you want a quick way to sell loads of websites in a small amount of time, go to your largest directory where you look and go thru the categories. I go thru it A-Z. Look for the businesses which are paying money already to these directories and call the businesses that do not have a website listed.

    These people SEE THE VALUE in advertising and are much easier to sell to than a one man army. It's common that these businesses have been called before by your larger competition, pitching $2,000+ website deals. How happy will they be knowing that you can save them a thousand bucks off their quote (and making a tidy profit for yourself in the process).

    I promise you, hand on heart, if you would just pick up the damn phone and call these companies you will get AT LEAST 2 or 3 sales in your first DAY of calling.

    My script which I have shared before is very simple, I am not looking to SELL to someone that does not see the value yet in a website, but to give someone a better deal that is actively in the market for what I have to offer.

    You might want it step by step:

    1 Find the business paying lots of money to be advertised in a directory that does not have a website

    2 Ask to speak to the owner (if you get the gate keeper say 'I am calling regarding your listing the XXX directory.'

    3 Point out the fact they don't have a website

    They will either tell you they are actively looking for a website

    Or

    Tell you that 'someone is taking care of that' (Ask if you'd paid any money yet, most will say NO. Then ask 'What did they quote you?' Show them what you can do for them as extra at a lower price)

    Small business owners generally like working with OTHER small business owners. I let all my customers know that I'm an independent consultant which means lower fees and I can basically get them a better deal.

    They know that you will appreciate their business more than some large corporate - try it and see.

    Or

    They will say they are not interested - some will, some won't, who cares? Who's NEXT?

    Then send them an email with your pitch/offer. Follow up in the next few days.

    It really is as easy as that.

    Once you get done calling all the top listings on the directory you can go down a level to the second most expensive then the third etc. But make sure you grab the low hanging fruit first!

    Pantera
    Thanks for posting this, Pantera. Great post, very inspiring, and just what I needed to read right now.

    Proof positive that cold calling selling good ol' websites works.
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  • Profile picture of the author PanteraIM
    Everyone who joins my forum (see signature) can get a custom script written for them!

    Click below and I'll send it thru in the next 48 hours.
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    • Profile picture of the author mrtrance
      Originally Posted by PanteraIM View Post

      Everyone who joins my forum (see signature) can get a custom script written for them!

      Click below and I'll send it thru in the next 48 hours.
      I signed up for your forum so how do I go about getting that script?
      Signature

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      • Profile picture of the author PanteraIM
        Originally Posted by mrtrance View Post

        I signed up for your forum so how do I go about getting that script?
        There's a sticky on the front page.
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  • Profile picture of the author abozeb
    Originally Posted by PanteraIM View Post


    They will say they are not interested - some will, some won't, who cares? Who's NEXT?

    Pantera
    I had this printed out and put it in front of me, I think this separate the winners from quitters. Thanks for this.
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  • Profile picture of the author Joe Stewart
    Originally Posted by PanteraIM View Post

    Hello,

    Contary to what most people think, you do not need to be the best, or even a highly experienced salesperson to make loads of money calling on businesses from the comfort of your own home.

    I am 24 years old and I cold call from my bedroom.

    The VAST MAJORITY of my business comes from catching businesses ALREADY LOOKING for a website or SEO services, there is very little 'selling', involved in the whole process, it is more about being pleasant, polite and showing a genuine interest in your prospect's businesses which will lead you to get the sale.

    If you want a quick way to sell loads of websites in a small amount of time, go to your largest directory where you look and go thru the categories. I go thru it A-Z. Look for the businesses which are paying money already to these directories and call the businesses that do not have a website listed.

    These people SEE THE VALUE in advertising and are much easier to sell to than a one man army. It's common that these businesses have been called before by your larger competition, pitching $2,000+ website deals. How happy will they be knowing that you can save them a thousand bucks off their quote (and making a tidy profit for yourself in the process).

    I promise you, hand on heart, if you would just pick up the damn phone and call these companies you will get AT LEAST 2 or 3 sales in your first DAY of calling.

    My script which I have shared before is very simple, I am not looking to SELL to someone that does not see the value yet in a website, but to give someone a better deal that is actively in the market for what I have to offer.

    You might want it step by step:

    1 Find the business paying lots of money to be advertised in a directory that does not have a website

    2 Ask to speak to the owner (if you get the gate keeper say 'I am calling regarding your listing the XXX directory.'

    3 Point out the fact they don't have a website

    They will either tell you they are actively looking for a website

    Or

    Tell you that 'someone is taking care of that' (Ask if you'd paid any money yet, most will say NO. Then ask 'What did they quote you?' Show them what you can do for them as extra at a lower price)

    Small business owners generally like working with OTHER small business owners. I let all my customers know that I'm an independent consultant which means lower fees and I can basically get them a better deal.

    They know that you will appreciate their business more than some large corporate - try it and see.

    Or

    They will say they are not interested - some will, some won't, who cares? Who's NEXT?

    Then send them an email with your pitch/offer. Follow up in the next few days.

    It really is as easy as that.

    Once you get done calling all the top listings on the directory you can go down a level to the second most expensive then the third etc. But make sure you grab the low hanging fruit first!

    Pantera

    Great post!

    Just curious, how many pages do you offer to write for their website? Do you use a free WP theme or a paid one? (sorry if someone already asked that)

    Also, about how much should someone expect to pay to outsource the site building and content? Example, you sell a website for $500.00. What would that include? What would a $1,000,00 or $2,000.00 site include? How much does it cost you to have them built?

    What kind of services do you offer on the backend and how much do you charge for them?

    Do you have them sign a long term contract or is everything just month to month for your services?

    I've been doing telesales for 15 of the past 20 years and work from my bedroom as well, but I sell physical products B2B and build up lists of repeat customers. It has its pro's and con's, though, and I'm looking at something to possibly supplement it during the slow season or gradually build up on the side.

    Anyway, I'd appreciate the input.

    Joe
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  • Profile picture of the author jimmyjohns2345
    Sick post, what are your margins on the websites if you don't mind me asking?
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  • Profile picture of the author goingup
    Is there a company i can hire with experienced telemarketers who can do this for me? No set up cost, just commission only. I will not call and so can't train.
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    Only dead fish go with the flow.

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