Cold Calling - How to handle this type of reply

Solid advice, as always.

Me? I make sure I have the name of the person I want to talk to. On rare occasions, I'll ask who that is (using your methodology). But then, it's hard for them to say "Can I take your name number and get someone to call you back?".

I do get "Do you want his voicemail?" , and I leave a message.

But if it's an organization I really want to work with, I don't leave a message. I don't want the prospect to remember me as "The guy I don't call back".

No, dont waste time on leaving messages. Pick the next prospect.

That's a sign that you sound like the dozen other cold callers they spoke to this week.

What are you doing differently to make it worth their time to speak to you?

Gatekeepers and decision makers will continue to find "reasons" to get rid of you until you give them a reason not to.

1. Is what you offer of value to them? If not find something of value to offer. And I mean honestly ask yourself this. If all you are offering is what dozens of others have already cold called them to offer they will just bunch you together with them.

• Website? Already got one and don't need another.
• SEO? Heard it from a dozen guys this week.
• Social? Hell got an email that lied and told me that more people would find me on Facebook vs Google (seriously do they think business people are stupid?).

2. Can you explain the value? Step back and ask yourself this. So what have you done to show them the value?

You could be offering me $10 bills for $5 and I wouldn't buy any if you didn't show me the value. Don't assume I know the value. There is a guy on youtube that offers 1oz Canadian gold coins to people for half the face value of $50 and people will not buy them. Why? Because they don't know the value. They don't get that for $25 they would be buying something worth over $1,500.

Also that is a great example of why you don't offer discounts right off the bat. People don't value a discount if it is given so freely. In fact they start to question not only the original value but the new value. So even though the face value was $50 they doubt it is worth $25. Even though the true value was $1,500 plus.

3. Can you sell and are your the best person you know to be selling your products? This is where the ego needs to get out of the way. Ask yourself if you were a business owner hiring someone to sell your product would you hire yourself to sell it.

Now really stop and think about that. You are the business owner and you are hiring someone to sell for you. You are making the choice every day to keep yourself employed as your sales person.

If you are not the best sales person you know ask yourself why you are not hiring that person, who you know is better at sales, to sell for you.

Can't afford it? Sales Professionals are like good marketing they should pay for themselves. So that isn't the answer.

Don't think a good sales professional would work for you? This tells me you don't believe in your company or your product. In which case why would you want to sell it if the best sales professionals you know wouldn't?

To pay that sales person what they are worth wouldn't leave you with enough profit? You're prices are too low, raise them.

Don't take me wrong..... I believe in bootstrapping. And I understand that in the beginning at times you often have to be the only employee in your business. But are you holding back the growth of your company?

Would you rather make $500 per sale but only sell one per week or would you rather have a Sales Professional sell 3 per week and pay them $750 while you make $750? How about having 2 Sales Professionals who each sell 3 per week? Couldn't you pay them $1000 each and still make $1,000 yourself? Why not pay them $400 for each sale and hire 5 Sales Professionals? If they each sell 3 per week each of them will make $1,200 but guess what? You will make $1,500!

That sounds like a great idea doesn't it? So why wouldn't you hire that first Sales Professional and give him that same 80% of profit? Bet he would be motivated to sell, wouldn't he?

How fast do you think you could get 5 or even 10 High Performing Sales Professionals if you paid them like High Performing Sales Professionals?

Might even be worth upping your prices so they would make $800 per sale and you make $200, don't you think?

I know that went off in kind of a tangent. But this post just flowed as I was typing.

In closing why should these people call YOU back? Once you know that and you and your staff can explain it well to prospects why wouldn't you set appointments for them to call you back? Or even better an appointment when you will call them back.

I wonder how many people missed the fact you turned a
a no contact into solid intel.

No tricks, no gimmicks just plain ol experience.

The problem with call calling is that nobody wants to waste their time on listening to a sales pitch, so you have to create some leverage right off the bat or you probably are going to not get anywhere.

Anyone who does not have a website these days either does not feel they need one or can't afford one..so what could you possibly say to change their mind, because if you think they have not been approached or at least thought about it, you probably are mistaken.

The leverage is to know a lot about the company and things(marketing) they already are doing...so you can say its regarding X and speak with a sense of urgency.